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Account Manager

Job ID ACCOU03079 Date posted 06/06/2019 Location Seattle, Washington Position Type Full-Time

Position Overview

The Account Manager, GSO manages a portfolio of accounts in the Corporate Group market. This role is responsible for identifying, developing, and managing accounts to drive revenue and unfair market share growth. The person in this position is responsible for utilizing technical and operational support to sell programs to clients while managing the budget and exceeding customer expectations. In addition, the Account Manager is responsible for driving performance through internal and external development. This position reports to the Director, Sales GSO.

Key Job Responsibilities

Account Management

  • Identify and develop an account plan designed to increase revenue while managing compliance, profitability, and revenue channel development.
  • Act as the key contact for Global clients, understand customer’s needs and goals, and create and execute a strategy that aligns the PSAV resources and solutions that solve customer needs
  • Qualify and quantify the customers holistic needs in AV, Event Technology, Production, Content and all technical event needs
  • Create and execute plans to further penetrate the account. This includes securing customer appointments and executing sales calls, customer business reviews, and action plans to identify and secure both short and long-term revenue opportunities.
  • Ensure each account shows consistent progress of PSAV moving from vendor status through desired role of trusted advisor and moving up the buy/sell hierarchy by consistently establishing and delivering on our Core Value Proposition.
  • Understand customer’s industry trends and associations, and build a network that continues to establish credibility, rapport, and opportunities to engage customers.

Account Strategy

  • Develop deep knowledge of customer procurement strategies, structure, businesses, and synergies
  • Aggregate client account-based growth data and evaluate areas of opportunity
  • Anticipate client needs and proactively develop an approach that is tailored to each client
  • Model account-based trends on a weekly, monthly, and annual basis, and compare data with previous years' results and forecast future account-based growth rates
  • Drive results through customized solutions
  • Serve as a subject matter expert for all of PSAV’s owned subsidiary companies with the ability to sell full solutions to the customer’s holistic needs
  • Responsible for generating leads and mining opportunities within existing accounts to drive incremental revenue
  • Understand industry trends that impact customer buying behaviors and offer innovative solutions
  • Engagement in relevant industry organizations

Revenue Management
  • Meet and exceed quarterly and annual quotas.
  • Actively manage account pipeline throughout the entire organization for all PSAV services including core audio visual services, power, rigging, HSIA, digital services and all offerings PSAV provides to clients.

Operational and Technical Support

  • Communicate the technical needs of each program effectively to clients and internal partners.
  • Review quotes to ensure compliance with MSA agreements and PSAV Policy.
  • Utilize software tools including diagrams, proposals, renderings, CAD drawings and related technical material to sell programs to clients while managing budget and exceeding customer expectations.
  • Understand PSAV’s family of brands, product offerings, and servicing divisions and communicate the customer’s needs cross functionally.

Information Management, Reporting, and Company Support

  • Work closely with PSAV internal contacts to realize account objectives and act on resolving customer experience and internal issues.
  • Identify and assign PSAV team members, including senior leadership on the buy/sell hierarchy for key accounts.
  • Monitor and maintain accurate and timely compass activity data entry, billing records, show evaluations, customer surveys, monthly or quarterly reporting, and any other information on assigned accounts requested by management in accordance with policies and procedures.
  • Maintain timely and consistent customer reporting, delivery, and communication of key requirements.

Job Qualifications

  • Bachelor’s degree desirable
  • Minimum 6+ years of Audio Visual/Technical sales and/or Sales Management industry experience
  • Demonstrated excellent customer service skills
  • Ability to create technically and/or logistically complex proposals
  • Ability to create and execute a strategic customized account plan
  • Experience in networking targeted customers at industry events
  • Experience working within a team environment to over-deliver on desired results
  • Experience with high-level (Director or above) contract negotiations and the ability to successfully navigate complex organizations
  • Excellent computer skills including all Microsoft Office applications
  • Experience with the use of customer relationship database
  • Experience with creating and executing presentations using PowerPoint and/or other forms of media
  • Strong written and oral communication skills needed to draft sales presentations, and effectively solicit business via phone and face to face customer contact, as well as through tradeshow and industry events
  • Excellent organizational skills and the ability to manage multiple projects
  • In depth understanding of the meetings and event technology industries
  • Desire and ability to travel within the United States or abroad

Competencies

  • Responsiveness
  • Ownership
  • Manages Complexity
  • Business Insight
  • Strategic Mindset
  • Collaborates
  • Communicates Effectively
  • Builds Networks
  • Drives Quality Results
  • Plans and Aligns
  • Instills Trust
  • Manages Ambiguity

Physical Requirements

Team members must be able to meet the physical demands above 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

6-8Hours

Lifting 0 - 15 lbs*

Continuously

Standing

1Hours

Lifting 16 – 50 lbs*

Occasionally

Walking

1Hours

Lifting 51 - 100 lbs

Never

Stooping

0Hours

Lifting Over 100 lbs

Never

Crawling

0Hours

Kneeling

0Hours

Carrying Requirements

Frequency

Bending

0Hours

Carrying 0 - 15 lbs*

Continuously

Reaching (above your head)

0Hours

Carrying 16 – 50 lbs*

Occasionally

Climbing

0Hours

Carrying 51 - 100 lbs

Never

Grasping

0Hours

Carrying Over 100 lbs

Never

Auditory/Visual Requirements

Frequency

Pushing/Pulling Requirements

Frequency

Close Vision

Continuously

Pushing/Pulling 0 - 15 lbs*

Continuously

Distance Vision

Continuously

Pushing/Pulling 16 – 50 lbs*

Occasionally

Color Vision

Continuously

Pushing/Pulling 51 - 100 lbs*

Never

Peripheral Vision

Continuously

Pushing/Pulling Over 100 lbs

Never

Depth Perception

Continuously

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

Hearing

Continuously

Work Environment

Office

Work is performed primarily in an office environment. Working times may include irregular hours and on-call status including days, evenings, weekends and holidays. Team members must adhere to appearance guidelines as defined by PSAV based in an office environment and when traveling, on an individual venue or a representation of venues in that city or area.

The above information on this description is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

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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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