Account Director - Music (AUS)

at  Production Resource Group Llc

Overview:
PRG is the world’s leading provider of services and solutions in entertainment and live events. Every day, we turn the creative vision of our customers into production and technical reality, deepening their connection to their audiences. What sets us apart are our people. No other company in our industry has such a deep and diverse bench of talent, working across theatre, TV, film, music, corporate events, equipment rental and more. With over 250 patents and registered trademarks, PRG is defined by innovation. And through our network of 38 offices spanning five continents, we can deliver for our customers anywhere around the globe.
Qualifications:

KNOWLEDGE, SKILLS, AND ABILITIES:

• A proven team leader, with the ability to provide leadership and direction to a dedicated specialist team.
• Extensive experience in any of the Live Music, Concert Touring and Music Festival market sectors
• Good knowledge of current trends and advancements in event and entertainment technology and the direction of equipment development.
• Excellent negotiation skills: the ability to communicate effectively both orally and in writing; the ability to manage multiple complex projects simultaneously within strict deadlines; the ability to learn and use PRG proprietary software.
• Strong interpersonal skills with the ability to interact with customers and event production professionals in both formal and informal situations.
• Self-motivated with a passion for results.
• Ability to apply traditional sales methodology and experience in an environment and industry accustomed to a less formal or structured sales approach.
• Ability to present with confidence, passion, and conviction in small and large groups.
• Ability to prepare and present reports to a senior level.
• Considerable experience in responding to RFPs and compiling and submitting tender documentation.

EXPERIENCE

• Prior experience in a related business servicing the Live Music, Concert Touring and Music Festival market sectors with a strong preference for international experience.
• Five or more years of experience in sales, business development or project coordination in a market appropriate to the position vacancy.
  Responsibilities:

RESPONSIBILITIES

The Account Director – Music at Production Resource Group (Australia) Pty Ltd is a customer-facing role, with significant relationship management skills required.
Reporting to the General Manager, the Account Director - Music takes a pivotal role in growing the revenue of the Market Sector, through proactive selling and interfacing with a focused specialist team of Account Managers.
This position is high profile in the industry which pursues opportunities based upon client relationships. Responsible for setting pricing levels, negotiating contracts, involvement with strategic planning and leading the sales effort in the live music sectors.

SUMMARY OF PRINCIPLE DUTIES AND RESPONSIBILITIES

• Work closely with the General Manager toward providing leadership of the Music / Concert Touring market responses for the company while ensuring revenue targets and margins are achieved.
• Coordinate workload and allocation of projects within the team.
• Identify and manage strengths and weaknesses within the team and actively develop as appropriate.
• Take an active involvement in new business generation, credentials pitches and closing key new accounts and events.
• Take responsibility to follow up quotations raised, and opportunities identified.
• Take an active role in and contribute to the Company’s business strategy.
• Report to the General Manager on a regular basis with sales activities and progress against targets.
• Work with the General Manager to establish and achieve annual budgets for revenue for the Music / Concert Touring market.
• Develop and engage in the process which is used to identify, research, and target new opportunities clients, designers, production companies, venues, and specific events.
• Monitor and access the Company’s competitive positioning through maintaining and analysing information on competitors and the wider market.
• Cultivates and maintains favourable contacts with key and major accounts of the organization for the sales of products and services and identifying new potential customers and developing a sale and marketing plan to serve these customers.
• Demonstrates products or services and aids in the best application of product or services.
• Answers all questions concerning a product or service, with appropriate coordination of sales, negotiations where required.
• Participate in all relevant Deal Desk conversations.
• Close large show-based transactions and take orders from customers.
• This role is often the first point of contact for large accounts. This involve going on-site as point of contact to the client.
• Keeps all company systems of record up to date for all assigned accounts to facilitate all downstream reports.
• Interprets accounts, trends, and records to management.
• Monitors competition by gathering information on pricing, products, new products,
• Recommends changes in products and service based on customer needs.
• Responsible for all account collection efforts in conjunction with PRG Finance Team
• Monitors annual sales plan.
• Other duties as assigned by Senior Leadership as required.
  EEO and Disclosure: