Customer Relationship Director - Schiller Park, United States - Encore Global

Encore Global

Verified Company

Schiller Park, United States

5 days ago

Posted by:

Mark Lane

beBee recruiter

Description

Position Overview

The Customer Relationship Director is responsible primarily for managing and developing new and existing strategic accounts. This position will proactively manage customers in large and complex organizations to maximize satisfaction and retention.

The Customer Relationship Director is also responsible for securing new or repeat business by organically growing revenue within assigned account portfolio across the full range of products and services the company can deliver.

This position is expected to take clients through the entire sales process, from outreach to close while expanding Encore's end to end service offerings within their assigned account portfolio.

The position will be focused on one or more specific sectors or regions.

Key Job Responsibilities

Sales Management & Account Ownership

Responsible for strategic value selling into multiple industries. Selling is often preRFP, sharing the vision and business value of what an Encore partnership could bring to an event, regionally, nationally, and globally.
Create and implement a contact strategy to strengthen relationships within assigned accounts.
Implement consultative approach to better understand client's business and ultimately grow their business with Encore.
Attend initial kickoff calls to ensure what was agreed upon from complex end to end production sale is delivered from the beginning.
Partner closely with the project delivery team to ensure that clients are pleased with the product and service they receive while identifying areas for continued development improvement.
Attend larger, more complex events with the client, to ensure client satisfaction.
Schedule and execute event debrief calls with Production team.
Review event data and metrics to build a strong rapport with Encore in the future and demonstrate ROI to clients.
Proactively contract repeat events and work to break RFP cycle on large productions or event series within existing account portfolio.
Map key client stakeholders with Encore leadership to aide our goal of deepening B2B relationship within assigned account.
Build and execute upon strategic account plans.
Hold business reviews with clients at least twice per year.

Inbound Sales & Qualifying New Accounts

Partner with sales leadership on strategically mapping out the assigned sector / sub sector.
Build strategies and customer pursuit plans that include contact with accounts to conduct an endtoend event solutions assessment.
Respond to assigned inbound inquiries with speed, positivity and precision.
Schedule online and inperson demonstrations of Encore's products and services to Senior or Director level clients.
Seamlessly turn the business needs of our clients into alignment with the benefits of our products.
Proudly demonstrate Encore's audience engagement impact and demonstrable ROI to position Encore as the partner of choice.
Manage large or complex proposals, presentations, and RFP responses through our sales process, from lead to WIN.
Achieve or surpass quarterly and annual revenue targets including account growth and increased conversion rate.
Take leadership role within industry segment events or associations, through speaking, networking, or attending events to position Encore as a thought leader and partner of choice.

Internal Communications

Communicate with leadership regularly to report on sales activity and progress against targets set.
Bring market insights to the business to inform and influence our development roadmap.
Keep CRM and systems up to date and enriched with key business intelligence at all times.
Collaborate with Marketing to create relevant accountbased campaigns.
Maintain sales pipeline and consistently review the health of large and complex opportunity to accurately influence revenue projections at all times.

Job Qualifications

Bachelor's degree or equivalent
6+ years proven success in a salesfocused account management environment
Background in the meetings and live events industry (virtual and hybrid events a bonus)
Experience and comfort delivering in person and virtual presentation to Executive level clients
Must take real pride in providing unrivaled care and attention to clients and prospects
Must have a strategic mindset
Strong executive presence
Demonstrated experience of selling over the phone and facetoface
Strong commercial and financial acumen with experience negotiating large and complex deals
Natural communicator and networker with an appetite for relationship building
Experienced in the disciplined use of customer relationship management (CRM) software
Articulate, with a confident telephone manner, as well as a focused listener
Exceptional customer service standards
Must be a selfstarter and selfmotivated, but with the ability and willingness to take direction and work in close collaboration with colleagues
Ability to travel regularly based on account develop