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Director of Sales

Company: Ember, llc
Location: Newburyport
Posted on: January 24, 2023

Job Description:

Focus: Part match-maker, part ambassador/evangelist for Ember - this position is focused on identifying, pursuing, and retaining new clients that are a "fit" for Ember to help us grow 30% year-over-year. We are looking for an entrepreneurial individual who can look at our team, skills, resources, and talents and identify "Oh, this is a no-brainer - they can elevate the gatherings of my clients, and I can invite in new customers to grow."LEADING

  • 75% Sales - pursuing and responding to new business opportunities, 12.5% strategy work - fostering your accounts/clients, 12.5% logistics/project interaction - working with the team to create and execute events for these clients.NEW RELATIONSHIPS
    • Ability to bring a book of business based on experience and connections within the event industry. This "book" includes but is not limited to Sales Meetings, Conferences, Incentives, User Groups, and Activations
    • Ability to bring qualified new leads and connections that could be nurtured and leveraged into new opportunities/gatherings
    • Fulfill an understanding of Ember's value to clients, market differentiation, value proposition, sweet spot and brand "fit"
    • Identify/qualify new brands & pipeline of new opportunities. Typically $200M - $900M in revenues, C-suite level relationships, unsophisticated gathering practices
    • Build, and refine collateral and response materials for opportunities and upfront presentations CLIENT MANAGEMENT (once you get them!)
      • This role will serve as the primary relationship/point of contact for the new pieces of business you bring in
      • Point person for briefs, strategy/vision, and consultative work
      • Involved in financial approach (scope agreements, retainers, budgets) - work with producer and GM of Gathering on right approach to win business
      • Responsible for retention, growth, and satisfaction of appointed brands
      • Strategic guidance - helping clients move forward through well-developed gathering portfolio
      • Responsible for relationship health via appropriate entertainment, communication, and relevant relationship management techniques
      • Works in concert with GM of Gathering on the final call regarding client decisions - including but not limited to:
        • Financial (revenue, discounting, etc)
        • Staffing
        • Approach and maintenance of the account
        • Negotiations TEAM COLLABORATION
          • Reports to President
          • Consults with GM of Gathering on staffing
          • Consults with Creative Director on creative concepts and resource support
          • Fosters/guides project team members to understand business mix and client dynamics
          • Leads and facilitates "Client Summits" for gathering strategy (strategic brand meetings - internal and external) ACCOUNTABILITY
            • New brand acquisition of $400,000+ in profitable NET revenue in 2023, $650,000- $750,000 in 2024. The average size of a project is $75,000 + in singular event NET revenue
            • Health of brands managed (profit, retention, growth, satisfaction) - measured by client satisfaction
            • Retention of clients managed and associated revenue is paramount
            • 6-Month check-in for Ember or candidate to opt-out PEDIGREE
              • Bachelor's Degree required, MBA desired
              • Relationships / Network of C-level influencers in $200M - $1B+ dollar businesses
              • 5+ years in meeting and event management (so you "get" the nuts and bolts of gathering)
              • 5+ years of proven relationship management experience
              • A+ presenter and presentation skills - can command the attention/respect of a board room with C-level leadership in attendance BEHAVIORS
                • Ability to give and receive feedback and learn from it
                • Building relationships internally and externally
                • Lit-up and curious attitude!
                • Ability to be agile and flexible to support each other (have each other's backs)
                • Speak up
                  • When uncomfortable
                  • Awareness of time management/ prioritization /capacity
                    • 50% Health and Dental after 3 months of employment
                    • 401k with company match after 6 months of employment
                    • 20 PTO days annually
                    • Hybrid work environment

Keywords: Ember, llc, Lowell , Director of Sales, Executive , Newburyport, Massachusetts

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