VIAD

Account Executive - New Business Development

Location US
Posted Date 3 weeks ago(1/29/2018 7:47 PM)
Job ID
2018-10425
# Positions
1
Category
Sales
Company
GES

Overview

WE BRING THE “WOW”!

 

ARE YOU READY TO BE A “WOW” MAKER?

 

GES, Global Experience Specialists, is a global event marketing company with over 90 years and 4,000 passionate employees in North America, Europe and the Middle East. We create some of the most incredible events in the world – think traveling entertainment exhibitions, global user groups, sales conferences, holiday extravaganzas and exhibitions of all sizes. From initial strategy to show-stopping audio visual, accommodations to insightful measurement – and every detail in between – we bring brands to life!

 

Our mission is to create memorable event experiences, and we count on our talented employees around the world help us do it. We are looking for team members who can dream up the impossible and deliver it.

 

The Account Executive is focused on existing account retention, growth, and new business development.  Efforts include maintaining strong client relationships, a strategic understanding of client's program and potential growth opportunities and developing plans to penetrate these opportunities.  Additionally, as growth often needs to extend beyond existing clients, the Account Executive is responsible for new business generation to be achieved by targeting the marketing organizations of potential clients to develop integrated marketing solutions in support of the client’s goals and objectives. The Account Executive will be responsible for identifying, prospecting, qualifying and closing business opportunities via cold calling, direct mail efforts, delivering business presentations, sales reporting and responding to RFI/RFP’s. The Account Executive will maintain repeat business while continuing to develop new opportunities. You will work independently and with cross functional teams to meet your client’s objectives while achieving individual and Company revenue and profitability goals.

Responsibilities

 

The primary responsibilities of the Account Executive consist of, but are not limited to, the following:

 

  • Responsible for securing new sales and services tailored to the trade show and event industry.Identify and prospect for new business via networking and cold calling to develop targeted solicitation strategies for key accounts.  Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow-up activities with the Salesforce.com (CRM) system.
  • Negotiates and prepares contracts to secure new business.  Creates and conducts GES Capabilities presentations.  Prepares RFP responses.
  • Lead account team to strategically manage existing client exhibition programs to ensure client retention and portfolio growth.  Proactively provides information to clients to assist in securing future business.
  • Attends industry events, meetings and local association meetings to provide maximum exposure for the Company and network/build relationships with targeted prospects.
  • Maintains current knowledge of the Tradeshow Industry and our competitors.
  • Work in partnership with all internal teams to close new business opportunities for the company.
  •  Conduct meetings with clients to define client marketing goals and objectives.  Work with creative teams to develop solutions that meet client goals in keeping with client budget parameters.
  • Work with creative team, external suppliers and production/estimator to develop accurate cost estimates.  Ensure appropriate approvals are obtained prior to submission to client.
  • Work with show management, vendors and strategic partners to ensure compliance with rules/regulations, strategic focus and timeliness.  Ensure project milestones are established and measurable.
  • Ensure effective client communications including documentation, project timelines, progress, and verbal discussions.  Monitor job costs throughout the project to ensure profitability and recommend corrective measures if needed.  Submit accurate and reliable annual sales/profit plans and monthly sales forecasts.
  • Maintain open and ongoing communication with current clients; ask for and encourage feedback frequently to ensure their needs/expectations are consistently met/exceeded.
  • Facilitate annual/bi-annual client reviews to ensure customer satisfaction.  Resolve billing disputes and assist with client collections as necessary.
  • Meet with clients on a regular basis and attend client events and shows and conduct client reviews/satisfaction surveys to ensure client satisfaction.
  • Adheres to all company policies, procedures and business ethics codes (CORE Values)
  • Perform other related duties as required.

Qualifications

  • Bachelor’s  degree, preferably business/marketing/communications emphasis or equivalent industry experience.
  • 6+ years prior sales experience in agency or exhibit environment with an emphasis on new business development.
  • 3+ years consultative account management experience preferably in custom product/marketing solutions, events, tradeshow or advertising industry.
  • Emphasis in new business development.  Proven track record of success with cold calling, networking and relationship development, with focus on consultative selling.  Experience selling at the C level.
  • Proven ability to drive ROI focused marketing solutions.  Proven ability for developing value-added  marketing solutions for clients.
  • Strategic, solution-based problem solving skills.
  • Trade show/convention industry experience a plus.
  • Experience developing targeted solicitation plans to secure key accounts.  Strong negotiation skills.
  • Strong oral and written communication skills.  Dynamic, consultative and influential sales communications style.  Results oriented individual with proven sales success.
  • Demonstrated proficiency in developing short-term and long term vision and strategy to achieve targeted sales objectives in a fast-paced environment.
  • Strong presentation skills.  Ability to negotiate sales contracts.
  • Effective interpersonal skills.  Ability to develop outstanding relationships with clients and internal team members at all levels of the company.
  • Proficient computer skills to include Microsoft Office Suite.Experience with Salesforce.com.
  • Moderate travel required – up to 35%.

Work Environment

BENEFITS:

Our team members are our family, so we help our team members care for their families. The rewards of joining GES are extensive. We offer a comprehensive benefits package to all full-time employees. Here are some of the highlights:

  • Competitive salaries
  • 401K with company match
  • Healthcare/vision/dental insurance
  • Wellness benefits
  • Career development program
  • Tuition reimbursement program
  • Employee assistance program
  • Vacation time
  • Community involvement opportunities
  • Team activities

And much more……

 

 

#LI-123 

 

 

 

#GLD

Options

Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
Share on your newsfeed