What are the responsibilities and job description for the Account Executive position at Production Resource Group?
PRG is the world’s leading technology provider within the entertainment and events industry. Our mission is to bring together the power of our people with our production and rental expertise to deliver unforgettable events.
PRG has the largest inventory of production equipment for hire and offers a complete 360-degree range of services to clients within the live events industry. These include music touring and festivals, TV & Film, Theatre, Sports and E-sports and Corporate live events. Our clients and partners rely on PRG’s innovation, experience and in-depth expertise in video, lighting, rigging, staging, virtual productions, and set & automation systems to bring their creative visions to life. With 38 offices located in North America, South America, Europe, the Middle East, Asia and Australia, PRG offers the ability to provide services worldwide by collaborating with our local partners.
Responsibilities
The Account Executive is responsible for identifying and developing sales opportunities for events and entertainment projects such as: corporate events (trade shows, exhibits, permanent installations), music (concert tours, residencies and one-offs) sporting events, political events and live television & film. The work involves developing mutually beneficial long-term multidisciplinary collaborations with existing and newly identified clients, focusing on cultivating profitable business. The Account Executive negotiates complex and multiple term contracts. The Account Executive prepares and defines Scope of Work to include comprehensive budget (revenue and cost), project and labor schedule, workflow, internal resource requirements, concept designs and layouts, the determination of product/gear, construction, operational plans, production services and labor specifications. The work may include the determination of product/gear, construction and service/labor specifications as well as design support of relevant operational plans in coordination with Project Management, Technical Product Managers, and the Asset Strategy Group to achieve the client’s vision while maximizing utilization of products and return on investments for the Company. The work involves considerable client contact with an emphasis on providing project services tailormade to the client’s vision, and the Account Executive is expected to provide excellent customer service both internally and externally during the sales process and throughout the project lifecycle.
Size and complexity of assignments may vary based on level of experience as defined by Business Unit.
Essential Functions:
- Generating leads for new and repeat business
- Foster strong relationships with clients and prospective future clients across the entertainment industry
- Identify and explore all future revenue possibilities with client
- Formulates and implements action plans to capitalize on leads and sales opportunities
- Prepare responses to requests for proposals in collaboration with Technical Product Managers and Project Management
- Lead and/or participate in client presentations
- Plan and estimate event costs and margins according to Company guidelines and in consultation with Company management
- Negotiate favorable contract terms and pricing/margins with clients
- Create and manage change orders
- Demonstrate innovative production solutions and provide resources in the best application of products or services to achieve client’s vision
- Coordinate company technical and service resources to accommodate client needs.
- Enter and maintain accurate and up to date data about customers, leads, and events in Salesforce and TEAM
- Analyze records of present and past sales, trends and costs, estimated and realized revenue and contractual obligations in order to support budget development and revenue/cost forecasting
- Assist Project Manager in preparing and defining scope of work with client; to include budget, project schedule, workflow, internal resource requirements, concept designs and layouts
- Throughout project lifecycle, provide internal and external support and customer service to ensure a successful execution of project deliverables
- Participate in end of month financial reconciliation and final project reconciliation with Finance
- Participate in collection efforts for unpaid invoices.
- May participate in continuous improvement projects and implementation of updated processes and procedures
Knowledge, Skills, and Abilities
- Superb interpersonal skills, including the ability to quickly build rapport with potential customers and key stakeholders/decision makers
- Excellent communication skills, including presentation skills and written and verbal communication
- Advanced understanding of the sales process
- Strong networking skills
- Excellent negotiation and persuasion skills
- Demonstrated organizational and time management skills, ability to prioritize multiple projects under tight deadlines
- Working knowledge of equipment and technology within own product discipline(s) (e.g. audio, lighting, video, rigging, scenery, scenic automation, engineering, labor)
- Ability to read and comprehend contract scope and terms and conditions
- Creative mindset and problem-solving aptitude
- Ability to read and comprehend drawings i.e. ground plans, sections and lighting plots
- Ability to sketch by hand to communicate ideas or requirements
- Expert in budget management, vendor management, client communication and conflict resolution
- Extensive travel, including international travel, may be required
Physical demands
- Must be able to remain in a stationary position for extended periods of time.
- Extensive typing required.
- The employee may occasionally lift and/or move up to 20 pounds.
- Must be able to communicate effectively by listening and in both written and verbal forms.
Required education and experience
- Bachelor’s degree in Business Administration, Marketing, Hospitality, or equivalent education or experience.
- Technical education and/or training in own product discipline(s) is a plus (video, lighting, audio, LED)
- Existing industry relationships or transferable “book of business” preferred
- 5 years experience working in the entertainment industry
- 3 years of sales experience
- Project Management experience is a plus
- Experience of preparing and interpreting financial reports, advanced understanding of financial concepts
- OSHA 30 card preferred
- Advanced knowledge of Microsoft Office Suite, Salesforce, and asset management system