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Company Overview

PSAV is a global leader in event experiences. We provide creative, production, advanced technology and staging to help meeting planners deliver more dynamic and impactful experiences at their events. Our team consists of more than 9,000 professionals across 1,500 on-site venue locations and 49 branch offices within the United States, Canada, Mexico, Europe, the Caribbean, and the United Arab Emirates. We support over 1.5 million meetings annually and, on average, are hired by more than 1,100 meeting planners and event organizers each day. PSAV is the trusted partner and exclusive on-site provider of choice at leading venues including Marriott, Hilton, Hyatt, Four Season, Ritz-Carlton, Sheraton, Westin, and Fenway Park. The company is headquartered in Schiller Park, IL near O’Hare airport.

Career Opportunity

Sales Director, Hotel Services*

Job ID 206448 Date posted 11/19/2018

Position Overview

The Sales Director manages an effective sales team responsible for guiding customers through event experiences, providing solutions that meet their goals and objectives to result in a compelling event experience. Creates and implements effective strategies for revenue growth and customer satisfaction, ensuring team achievement of established targets.  Utilizes all available tools to ensure maximum event and revenue capture from assigned customer base. Cultivates and maintains relationships with key hotel personnel to enhance the overall business relationship with hotel.  Serves as a resource in large, high-end event production in venue location/region and support team as needed with guidance and training. Lead and support Company initiatives, business strategies and Core Values.  This position supervises the Sales Coordinator, Sales Manager, and Sr. Sales Manager and reports to the Director, Event Technology.

Key Job Responsibilities

Revenue Generation

  • Drive Results by establishing sales objectives through forecasting and developing quotas for all team members.
  • Maximize revenue opportunity for assigned customers by creating effective strategies for per-event revenue growth, including upsell and cross-sell opportunities.
  • Assist with creating high-end, large event, advanced technology solutions for PSAV’s existing and potential customers.
  • Assist with preparing and delivering compelling presentations that convey the value of PSAV and effectively solve customer challenges.
  • Attend site visits, pre-conference planning meetings, and appropriate venue meetings as necessary to support the customer event experience.
  • Effectively collaborate with vendors and other departments/divisions of the company to capture and service events.
  • Understand event cost structure and incorporate into solution designs according to established profitability guidelines.

Relationship Management                                                                                      

  • Deliver World-Class Service by cultivating and maintaining relationships with customers, venue personnel and various PSAV supporting functions and departments. 
  • Thoroughly research and understand customer history and previous experiences, in order to create more personalized customer experiences.
  • Value People by attending customer meetings, understanding their goals and responding to their questions, concerns, and challenges.
  • Actively refer and guide customers through the PSAV network, leveraging your contact to secure additional opportunities with existing customers.

Sales Accountability

  • Hold sales team accountable to maintaining a healthy pipeline at all times that ensures achievement of established revenue targets.
  • Ensure all known opportunities are in CRM and completely accurate and updated at all times.
  • See the Big Picture by leading the sales forecasting efforts at home location(s), ensuring they are accurate and submitted timely.
  • Learn, adopt and train team on all SOPs related to the role and any new initiatives/programs that are implemented; ensure full team compliance with established SOPs.
  • Maintain knowledge of new product/service offerings and emerging technology supporting meetings and events; ensure team members are appropriately trained and competent/confident on available solutions.
  • Create and present information and reports, as needed, to senior management related to performance, pipeline, forecasting, etc.

People Development

  • Effectively manage the performance of the sales team, and direct work and tasks towards achieving the organization’s goals and objectives.
  • Value People by promoting a culture of high performance, accountability and continuous improvement that values learning and a commitment to quality.
  • Motivate and energize team members to make proactive decisions in all communications with customers.
  • Address employee concerns or conflict, maintain adequate staffing levels, and facilitate team development and sales mentorship.
  • Serve as the resident expert on the team, providing guidance and support to other team members for large events.
  • Ensure the team receives and participates in all relevant sales training and participates in any regional or national sales communication programs.

Required Experience :

Job Qualifications

  • BS/BA or 3+ years of PSAV or equivalent experience required
  • Minimum 3+ years of sales experience required
  • Prior sales experience in audiovisual, technology or hospitality experience preferred
  • Knowledge of sales process required in addition to the ability to read and decipher financial reports and records
  • Minimum of 1 year of supervision or leadership experience required
  • Technical aptitude, computer proficiency and CRM knowledge required; prefer CAD and Oracle knowledge
  • Superior communication and presentation skills

Competencies (by Core Values)

  • Collaborates
  • Builds Effective Teams
  • Organizational Savvy
  • Manages Conflict
  • Develops Talent
  • Drives Engagement
  • Drives Vision and Purpose
  • Ensures Accountability
  • Drives Quality Results
  • Directs Work

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

Work Environment

Hotel

Work is performed in a hotel/convention center environment with moderate exposure to outdoor temperatures and to dirt, sand and/or dust.  The working conditions will vary between moderately quiet to noisy volumes.  Team members will use high-end audio visual equipment and electrical components, and will be exposed to heights via lifts and ladders.  Team members may be asked to work in multiple hotel locations.  Working times will 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 on an individual hotel or a representation of hotels 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.



Position Type
Full-Time/Regular

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Comprehensive Benefits

Our 8,200 highly trained employees might not take center stage at events, but we make sure they are rewarded for being stars. Competitive salary, a full range of benefits and a true work-life balance are all part of the package.

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Hundreds of Career Paths

Whether you do your best work behind a soundboard or in front of a sales team, PSAV will help you find a career path that leads to personal and professional fulfillment.

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A Day In The Life

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  • Sales

    Our passionate sales staff provides frontline exposure for PSAV and works with customers to develop custom solutions to meet their objectives.
  • Technician

    Today’s technology includes dynamic audiovisual, creative, digital, staging and facility services.
At PSAV, we provide quality equipment, memorable service and the latest in technology.
  • Rigging

    Providing customers with access to a robust network of rigging professionals, extensive inventory, and established safety programs is a hallmark of PSAV’s rigging service.
  • Reception

    We offer services to create a seamless extension of your team and serve your guests in the same manner they are accustomed to from your own staff.

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