Account Executive PRG Gear

Overview : 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 national/international 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

Qualifications:

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

This is a safety sensitive position and will require pre-employment drug screening.

Production Resource Group LLC participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S.