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Regional Sales Director – Field Sales (Event & Audio Visual, Hotel Services)
PSAV
Boston, MA, United States
Job Details - this job has expired, please see similar jobs below
Position Overview
Provide area leadership and introduce best practices while monitoring the daily execution of the company sales strategies. Dotted line sales management responsibility; ensures consistent use of the PSAV value proposition and sales processes to ensure maximum event capture. Cultivate and maintain relationships with both key hotel personnel and end-user clientele. Mentor and develop property-level sales leaders. Partner with location level operational leadership to ensure profitable revenue growth and achievement of company KPI’s. This would include but not be limited to assisting in business development activity such as prospecting and qualifying new opportunities, account planning, relationship and account management.
Key Job Responsibilities
Sales Management
Provides support to assigned PSAV hotel locations. Leads the sales team in cultivating and maintaining relationships with key customers and hotel personnel. Guides team in evaluating customer proposals and developing specific approaches and sales tactics for various customer types. Coordinate the sales approach and resources within their regions and across servicing divisions to maximize PSAV’s capture rate, city-wide events, and referral opportunities. Ensures that sales people effectively present and demonstrates PSAV’s value proposition, new technology solutions and core capabilities to our customers.
Talent Management
Work with Field Management and HR to select and hire sales professionals in each venue. Collaborate with operations leaders to assess, develop, motivate and mentor sales staff. Work with the training team to help execute sales training efforts to ensure consistency and relevance. Set realistic quotas and hold individuals accountable for their achievement. Conduct sales planning and forecasting activity, manage sales processes and administration utilizing CRM and other tools. Manage all sales training efforts to ensure consistency and relevance. Work with salespeople to prepare and present clear, compelling and persuasive sales presentations including proposal and RVP responses. Ensure team members effectively present and demonstrate PSAV’s value proposition and core capabilities to our customers.
Customer Management
In partnership with venue team members, support key PSAV customer relationships. Evaluate customer proposals, and develop specific approaches/sales tactics for various customer types. Coordinate the sales approach and resources at the venue level to maximize PSAV’s capture rate, area wide events, and referral opportunities.
Achieving Results
Ensure sales consistency in discount management, labor billing, proposal preparation, lead import, new product and service offering and event profitability. Achieve revenue targets for individual venues and overall territory.
Required Skills:
Competencies
• Motivating Others
• Building Teamwork
• Business Acumen
• Process Management
• Negotiation
Required Experience:
Job Qualifications
• Bachelor’s degree preferred or equivalent experience
• 6+ years sales experience
• 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
• 3+ year of supervision or leadership experience
• Technical aptitude, computer proficiency and CRM knowledge required. Prefer CAD and Oracle knowledge
• Superior communication and presentation skills
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*
Occasionally
Distance Vision
Occasionally
Pushing/Pulling 16 – 50 lbs*
Occasionally
Color Vision
Frequently
Pushing/Pulling 51 - 100 lbs*
Never
Peripheral Vision
Frequently
Pushing/Pulling Over 100 lbs
Never
Depth Perception
Frequently
*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.