VIAD

  • Senior Director, Client Engagement

    Location US-TX-Irving | US
    Posted Date 4 weeks ago(12/20/2018 8:27 AM)
    Job ID
    2018-12505
    # Positions
    1
    Category
    Sales
    Company
    GES
  • Overview

    WE BRING THE “WOW”!

     

    ARE YOU READY TO BE A “WOW” MAKER?

     

    REMOTE WORK LOCATION OR DALLAS, TX

     

    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 Sr. Director, Client Engagement is focused on new corporate event business development and existing account retention and growth. Efforts include targeting the marketing/meeting organizations of potential clients while maintaining a business partnership with existing clients to develop integrated event marketing solutions in support of the client’s goals and objectives.    The Sr. Director, Client Engagement will identify, prospect, qualify and close business opportunities.  You will also deliver business presentations, sales reporting and responses to RFI/RFP’s.  The Sr. Drector, Client Engagement 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.

     

    Epic Events by GES: https://www.youtube.com/embed/ZOfYAWqTqa8

     

     

    Responsibilities

    The primary responsibilities of the Sr. Director, Client Engagement consist of, but are not limited to, the following:

     

    • Responsible for securing new sales and services tailored to the event industry
    • Identify and prospect for new business via networking and cold calling to develop targeted solicitation strategies for key global 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 and Dealmaker (Altify).
    • Negotiates, prices and prepares contracts to secure new business
    • Creates and conducts GES Events Capabilities presentations
    • Prepares RFP responses
    • Lead account team to strategically manage existing client event  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 Events 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 venue 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 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
    • 3+ years prior sales experience in agency or event environment with an emphasis on new business development
    • 3+ years consultative account management experience preferably in 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
    • Event industry experience a plus
    • Experience in 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 with emphasis on PPT and Excel
    • 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……

     

     

     

     

     

     

     

    #GLDR


    HP123

     

     

    EEO Information

    Equal Opportunity Employer, including vets and disability.

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