Sales & Customer Engagement Manager - HARGROVE

Silver Spring, MD, USA|

Job Overview

Compensation

Salary

Range $93,065.00 - $120,984.00

Benefits

Health Insurance

Dental Insurance

Paid Time Off

Retirement Plan

Training and Development

Bonuses

Travel opportunities

Job Description

Encore is a prominent global event production company specializing in delivering innovative and seamless event experiences through a comprehensive range of services including audio visual solutions, creative services, power, rigging, and HSIA. With a strong commitment to world-class customer service and cutting-edge technology, Encore supports clients in bringing their event visions to life across various industries and regions. The company prides itself on fostering an inclusive and collaborative culture that values diversity and empowers its employees to excel. This dedication to excellence and customer satisfaction has positioned Encore as a trusted leader in the events production sector, servicing a wide array of clients from small corporate meetings to large-scale international events.

The Sales & Customer Engagement Manager role at Encore is a dynamic and integral position aimed at driving business growth in the events sector. This role involves proactively identifying, sourcing, and securing new business opportunities across the full spectrum of products and services that Encore offers, with a direct focus on event-related sales opportunities. Reporting to the GSO Sales Leader, the manager will be responsible for managing clients through the entire sales cycle—from initial outreach and consultation to the RFP process and closing deals. This position requires a strategic mindset, excellent networking skills, and the ability to build and sustain long-term relationships with clients and stakeholders.

The manager is expected to pursue new business vigorously, leveraging marketing campaign leads, industry networks, and personal contacts to develop targeted customer pursuit plans. Key responsibilities include managing sales demonstrations to introduce Encore’s offerings, developing relationships with multiple stakeholders such as meeting planners and business unit directors, and advocating Encore’s solutions through speaking engagements and events. The role also involves comprehensive account and event management duties such as acting as the liaison between customers and production teams to ensure smooth execution and compliance with agreements.

Revenue management is a crucial aspect of this position, with goals to meet and exceed set monthly and quarterly revenue quotas while actively managing the event sales pipeline. The manager will evaluate opportunities to expand business within other areas of Encore’s offerings beyond core event production services. Internally, the role requires effective communication across departments to ensure customer needs, budgets, and timelines are fully understood and met.

Candidates for this role are expected to have a Bachelor's Degree or equivalent and over three years of sales experience, preferably within the event or meetings industry. A hunter sales mindset, strong lead generation skills, and the ability to adapt to changing business landscapes are essential. The role demands exceptional communication, organizational skills, and proficiency with CRM tools and Microsoft Office applications. Travel within the United States and internationally may be required.

The salary range for this position is $93,065 to $120,984, with final compensation determined by factors such as location, travel commitments, relevant experience, and expertise. Encore offers a competitive compensation package, including potential bonuses or incentives and a comprehensive benefits program. In addition to professional growth opportunities through EncoreU and other training programs, the company fosters an inclusive environment where every employee’s unique contributions are valued and celebrated. This role represents an exciting opportunity for a results-driven sales professional to join an industry leader and make a significant impact in the event production sector.

Job Requirements

Bachelor’s degree or equivalent
3+ years experience in sales
seasoned sales professional with a go get/hunter sales mindset
ability to generate leads through lead follow up, lead generation through calling, sales blitz programs research, and networking
experience in shifting focus and the vision to adapt as needed with changes in the business
existing non-preferred/strategic account relationships preferred
experience in building relationships and rapport with customers, understanding how to work with accounts until a need is uncovered
experience working within a team environment to over-deliver on desired results
experience providing a high-level of customer service and having a “yes” approach to finding solutions
experience in creating and delivering compelling high-level presentations to a variety of key stakeholders
excellent computer skills including all Microsoft Office applications
experience with the use of customer relationship database
strong written and oral communication skills needed to draft sales presentations, and effectively solicit business via phone and face to face customer contact, as well as through tradeshow and industry events
excellent organizational skills and the ability to manage multiple projects/activities at the same time
in depth understanding of the meetings industry
desire and ability to travel within the United States or abroad

Job Qualifications

Bachelor’s degree or equivalent
3+ years’ experience in sales
seasoned sales professional with a go get/hunter sales mindset
ability to generate leads through lead follow up, lead generation through calling, sales blitz programs research, and networking
experience in shifting focus and the vision to adapt as needed with changes in the business
existing non-preferred/strategic account relationships preferred
experience in building relationships and rapport with customers, understanding how to work with accounts until a need is uncovered
experience working within a team environment to over-deliver on desired results
experience providing a high-level of customer service and having a “yes” approach to finding solutions
experience in creating and delivering compelling high-level presentations to a variety of key stakeholders
excellent computer skills including all Microsoft Office applications
experience with the use of customer relationship database
strong written and oral communication skills needed to draft sales presentations, and effectively solicit business via phone and face to face customer contact, as well as through tradeshow and industry events
excellent organizational skills and the ability to manage multiple projects/activities at the same time
in depth understanding of the meetings industry
desire and ability to travel within the United States or abroad

Job Duties

Proactively pursue net new business opportunities and follow up on assigned event leads from marketing campaigns, new solution offerings and industry relations efforts
Build strategies and customer pursuit plans that include contacting prospective clients to conduct an end-to-end event solution
Manage demonstrations to introduce Hargrove, Hargrove's approach, and solutions as relevant to each contact
Develop relationships with multiple stakeholders in designated key accounts to include meeting planners, business unit directors, and sourcing teams to target events using personal networks, contacts from industry relations activities, and unassigned contacts
Understand customer’s needs and goals to create an event experience that best aligns Hargrove resources and solutions, while driving customer awareness and adoption
Identify and develop additional event leads via targeted prospecting
Manage quotes, proposals, pitches, and RFPs through the sales process and in partnership with other departments, from lead to WIN
Advocate for Hargrove solutions in the industry, through speaking, networking, or attending events as needed
Actively network and generate new contacts, making valuable introductions to Hargrove while also working the existing database to ensure customers are shown the maximum partnership value
Oversee the sales process for identified opportunities and key account assignments
Act as the liaison between customer and the production teams to ensure conversion and overall customer satisfaction
Ensure compliance and consistent execution of any customer agreements across Hargrove’s executing divisions
Maintain timely and consistent customer scope and reporting via Compass and Navigator, through the transition to the assigned execution team for the delivery, while you maintain the internal/external communication of key requirements
Meet and exceed monthly and quarterly revenue quotas
Actively manage event pipeline while evaluating opportunities to engage in other areas of Hargrove business including core audio visual services, power, rigging, HSIA, creative services, and all offerings Encore provides to clients
Effectively communicate the customer’s needs internally across multiple departments
Liaise with internal resources to convey requirements, budget expectations, and timelines
Work closely with Hargrove internal contacts to realize account objectives and act on resolving customer experience and internal issues
Monitor and maintain accurate and timely Compass (CRM) Account and Contact data entry, billing records, show evaluations, customer surveys and any other information on assigned accounts requested by management in accordance with policies and procedures
Maintain latest solutions knowledge through regular training and development opportunities via EncoreU or other training opportunities as they are presented