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FMAV National Account Director

Job ID FMAVN06241 Date posted 12/09/2019 Location Mississauga , ON L5A 3V3 Position Type Full-Time

JOB TITLE:

National Account Director (AM3)

REPORTING RELATIONSHIPS:

Reports to Regional Director of Sales, dotted line to Market Leader

FULL/PART-TIME:

Full Time

SUMMARY OF ROLE:

FMAVs NAD role demands skill, commitment, passion and drive to manage and maximize a portfolio of existing clients and source new ones locally and nationally, to grow market share.

This NAD position thrives on creating opportunities to sell FMAVs solutions and partner with clients to achieve their event goals, while retaining their high value clients through this close partnership and flawless execution.

These senior sales roles use strategic account planning and client management to ensure relationships are secure and maximized.

Other key aspects of this role include consultative selling, development and presentation of proposals and ensuring the successfully delivery of the event.

KEY RESPONSIBILITIES:

Strategic Account Planning:

Business Development:

Client Management & Sales:

General:

· Create innovative account plans and winning sales strategies

· Research and analyze market trends

· Research the market to learn of new national or large client leads

· Actively build and maintain a pipeline of ongoing leads and opportunities

· Qualify leads from various sources including website, marketing campaigns and other team members

· Mine existing customers to increase and to maximize growth opportunities (introduce additional products & services; expand our reach; ask for referrals)

· Engage team members across marketing, business development, sales, and leadership to draw on their expertise

· Explore partnership opportunities with a variety of event industry suppliers and groups

· Engage team members across sales, marketing, project management and leadership to incorporate and draw from their expertise

· Achieve and/or surpass annual sales/revenue targets

· Learn/know account history and establish strong relationships with existing clients

· Operate as a key point of contact for any matters specific to your customers

· Understand and document customer organizational structure, decision making process, business strategies, priorities, and emerging event technology needs

· Ensure customer satisfaction and loyalty through responsiveness, solving customer issues, meeting ongoing needs and expectations, continuously demonstrating value and finding opportunities to wow the client

· Maintain regular communication, face to face meetings

· Partner with clients to develop and propose solutions that help achieve event goals

· Act as conduit between the client and the FMAV team to provide strong representation for colleagues and advocate for client vision

· Engage with production/operations for technical partnership, design and tailored customer solutions

· Provide routine quality control oversight of event projects as required, ensuring client expectations are being met from concept to completion e.g. budget management, creative services solutions, technical logistics coordination, product schedule, show team, and execution plan

· Learn and use Sandler Sales System

· Learn all FMAV sales and operational systems (Salesforce.com and Action)

· Remain current and educated on all new and emerging event technology products and solutions

· Develop and actively track a sales pipeline in CRM, listing sales activities and approximate timing for proposal submittals

· Establish and maintain close relationships with other FMAV sales team members as well as with external partners

· Explore partnership opportunities with a variety of event industry suppliers and groups to provide client solutions

· Participate in regular sales or staff meetings

CORE COMPETENCIES:

· Professionalism

· Innovative Thinking & Creativity

· Strategic Thinking

· Networking & Partnership

· Quality Focus

· Communication

· Customer Orientation

· Understanding the Business

· Continual Learning

· Planning

· Problem Solving

· Driving Accountability and Results

REQUIREMENTS:

· Exceptional sales acumen and success at a major accounts or national accounts level

· Technical College or University Degree preferred

· AV Technician I and Project Management experience is preferred

· Experience within the events industry and audio-visual or like technical fields is preferred

· Proven ability to manage multiple projects at a time while paying strict attention to detail

· Understanding of social media, digital marketing strategies, search optimization, and e-marketing

· Valid driver’s license and insurance

Physical Requirements

Team members must be able to meet the physical demands below in order to successfully perform the essential job functions. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Frequency options consist of: Continuously, Frequently, Occasionally and Never.

Physical Requirements

Hours Per Day

Lifting Requirements

Frequency

Sitting

4-5 Hours

Lifting 0 - 15 lbs*

Occasionally

Standing

2-3 Hours

Lifting 16 – 50 lbs*

Occasionally

Walking

2-3 Hours

Lifting 51 - 100 lbs

Never

Stooping

0-1 Hours

Lifting Over 100 lbs

Never

Crawling

0-1 Hours

Kneeling

0-1 Hours

Carrying Requirements

Frequency

Bending

0-1 Hours

Carrying 0 - 15 lbs*

Occasionally

Reaching (above your head)

0-1 Hours

Carrying 16 – 50 lbs*

Occasionally

Climbing

0 Hours

Carrying 51 - 100 lbs

Never

Grasping

0 Hours

Carrying Over 100 lbs

Never

Auditory/Visual Requirements

Frequency

Pushing/Pulling Requirements

Frequency

Close Vision

Continuously

Pushing/Pulling 0 - 15 lbs*

Occasionally

Distance Vision

Continuously

Pushing/Pulling 16 – 50 lbs*

Occasionally

Color Vision

Continuously

Pushing/Pulling 51 - 100 lbs*

Occasionally

Peripheral Vision

Continuously

Pushing/Pulling Over 100 lbs

Never

Depth Perception

Continuously

*Identifies the physical requirements that team members perform without assistance.

Hearing

Continuously

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Benefits

You’ll find some of the best rewards in the industry – from comprehensive insurance options and generous PTO to a     company-matching 401(k).

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