Executive Producer
Trade Show Technical d.b.a. Total Show Technology
Las Vegas, NV US
Posted ago
Trade Show Technical d.b.a. Total Show Technology

Executive Producer - Experience Required

Do you love the live events space – seeing audiences engaged, helping brands achieve their vision, and delivering the client’s message in effective ways? Do you get excited about connecting with people and making an impact on your team? Do you enjoy presenting ideas and solutions that move people and excite prospects? Do you love to learn new technologies? Do you want to make an impact and contribute to the success of a thriving organization? Do you long to share in the success of your events with a "piece of the action"?

Las Vegas-based Total Show Technology (TST) is looking for a Sales Account Executive who will serve as a TST ambassador to sell and oversee audiovisual production services, rentals, and labor. The right candidate will know our business inside and out, contributing to TST’s success in serving current clients, developing new business, and helping TST grow into new markets. This person will report to the company Director of Sales.

As an Account Executive, you will be part of TST’s creative team, with responsibilities to help clients create a vision, set and manage client expectations, and generate profitable revenue for TST. In this role, you will cultivate qualified leads into opportunities, create quotes and proposals (with the support of the team), close business, and then nurture and grow accounts. You will participate in the entire event lifecycle from beginning to end and will maintain responsibilities and expectations from all process groups at TST. Following each event, you will understand and account for all costs, adjust the revenue to account for unexpected changes, and initiate and/or make efforts to see revenues collected from clients.

Responsibilities

Sales

  • Continually cultivate your skills and abilities.
  • Set and achieve measurable sales goals and plans to achieve those goals.
  • Cultivate new clients from inbound marketing and business development activities initiated by TST.
  • Retain and grow current clients from accounts already managed by TST and from current business relationships.
  • Qualify opportunities to determine if they are real or perceived. Determine if the opportunities are worth team effort and investment by teaming with the Director of Sales to qualify accounts and opportunities.
  • Learn and listen to understand what the client is looking to accomplish, understand and research how to accomplish client goals, and manage to the “end goal” (essentially, how those goals will be accomplished and when expectations are met or exceeded).
  • Present ideas that meet the client’s vision and achieve client goals.
  • Provide and present proposals that include a good/better/best solution to empower clients to make the best decisions for their vision and goals. This effort includes scoping and pricing events (jobs) and building clear, thoughtful, outcome-based proposals through current and future systems. Proposals should be developed collaboratively with Project Managers and must be approved by the Director of Sales.
  • Translate client goals into information that can easily be entered into current and future systems (e.g., IntelliEvent Lightning and CRM systems) for team use and communicate that information to other team members.
  • Participate in evolving and promoting the TST brand in all its varied forms. This effort includes participation in select networking events and optional involvement in trade associations (e.g., PCMA and EDPA).

Operations

  • Quote equipment to meet client needs when the information provided is specific, and adjust revenue to allow for variables in vendor negotiation and logistics to fulfill client needs when the information provided is less specific.
  • Quote adequate technical capabilities, labor, and time required to safely execute requested tasks.
  • Use operations resources (planning, technical, and logistics) to assist in performing the responsibilities above.
  • Provide input on the skill and ability of freelance labor to maintain and improve the database.
  • Provide accurate information for scheduling (locations, dates, and times).
  • Work with the TST technology suite to manage projects and accounts.
  • Manage client changes, along with subsequently added direct and indirect costs.
  • Maintain responsibility for the profitability of events and accounts.

Administrative

  • Set up, follow up, and serve as the primary liaison to the client for enforcement of contractual terms, deposits, payments, and approvals.
  • Verify the accuracy and completeness of billing information, including all adds and changes prior to submitting invoices.
  • Communicate accurate information for approval, billing, and collection of invoices.
  • Maintain responsibility for travel and per diems, specifically putting costs into quotes and working with administrative support to ensure final arrangements.
  • Associate degree or Bachelor’s degree (major/emphasis in marketing, business, or communications preferred but not required).
  • Minimum 2 years of experience selling or managing audiovisual services and technology.
  • Willingness to serve as a TST brand ambassador who always looks and acts the part treats clients and coworkers with courtesy and respect and represents TST in a professional manner.
  • Attendance and active participation in sales meetings and forecasting.
  • Diligence in job details, including accuracy with labor hours, onsite gear additions, and all billing.
  • Proactive, thorough, and accurate in tasks assigned and communications with other departments.
  • Working directly with Project Managers and Department Leads to ensure the accurate specification of equipment for estimates and proposals.
  • Working with Project Managers to schedule, supervise, track labor, and add gear onsite.
  • Maintaining minimum annual revenue goals while meeting profitability thresholds.
  • Attendance at trade shows, community events, and industry meetings.
  • Participating as a team player and collaborating with all departments.
  • Travel as necessary.
  • Excellent communications skills, both verbal and written.
  • A strong network, with deep connections in verticals that might be a good fit (preferred but not required).
  • Legal authorization to work in the United States.

Qualifications

Essential Functions

  • A desire to learn and stay abreast of new technologies.
  • A desire to continually cultivate your skills and abilities.
  • Develop a detailed understanding of TST products and services.
  • Take a consultative sales approach to determine client visual collaboration needs.
  • Develop price quotations and bid responses that are complete, accurate, and profitable to TST.
  • Attend walkthroughs and pre-/post-conference meetings that pertain to audiovisual services.

What Else Is Required?

  • Associate degree or Bachelor’s degree (major/emphasis in marketing, business, or communications preferred but not required).
  • Minimum 2 years of experience selling or managing audiovisual services and technology.
  • Willingness to serve as a TST brand ambassador who always looks and acts the part treats clients and coworkers with courtesy and respect and represents TST in a professional manner.
  • Attendance and active participation in sales meetings and forecasting.
  • Diligence in job details, including accuracy with labor hours, onsite gear additions, and all billing.
  • Proactive, thorough, and accurate in tasks assigned and communications with other departments.
  • Working directly with Project Managers and Department Leads to ensure the accurate specification of equipment for estimates and proposals.
  • Working with Project Managers to schedule, supervise, track labor, and add gear onsite.
  • Maintaining minimum annual revenue goals while meeting profitability thresholds.
  • Attendance at trade shows, community events, and industry meetings.
  • Participating as a team player and collaborating with all departments.
  • Travel as necessary, to cover sales responsibilities.
  • Excellent communications skills, both verbal and written.
  • A strong network, with deep connections in verticals that might be a good fit (preferred but not required).
  • Legal authorization to work in the United States.

Compensation
$45,000 - $55,000 yearly+ commission
About Trade Show Technical d.b.a. Total Show Technology

TST is the total show production solution for anyone who hosts, plans, manages, or produces events, meetings, and trade shows. We have delivered audio, video, lighting, equipment rental, and total show production for conventions, corporate meetings and events, trade shows, and nightclub live events since 1996. Based in Las Vegas, we’ve done every kind of show in every type of venue throughout the Pacific Southwest, and we travel with their clients nationwide.

We believe we have the best employees in the industry. And with an average tenure of 8 years, those employees stick around. The reason is simple. Our employees grow in their jobs and gain opportunities they wouldn’t have anywhere else.

At TST, we believe that if our people are happy, engaged, and challenged each and every day, the stage is set for ongoing collaboration and growth. If you join our team, you’ll build key industry skills and always know we have your best interests at heart.

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