Event Staging Sales Manager

Position Summary

IMS is looking for a Sales Manager to join a solid team of professionals who are passionate about unleashing new opportunities and enhancing our brand of excellence. The candidate will play a hunter role, responsible for acquiring new clients for IMS. The position’s primary responsibility is to achieve new sales results for audio, visual, and digital services as it pertains to Live, Hybrid, and Virtual Meetings and Events. The candidate will develop revenue-producing relationships with decision-making event planners, C-level executives at targeted organizations, Executive Directors of National Associations, and Owners of major Tradeshows and Special Events, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution. We would look at existing relationships and credibility in the market including specific accounts that have been developed from zero revenue and grown over time.

Preference would be for this position to reside in Philadelphia, Orlando, New York, New Jersey, or Washington DC, however, we will consider a remote opportunity for the right candidate experience. 

IMS offers a unique approach to medical/dental premiums and a competitive salary package based on experience. We consider our team the best in AV!

Position Accountabilities and Expectations:

·        An independent driven and motivated thought leader expected to drive business opportunities by identifying prospective corporate clients and associations, evaluating their unique business requirements, and establishing professional, cohesive relationships that provide best-in-class planning and support for virtual, hybrid, and live events while providing solutions for their communication needs.

·        Develop and execute value-focused sales strategies and business plans. Continually assess, partner, and support opportunities for business with new and existing customers.

·        Lead the effort to develop leads and prospects while coordinating the pursuit of the opportunity by developing relationships with the appropriate decision-makers and utilizing appropriate resources to determine the project budget, schedule, and design that captures the essence.

·        Ensure client expectations are being met or exceeded by creating realistic proposals and taking responsibility for meeting all required outcomes.

·        Establish strong cross-functional relationships and collaborate with all members of the Events Team (Production Managers, Technical Operators, Design Experts, and leadership) to ensure the quality and consistency of the IMS brand.

·        Analyze expenditures provided by the team to conform to budgetary requirements. Control costs to ensure budget compliance and expected profit.

·        Influence (future) lifetime value accounts through exceptional results, enhanced customer service adoption, and overall execution while leveraging all solutions and resources to exceed customer expectations.

·        Organically grow existing accounts by proactively pursuing all opportunities within an organization.

·        Ensure accurate and timely maintenance of sales system and related pipeline/funnel integrity.

What you will bring:

·        Bachelor’s Degree from a four-year accredited college or university in an appropriate field or equivalent on-the-job experience

·        At least 5 years of enterprise selling experience with a proven track record of successful sales in audiovisual services, venue/event management, hotel sales, or relative commercial experience

·        Must be able to work with complex strategic accounts including calling on key decision-makers to build and maintain effective, ongoing client relationships

·        An ability to meet expected quotas and accountabilities for achieving annual revenue targets

·        Salesforce CRM or equivalent, CRM/sales forecasting experience

·        An ability to collaborate with other departments

·        Excellent interpersonal, customer interface, communication, and presentation skills

·        Proven ability to listen, extrapolate information, and leverage resources to effectively provide solutions to customer needs

·        Proven ability to negotiate conflict and maintain constructive relationships with people at all levels of the organization

·        Exceptional strategic thinking and structured problem-solving skills

·        An ability to prepare for and execute on difficult conversations