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Production Sales Manager, Global Sales
PSAV
Washington, DC, United States
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Position Overview
This position is responsible for growing and supporting sales of large scale or technically complex staging events. The Production Sales Manager will leverage existing relations with producers, production companies, and corporate clients to grow sales, leveraging PSAV’s technical and creative capabilities. This person will proactively prospect for new clients; work closely with other members of the PSAV Global Sales Team, PSAV field sales, and our venue partners. This person will determine customer expectations in order to develop technical specifications, prepare proposals, expedite site surveys and act as a constant liaison between the customer and the PSAV team responsible for executing the show. Our goal is to grow profitable revenue while providing an outstanding customer service experience for our clients.
Key Job Responsibilities
Prospecting (50%)
Build a pipeline of event opportunities from an identified set of producers, third parties, and corporate clients. Conduct customer discovery interviews and identify near term sales opportunities and longer-term account development opportunities. Utilize PSAV’s CRM system to identify, track, develop and monitor progress of leads and to coordinate customer penetration in alliance with other GSO and Hotels sales teams. Direct responsibility of first year sales of $1 million. Engage industry events as appropriate to assist in building sales pipeline.
Operational and Technical Support (25%)
Strong ability to write detailed technical and complex proposals in a fast paced and deadline oriented environment. This individual must have the ability to effectively communicate the technical needs of each program to clients as well as translate customer expectations into a technical specification. Utilize software tools including diagrams, proposals, renderings, CAD drawings and related technical material to sell PSAV’s services to clients while maintaining budget and exceeding customer expectations. Strong organizational skills are necessary to handle many programs simultaneously to meet customer timelines.
Customer Service & Satisfaction (15%)
Direct a high-level of customer satisfaction, with a goal of an overall satisfaction rating of 9 or better. Ensure PSAV operations teams fully understand client expectations and support clients as necessary through on-site management of customer need, timely issue resolution, responsive communications, accurate information and diligent monitoring of events in progress. Ensure optimal client feedback to sales management and other PSAV departments to support long-term customer relationships.
Information Management, Reporting and Company Support (10%)
Update and maintain accurate and CRM data, 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.
Job Qualifications
• Minimum 7 years of Audio Visual/Technical sales and/or Sales Management industry experience
• Bachelor’s degree desirable.
• Demonstrated excellent customer service skills
• Demonstrated excellent phone sales skill
• Ability to create technically and/or logistically complex proposals
• Excellent computer skills including all Microsoft Office applications
• Experience with making effective presentations using PowerPoint and/or other forms of media
• Strong written and oral communication skills
• 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
Global Sales Core Competencies
• Integrity & Trust
• Negotiating
• Customer Focus
• Presentation Skills
Position Competencies
• Functional/Technical Skills
• Listening
• Innovation Management
• Drive for Results
• Approachability
Required Skills
See above
Required Experience
See above
Job Location
Washington, DC United States
Position Type
Full-Time/Regular
Required Skills:
See Job Description
Required Experience:
See Job Description