Sales Manager

In-office, plus client sites and event days

Compensation:

$95k-$140k Base salary + Commission and Benefits

OVERVIEW

PCE is an end-to-end live event production company—lighting, audio, video, staging, and rigging—partnering with clients to make any event, of any size, a success. Concerts, corporate events, galas, tours, theatrical productions, fairs, and more. If you can dream it, PCE can do it. We are hiring a Sales Manager to lead our Orange County sales team.

The role is two halves. You carry your own book of business in rental and production, and you lead a growing team of five sellers and customer service representatives whose work spans production, rental, retail, and integration. You report to the EVP of Sales. The work moves fast: many quotes running at once, with quick turnaround times, and jobs going out every day. Successful candidates will be able to understand client needs, manage equipment opportunity cost, build a complete quote quickly, and price it strategically.

DUTIES

You will be expected to carry out the duties and responsibilities described below, as well as all other duties and responsibilities as assigned. These duties and responsibilities are periodically updated to reflect business needs.

Key responsibilities of this role include, but are not limited to, the following:

Selling

• Carry a personal book of business in rental and production, in excess of $1M annually, pursuing new clients and growing existing accounts into repeat, long-term relationships.
• Sufficient technical production knowledge to translate client needs into a complete quote, and price it strategically.
• Exercise significant pricing discretion within established margin guidelines.
• Prepare and deliver proposals and presentations that convey the value of PCE and address the client's actual problem.
• Attend site visits, pre-event planning meetings, and job sites when required.
• Act as the liaison between the client and production teams through handoff and delivery.
• Cultivate and maintain relationships with clients, internal personnel, and PCE's supporting departments.
• Collaborate with vendors and other PCE departments to capture and service events.

Leading the Team

• Lead a team of sellers covering production, rental, retail, and integration.
• Run pipeline reviews the team finds useful — short, focused on what is stuck.
• Review daily reports on new quotes and upcoming jobs. Review complex quotes before they go out, on costing, pricing, margins, and scope.
• Manage discounts – in the context of equipment availability – to help drive profitability and win bids.
• Coach in the moment to support team success.
• Serve as one of the team's resident experts on large or complex events.
• Allocate targets across the team and own delivery against them.
• Own the Orange County forecast and make it one leadership can rely on.
• Hold the team to a healthy pipeline, with opportunities logged, accurate, and up to date.
• Train the team on SOPs, new product and service offerings, and emerging event technology.

REQUIREMENTS

• 7+ years of sales experience, including 3+ years leading a sales team.
• Sales experience in live event production, entertainment, or hospitality.
• A working understanding of lighting, audio, video, staging, and rigging gear, and of design and build practices for live event production.
• Understanding of budgets, event cost structures, and margin.
• A track record of carrying a personal book of business while leading others.
• An established network in the Southern California live event market.
• Ability to manage many opportunities at once and keep them moving at pace.
• Computer proficiency, including all Microsoft Office applications.
• Excellent organizational skills and the ability to manage multiple projects at the same time.
• Strong written and oral communication skills, and the ability to present to a range of stakeholders.
• Desire and ability to travel occasionally and to work event days.

ADDITIONAL NOTES

PCE is an equal-opportunity employer. PCE offers a range of employer-sponsored health coverage, including medical, dental, vision, and chiropractic packages, as well as vacation allowances, for all full-time employees. The Qualified Candidate will be subject to drug screening and live scan upon hire.