Account Executive, Corporate Events & Brand Experience

Overview

Responsibilities

The Account Executive (AE) assigned to the Corporate Events & Brand Experiences team is responsible for identifying, securing and renewing national/international sales opportunities for events and experiential activations (meetings, conferences, exhibits, brand activations and permanent installations) with agency partners, associations, and corporate partners. The work involves crafting mutually beneficial long-term multidisciplinary collaborations with a focus on generating profitable business within the guidelines of the company. The Account Executive prepares and negotiates complex and multiple-term contracts. 

The work of an AE includes the determination of product/gear, potential construction requirements, and service/labor specifications for projects in coordination with Project Management, Technical Product Managers, and the internal pricing team. Consultation on design, fiscal efficiencies, and show flow may also be required. The goal of an AE is to achieve the client’s vision while maximizing utilization of products and return on investments for the company. The work involves considerable client contact and the AE is expected to provide excellent customer service both internally and externally during the sales process and throughout the life or a project.

Essential Functions:

• Step into a role with an established and active book of business
• Identify and secure new business with the strategic vision to grow existing business
• Foster strong relationships with clients and prospective clients 
• Formulate and implement action plans to deliver pricing proposals and scope of work (SOW) for every sales opportunity
• Prepare responses to requests for proposals in collaboration Project Management, Technical Product Managers, Marketing and the pricing team
• Lead and/or participate in client presentations.
• Plan and estimate event costs and margins according to company guidelines and in consultation with management
• Negotiate favorable contract terms 
• Enter and maintain accurate and up to date data about customers, leads, and opportunities in Salesforce and TEAMONE
• Assist Project Manager in execution of closed deals which may include budget management, schedule development, workflow, concept designs and layouts, etc
• Participate in financial reconciliation and collection efforts for unpaid invoices. 

Qualifications

Knowledge, Skills, and Abilities

• Superb interpersonal skills, including the ability to quickly build rapport with potential customers and key stakeholders/decision makers
• Stellar communication skills, including presentation skills and written and verbal communication
• Consultative sales approach
• Excellent negotiation experience
• Demonstrated organizational and time management skills, ability to prioritize multiple projects under tight deadlines
• Some knowledge of production equipment and event technology (i.e.. audio, lighting, video, rigging, scenery, scenic automation, engineering, labor)
• Ability to read and comprehend contract scope and terms and conditions
• Creative mindset and problem-solving aptitude
• Experience with technical drawings (i.e. ground plans, sections and lighting plots)
• Expert in budget management, vendor management, client communication and conflict resolution
• Openness to frequent travel (including international travel when necessary)
• Advanced knowledge of Microsoft Excel, Salesforce, and ability to learn company asset management system
• Team player who supports, uplifts and celebrates co-workers

Physical demands

• Must be able to remain in a stationary position for extended periods of time
• Extensive typing required
• Ability to lift and/or move up to 20 pounds.

Required education and experience

• 5+ years working in sales and/or business development in AV and/or Event Production
• Familiarity with core production equipment. Knowledge of emerging gear trends a plus
• Project management experience
• History of preparing and interpreting financial reports
• OSHA 30 card (Preferred)
• Bachelor’s Degree (Preferred)

EEO and Disclosure

PRG is an Equal Opportunity Employer. PRG is a drug-free work environment, pre-employment testing will be required.

This is a safety sensitive position and will require pre-employment drug screening.

Production Resource Group LLC participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. 

PRG cares about the safety of our employees and applicants. PRG does not use chat rooms for job searches or communications. PRG will never request personal information via informal chat platforms or unsecure email. PRG will never ask for money or an exchange of money, banking or other personal information prior to an in-person interview. Be aware of potential scams while job seeking. For information on job scams, visit, https://www.consumer.ftc.gov/JobScams or file a complaint at https://www.ftccomplaintassistant.gov/.