POSITION DESCRIPTION
The Event Solutions Advisor operates as the presale leader and strategic consultant for all growth opportunities. They will drive the overall program design and strategic recommendations we deliver to clients (Solution) alongside the Event Proposal Manager, Creative Strategy Advisor and the Event Design team. This role represents the ‘business strategy’ we apply in making sure our program design directly aligns and positively affects clients’ business objectives. All responsibilities and accountabilities are a result of working in collaboration with Account Executives, Creative Strategy Advisor, Event Design team and Solution Line leadership, to foster ongoing alignment. Teamwork and collaboration to complement a culture of continuous learning throughout the enterprise are critical.
ACCOUNTABILITIES & PERFORMANCE EXPECTATIONS
- Work with Account Executives and AVPs to convert specific opportunities from qualification to proposal/quote.
- Participate and provide event expertise in meetings with prospective client to qualify opportunities and identify how ITA Group’s event solutions can solve their business issues.
- Support existing business opportunities as needed to support internal client team during post-program and quarterly reviews as needed.
- Motivate and inspire team members in all communications and meetings.
- Maintain general knowledge of ITA Group products and services for appropriate cross-sell opportunities when talking to clients and Account Executives.
- Attend and represent ITA Group at industry events to ensure event knowledge is current and relevant within the events and travel industry. Share this knowledge with team member stakeholders following the event.
- Lead the vision while working collaboratively with Event Proposal Manager, Creative Strategy Advisor, Event Design team and Solution Line leadership in development of key deliverables:
- Research Proposal and Reports
- Visioning / Discovery Sessions with Clients
- Capabilities and Stand-Up Presentations
- Concepts, Proposals and RFI/RFP Responses
- Demos
- Will work with Channel Partner Solution Strategy Advisor on Rule Structures and Projection Modeling
- Event Opportunity Brief
- Business Reviews and Relationship Reviews
- Leverage subject matter expertise as needed, for key deliverables:
- Event Proposal Manager for project management of opportunity
- Analytics Advisors for projection modeling and forecasting and measurement planning
- Creative Strategy Advisors for creative branding and/or communication recommendations
- Event Destination Strategist (or Buyer) for destination and property sourcing
- Analytics Advisor for analytics and measurement expertise
- Associate Sales Engineer for event technology expertise
- Creative Producers, Event Producers and Technical Producers for Event Design
- Presentation Writers and Designers for proposal development
- Ensure program design strategies and tactics tie back to clients’ business objectives and that the team has a thorough plan for measuring program results that both the client and ITA Group are aligned with.
- Help ensure Exceptional Proposal and Business Review Essentials exist in all key deliverables; collaborate with teams to ensure stories are relevant, succinct, and successfully executed.
- Participate in client presentations with the ability to tell a cohesive and engaging story about the proposed event solution.
- During a time of transition, ensure program documentation is up-to-date and all transition procedures, as applicable, are followed. This includes transitioning presale opportunities to a peer within the same role, as well as transitioning sold business from presale to operations alongside the Buyer.
- Work collaboratively with team members to ensure clear lines of communication, updates and alignment occur throughout the entire solution design stage.
- Leader of EPIC design process, ensuring it’s integrated into both new and existing accounts.
- Advocate for the value of research and data-driven recommendations by aligning program design recommendations with research findings.
- Proactively recommend additional ideas, products and/or services for existing programs that create cross-sell/up-sell opportunities. This may include contributing to the development, implementation, and summarization of assessment findings and/or Business Reviews. Participate in key internal and client meetings, as needed, to effectively support program design strategies during operations.
- Work with Insights and Strategy Leader to contribute ideas and items of interest such as case studies, win/loss stories, industry white papers, articles, stats, or quotes to the wider solution line team.
- Support onboarding and ongoing solution line training for team members; in some instances, developing and delivering training content may be asked; lead job shadowing experiences as needed; proactively offer recommendations to better support team member development.
- Support the recruitment process by interviewing and assessing team member candidates to ensure a proper fit with the position description, as well as ITA Group’s culture.
- Maintain a high level of expertise and focus within one Solution Line. However, possible evolution into a different Solution Line, if preferred and warranted, may be possible. Expansion into other areas of specialties is also encouraged.
- Offer a positive, supportive voice while working among peers within and outside the solution line; provide mentorship to team members as needed. Escalate specific and actionable feedback regarding performance behaviors observed of individual team members when applicable to help ensure customer service and quality issues are addressed.
POSITION REQUIREMENTS
- Bachelor’s Degree in Marketing, Advertising, Business Administration/Management, Communications, or applicable field.
- Minimum of 5 years in events industry and/or related work experience.
- Solid business acumen with a driven, positive and professional attitude and strong work ethic. Able to build strong relationships, rapport and earn the respect of colleagues and customers.
- Demonstrated proficiency with Microsoft® office products required.
- Strong problem solving, critical-thinking, and decision-making skills with an emphasis in solution development.
- Strong presentation skills a must, including conducting formal stand-up presentations as well as managing informal presentation discussions.
- Proven track record of displaying a sense of urgency, ownership and accountability.
- Articulate and skilled with interpersonal communication.
- Ability to interact with all levels of management.
- Demonstrated business communication experience, including strong written and verbal skills.
- Ability to think and act in a proactive manner.
- Ability to travel (as needed) to ITA Group regional offices and/or client location as requested by internal team members to support presentation and sales efforts.
- Ability to listen, understand and respond to external and internal customers’ needs in a timely manner; customer service experience in a service-related industry preferred.
- Ability to work the time necessary to complete projects and/or meet deadlines.
To perform this job successfully, an individual must be able to complete each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill and/or ability required.ITA Group, Inc. is an Equal Opportunity Employer. In compliance with the Americans with Disabilities Act, the Company will consider reasonable accommodations for qualified individuals with disabilities and encourage prospective employees and incumbents to discuss potential accommodations with the Company.
