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