Job Description

Job Location: 30 Manassas Branch - Manassas, VA 20109

Position Type: Full TimeEducation Level: Not Specified

Salary Range: $60,065.00 - $89,995.00 Salary

Travel Percentage: Local

Job Shift: Any

Job Category: SalesThe TSF Division provides event rental equipment including engineered structures, scaffold and laydown flooring, climate control and accessory items. The Local Event Team focuses on local events with catering partners, venues and other clients looking for competitive pricing as well as access to the breadth and depth of Select’s offerings. Working within the Local Event Team, the AE works closely with clients as well as internal departments, planning for and executing projects of various scope and size. The Account Executive will spend significant amounts of time on project sites working with build crews. Ideal candidates will be ambitious and driven, creative, detail oriented, responsive, proud, trustworthy, reliable and will enjoy working in a fast-paced environment. Adherence to deadlines, great planning/follow through and enthusiasm around outdoor work and live-events is a must. The ESC is expected to understand the job design of the Event Operations Coordinator and when needed, perform the job duties of the EOC. The core accountabilities of this position are outlined below.

Core Accountabilities

“Face” of Select/Brand Ambassador

• Promote Select’s brand and alert team members and supervisors if the brand is compromised in any way.
• Embody Select’s Core Values in all aspects of the role.
• Utilize the CRM as required, creating a database of all local players and opportunities.
• Participate in local networks in person and through social media to ensure we have a voice ‘at the table’ when event opportunities arise.
• Provide team members with market intelligence to improve our approach to market dominance.

Retention, Penetration, Conversion

• Ensure that you are the first call for your clients when services are needed
• Create a personalized approach to client touchpoints fostering a local feel to your relationship
• Develop strategies and activities to drive retention, penetration and conversion through all client facing elements of the business unit
• Search for new business opportunities and convert opportunities into revenue
• Take ownership of projects transitioning from Business Development (sales) to your team.
• Proactively manage revenue goals working with Local General Manager to ensure the team meets the goal.
• Ensure clients understand the breadth and depth of what Select Event Group has to offer.
• Understand the ‘levers’ of our pricing approach and ensure Select has an opportunity to work with each client on meeting their budget goals while defending the parameters of our system.
• Cross-sell other divisions by introducing a colleague from another division and following the applicable process.
• Provide professional after sales support to enhance the customers dedication

Project Margin/Management

• Work collaboratively with team members to protect the job profit margin on each project.
• Develop a strong understanding for the impact pricing decisions have at both the project specific level and the book of business/team level.
• Thoroughly plan for installations and strikes so that operations is given the best opportunity to meet the expectations of the project, thereby protecting the margin.
• Prioritize teamwork through all aspects of the role – this will ensure that even when project margins are diminished, for whatever reason, the team stays focused on the bigger picture.
• Meet goals for revenue and job profitability as well as categorical margin goals.
• Ensure that the project plan is clearly documented for all members of the team and that the client is well cared for onsite. Although your presence is not required at all times, you are expected to meet the expectation of each project, your General Manager and the Client in terms of your site involvement.

Client Management

• Understand what client success is and ensure clients understand how and why we do things to the extent necessary
• Respond to client complaints and resolve issues while maintaining the preservation of the company’s reputation and that jobs profitability
• Serve as an advocate for your client but not at the expense of Select’s business goals.
• Responsible for keeping current clients satisfied and delivering exceptional client service on a day-to-day basis
• Responsible for Account Receivables

Operational Sales Success

• Select depends on its employees being capable of managing the operational nature of all sales. To be successful in this role, employee must have an understanding of, and appreciation for, the operations side of the business
• Thorough planning is critical to delivering the right result to our clients. Employee is responsible for the planning and bid process and must work closely with operations to ensure success.
• Be a problem-solver in the face of site/client challenges
• Take ownership of entire sales/project management cycle from identifying opportunities through project completion.
• Project Planning including defining the scope, creating a detailed work plan, renderings, determine resources and schedule, manage sub-contractors including heavy equipment contractors, execute the project, monitor and document budget and time and quality, evaluate outcome with client as established during planning phase

QualificationsQualifications

· Commitment to Teamwork and Collaboration is the most important qualification

· High School Education and 2 years of relevant experience, Bachelor’s Degree Preferred

· Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization

· Excellent listening, negotiating and presentation skills

· Excellent verbal and written communication skills

· Self-Motivated and able to thrive in a results driven environment

· Proven ability to manage multiple projects at a time while paying strict attention to detail

· Build relationships based on integrity, reliability and maturity

· Attention to detail and adherence to deadlines

· Experience with Microsoft Office Suite, CRM

Working Conditions

· This position includes periods of telephone intensive work and may require sitting for periods of time

· Requires outdoor work in a variety of elements

· This position requires travel to customer’s premises

· This position may require work on weekends and evenings, sometimes with limited notice

· All prospective employees must pass a background check

· Must have a reliable vehicle