Description
Shepard Audio Visual (SAV) is a nationwide, full-service AV production, rigging, lighting, and staging company. As the Director, Business Development you will solicit accounts comprised of tradeshows, corporate events, and meetings that have general sessions, educational sessions, digital branding, and convention AV rental needs. This role will be responsible for day-to-day sales engagement of new business acquisitions, strategic conversion of business to the SAV sales team as applicable, and strategic relationship development with key internal and external customers.
Essential Job Duties
- Solicit new business through networking with internal and external customers
- Research, develop, and book new, profitable business
- Work closely with Shepard Exposition Services (SES) stakeholders to develop strategic account initiatives
- Qualify new business opportunities, RFPs, and proposals that come to Shepard AV through various channels
- Assist the Vice President of Sales with industry relations, industry event participation, and Shepard AV marketing endeavors as needed (e.g. Expo Expo, Imex, PCMA, etc.)
- Craft strategic sales presentations based on new RFPs, existing customer needs, and partnerships with SES
- Strategic evaluation of new and existing business re-assignment to the Shepard AV sales team in partnership with the Vice President of Sales
- Utilize Salesforce CRM as a pipeline management tool to track and update leads, accounts, and opportunities in real-time
- Participate in SES-driven weekly/monthly/quarterly sales meetings as scheduled
- Work with sales enablement to generate individual pipeline reports (as needed)
Requirements
- Demonstrate Core Values of Caring, Commitment, Integrity, Spirit, Responsiveness, Inclusivity, and Teamwork
- Ability to perform as a responsible ESOP owner making daily decisions to benefit the client and the company
- Treat all internal and external customers with courtesy and respect, as outlined in our Blue Diamond Customer Service Program
- Proven sales experience in the events and hospitality industry
- Excellent verbal and written communication skills
- Excellent listening, negotiation, and presentation skills
- Well-organized with a keen eye for detail
- Proven track record of revenue growth as an individual contributor
- Self-motivated with a relentless drive for success
- Proficient in utilizing Microsoft Office software
- CRM aptitude and familiarity with Salesforce a plus
- Bachelor’s degree in a related field; relevant experience may be substituted for formal education
