Sales & Customer Engagement Director

Encore - Lanham, MD

Full-time - Senior

Lanham, MD

Apparel Manufacturing

About the position

The Sales & Customer Engagement Director at Encore is a pivotal role responsible for driving business growth by identifying, sourcing, and securing new clients across the full spectrum of products and services offered by the organization. This position may focus on a specific sector or region, requiring the director to engage clients throughout the entire sales process, from initial outreach and consulting to managing the RFP process and closing deals. The director will be expected to develop and implement strategies that align with the business needs of clients, ensuring that Encore's offerings are presented as the optimal solution for their event needs. In this role, the director will prospect and qualify new accounts, partnering with sales leadership to strategically map out the assigned sector or sub-sector. The director will identify and develop new sales opportunities, aiming to increase the new logo count and expand business within existing partnerships. Building customer pursuit plans and managing demonstrations to showcase Encore's approach and solutions will be key responsibilities. The director will also manage quotes, proposals, pitches, and RFPs, working collaboratively with other departments to ensure a seamless sales process from lead generation to closing. Achieving and surpassing quarterly and annual revenue targets will be a primary focus, with the director expected to maintain active engagement with clients post-sale to support future business opportunities. The role requires a strong emphasis on relationship building, strategic consultative selling, and effective communication with both clients and internal teams. The director will also be responsible for maintaining an up-to-date CRM system and collaborating with marketing to create targeted campaigns that resonate with specific sectors.

Responsibilities

• Prospecting & Qualifying New Accounts
• Partner with sales leadership on strategically mapping out the assigned sector / sub sector
• Identify, qualify, and develop new sales opportunities to increase our new logo count or extension of business within existing companies
• Build strategies and customer pursuit plans that include contacting prospective clients for end-to-end event solutions
• Manage demonstrations to introduce Encore and its solutions to each contact
• Align business needs of clients with the benefits of Encore's products and services
• Demonstrate Encore's experience and audience engagement impact to position Encore as the partner of choice
• Manage quotes, proposals, pitches, and RFPs through the sales process
• Achieve and strive to surpass quarterly and annual revenue targets
• Partner with experience lead and transition accounts after each sale
• Advocate for Encore's solutions in the industry through networking and events
• Build and maintain close relationships with prospects and clients to expand revenue opportunities
• Attend initial kick-off calls to ensure successful delivery of sold services
• Work closely with the project delivery team to ensure client satisfaction
• Manage event debriefs with Account Management/Production teams
• Review data and event metrics to demonstrate ROI to clients
• Take orders for repeat events to grow accounts through organic sales
• Communicate with management regularly to report on sales activity and progress
• Bring market insights to inform and influence development roadmap
• Ensure CRM and systems are up to date with key business intelligence
• Collaborate with Marketing to create sector-specific campaigns
• Maintain sales pipeline and review the health of prospects to influence revenue projections.

Requirements

• Bachelor's degree or equivalent
• 8+ years proven success in a competitive business-to-business sales environment
• Experience of selling virtually, over the phone and/or face-to-face
• Experience in meetings and in the live event industry (virtual and hybrid events are a bonus)
• Strong commercial acumen with a hunger for deal making
• Naturally competitive, and a born networker with an appetite for relationship building
• Experienced in the disciplined use of customer relationship management (CRM) software
• Articulate, with a confident telephone manner, as well as a focused listener
• Exceptional customer service standards
• Must be a self-starter and self-motivated, but with the ability and willingness to take direction and work collaboratively