Sales Manager, Live Event Production

Job Description

Job Description

Location:  Remote, United States
Levels:  Sales Manager or Senior; Associate considered
Reports To:  VP of Sales & Revenue Growth
Type:  Full-time, exempt

ABOUT PM1

PM1 (Production Management One) builds and produces live events where failure isn't an option: inaugurations, championship finals, National Mall builds, campaign events, corporate keynotes and national tours.

We own the stages, grandstands, seating and production gear behind those moments, with teams in Detroit, Washington, DC and Orlando.

ABOUT THE ROLE

As a Sales Manager for Live Event Production, you own each show from first request to signed contract and handoff. You learn what the event has to achieve, scope the production with our production and planning teams and outside partners, price it, sell it, and hand it off so delivery can execute. 

This is an individual contributor role with no direct reports. You'll partner with our Relationship Managers, who own each client company. They own the client; you own the show in front of you. You'll work with clients nationwide, so this role is fully remote with travel to venues and shows.

How we sell:   PM1 sells on outcome and scope, not line items. You'll start by learning what the client needs the event to achieve, then design the show that delivers it. We'll train you in our framework.

WHAT YOU'LL DO

SCOPE AND QUALIFY

• Respond to every lead routed to you the same business day.
• Run discovery: program and run of show, venue, audience, broadcast or streaming needs, power and
• budget.
• Walk sites and venues and join technical discovery when the job calls for it.
• Flag to the Relationship Manager any job that could grow into more work for the client.

BUILD THE PROPOSAL

• Build every proposal with production and planning so scope, cost and timeline are accurate before it goes out.
• Price audio, lighting, video, LED, power, comms and labor, plus outside partners where PM1 doesn't own the gear.  Use pre-scoped kits for fast-turn work and quote the changes from the kit.
• Keep every proposal at or above the specialty margin floor, or bring the exception to the VP.
• Write scope documents that the client and our delivery team read the same way.

SELL AND CLOSE

• Present proposals and lead the client through questions about the show, the schedule and the cost.
• Negotiate scope and price within your authority. Bring contract terms to the VP and Relationship Manager.
• Keep every opportunity, proposal and stage current in HubSpot and LASSO.

HAND OFF AND STAY CLOSE

• Run the internal handoff and complete the handoff checklist before the job closes.
• Introduce the client to their production or project manager.
• Stay the client's contact for scope questions through the show. Delivery owns crew, schedule and logistics.
• Price and sell change orders that change scope. Production or project managers price operational changes during the show.
• Join the post-show debrief and review actuals against your estimate.

WHAT YOU WON'T DO

• Run the show, call cues or manage crew. That belongs to our production managers.
• Sit in planning meetings after handoff.
• Own the client relationship or account plan. That belongs to the Relationship Manager.

WHAT YOU BRING

• Experience selling, estimating or producing live events, with AV or production quoting experience
• Working knowledge of audio, lighting, video and LED systems, power distribution and show comms
• Ability to turn a technical rider, run of show or venue spec into a proposal
• Experience pricing outside partners and protecting margin on subcontracted gear and labor
• Clear, organized writing and confidence presenting to producers, agencies and corporate clients
• Comfort with a CRM (HubSpot preferred) and rental or quoting software (LASSO a plus)
• Interest in consultative, outcome-based selling over line-item quoting
• Willingness to travel to venues and shows, including some nights and weekends

NICE TO HAVE

• Broadcast, political or sports event experience
• Relationships with agencies or corporate event teams
• CTS or similar AV certification

LEVELS

We're hiring at three levels. Your level is set by your experience, the size and complexity of jobs you've sold, and how much you can quote on your own. For this opening we're focused on Sales Manager and Senior candidates, and we'll consider strong early-career candidates at the Associate level.

COMPENSATION

Base salary plus variable pay: commission on gross profit from signed jobs, plus a quarterly quality bonus for accurate, on-time proposals and clean handoffs. Commission is uncapped above target. Ranges are national and are not adjusted by location.

Where you land in the base range depends on your experience and skills. New hires ramp into full targets over their first two quarters.

BENEFITS

• Medical and dental insurance through the company plan, starting the first of the month after your hire date
• 401(k) with a 3% company match after two years
• 112 hours of paid time off, per the employee handbook
• 11 paid holidays: New Year's Day, Martin Luther King Jr. Day, Presidents Day, Memorial Day, Juneteenth, Independence Day, Labor Day, Columbus/Indigenous Peoples' Day, Veterans Day, Thanksgiving and Christmas Day

HOW YOU'LL BE MEASURED

• Gross profit sold against your annual target
• Same-business-day response to every lead routed to you
• Quote turnaround: 2 business days for standard jobs, 5 to 7 for custom scope
• Win rate on proposals sent
• Job margin at or above the specialty floor
• Estimate accuracy: actual gross profit against what you quoted
• Handoff checklist complete on every job before it closes

PM1 is an equal opportunity employer.   We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other status protected by law. If you need an accommodation during the hiring process, let us know.