Sales & Customer Engagement Manager - HARGROVE

Encore Global•Lanham, MD

12d

About The Position

The Sales & Customer Engagement Manager identifies, sources, and secures business across Hargrove’s products and services, with a direct focus on event opportunities. The role may focus on a specific sector or region and manages the entire sales process, from outreach and consulting through the RFP process and close. The position reports to the GSO Sales Leader. The manager develops new business and key-account relationships, understands customer needs and goals, and proposes event experiences that align Hargrove’s resources and solutions. They oversee identified sales opportunities and assigned accounts, coordinate customer requirements with production and other internal teams, and support successful delivery and customer satisfaction. The position is accountable for revenue quotas, sales pipeline management, accurate account records, and maintaining current knowledge of Hargrove’s solutions.

Requirements

Bachelor’s degree or equivalent.
At least 3 years of sales experience.
Seasoned sales professional with a proactive, hunter-oriented sales mindset.
Ability to generate leads through follow-up, calling, sales blitz programs, research, and networking.
Ability to shift focus and adapt to changes in the business.
Experience building customer relationships and rapport and working with accounts to uncover needs.
Experience working in a team environment to achieve and exceed desired results.
Experience providing a high level of customer service and taking a solutions-oriented approach.
Experience creating and delivering compelling presentations to a variety of key stakeholders.
Excellent computer skills, including Microsoft Office applications.
Experience using a customer relationship database.
Strong written and oral communication skills, including drafting sales presentations and soliciting business by phone, in person, and through trade shows and industry events.
Excellent organizational skills and ability to manage multiple projects or activities simultaneously.
In-depth understanding of the meetings industry.
Desire and ability to travel within the United States or abroad.

Nice To Haves

Existing relationships with non-preferred or strategic accounts.

Responsibilities

Proactively pursue new business and follow up on event leads from marketing campaigns, new solutions, and industry relations.
Develop customer pursuit strategies and plans, and contact prospective clients to discuss end-to-end event solutions.
Conduct demonstrations introducing Hargrove, its approach, and relevant solutions.
Build relationships with stakeholders in designated key accounts, including meeting planners, business unit directors, and sourcing teams.
Understand customer needs and goals and develop event experiences that align Hargrove resources and solutions while increasing customer awareness and adoption.
Identify additional event leads through targeted prospecting.
Manage quotes, proposals, pitches, and RFPs through the sales process in partnership with other departments, from lead to win.
Represent and advocate for Hargrove in the industry through speaking, networking, and attending events as needed.
Network to generate contacts and introductions, and work with the existing database to demonstrate partnership value to customers.
Oversee the sales process for identified opportunities and key account assignments.
Serve as liaison between customers and production teams to support conversion and customer satisfaction.
Ensure customer agreements are consistently executed across Hargrove’s divisions.
Maintain timely and consistent customer scope and reporting in Compass and Navigator, and communicate key requirements during transition to the execution team.
Meet and exceed monthly and quarterly revenue quotas.
Manage the event pipeline and evaluate opportunities across other Hargrove business areas, including audiovisual services, power, rigging, HSIA, creative services, and Encore offerings.
Communicate customer needs, requirements, budget expectations, and timelines to internal departments and resources.
Work with internal contacts to achieve account objectives and address customer experience and internal issues.
Maintain accurate and timely Compass CRM account and contact data, billing records, show evaluations, customer surveys, and other requested account information in accordance with policies and procedures.
Maintain current solutions knowledge through EncoreU and other training and development opportunities.