Audio Visual Account Director

JacobsMassey AV Specialists; England; On-site; GBP 53,000 - 63,000; Full time

Job summary

A leading AV production company based in London is looking for an Audio Visual Account Director to drive growth across strategic client accounts. The successful candidate will build long-term partnerships, manage high-value event projects, and develop strategies to enhance account value. Applicants should have over 3 years of experience in account management or business development within event production and possess strong communication and project management skills. This role offers a competitive salary package and the opportunity to engage with high-profile clients.

Qualifications

• 3+ years experience in business development or account management in event production.
• Strong understanding of staging, lighting, audio, video, and logistics.
• Excellent verbal and written communication skills.

Responsibilities

• Drive growth across strategic client accounts.
• Build long-term client partnerships and expand account value.
• Identify and develop account plans to increase revenue.

Skills

Customer service excellence

Event production knowledge

Strategic planning

Negotiation skills

Project management

Strong communication skills

Tools

Microsoft Office

CRM systems

Project management tools

Job description

The Audio Visual Account Director is responsible for driving growth across a portfolio of strategic client accounts, securing complex, high-value event projects across multiple markets. The role focuses on building long-term client partnerships, expanding account value, and delivering commercially successful, high-quality AV and event technology solutions. This is a newly created position based in London, reporting to the Senior Director, Strategic Growth – EMEA.

Salary: Up to £63,000

Key Job Responsibilities

Account Management

• Identify and develop account plans designed to increase revenue while managing compliance, profitability, and revenue channel development.
• Qualify and quantify customers’ holistic needs in AV, Event Technology, Production, Content, and all technical event requirements.
• Create and execute plans to further penetrate each account, including securing customer appointments, executing sales calls, conducting customer business reviews, and implementing action plans to identify and secure both short- and long-term revenue opportunities.
• Ensure each account progresses from vendor status to trusted advisor by moving up the buy / sell hierarchy through delivery of the client’s core value proposition.
• Identify trends in customer spend and develop strategies to further penetrate those markets.
• Serve as the primary point of contact for assigned clients throughout the project lifecycle.
• Understand client goals, brand standards, and event objectives, translating them into effective production solutions.
• Work closely with internal production teams to scope projects, prepare budgets, and ensure accurate and timely delivery of proposals and estimates.
• Oversee project timelines, deliverables, and communication to ensure client satisfaction and successful event execution.
• Conduct post-event evaluations and maintain long-term client relationships to encourage repeat business.

Business Development

• Identify, research, and pursue new business opportunities within target markets, including corporate, experiential, nonprofit, entertainment, and agency sectors.
• Develop and execute strategic sales plans to meet and exceed revenue goals.
• Build and maintain a robust pipeline of prospects, utilizing CRM tools to track progress.
• Conduct presentations, pitches, and proposals tailored to prospective clients’ needs.
• Collaborate with leadership to refine service offerings, pricing, and go-to-market strategies based on market insights.

Account Strategy

• Develop deep knowledge of customer procurement strategies, organizational structures, businesses, and synergies.
• Identify and build strong relationships with individuals responsible for planning or producing large, complex, or strategic events within customer organizations.
• Aggregate account-based growth data and evaluate areas of opportunity.
• Anticipate client needs and proactively develop tailored approaches for each account.
• Model account-based trends on a monthly, quarterly, and annual basis, comparing performance against prior years and forecasting future growth.
• Drive results through customized solutions.
• Serve as a subject matter expert across the client’s full portfolio of services and subsidiary offerings, selling fully integrated production solutions.
• Generate leads and mine opportunities within existing accounts to drive incremental revenue.
• Understand industry trends that impact customer buying behaviors and offer innovative solutions.
• Engage in relevant industry organizations.

Collaboration & Internal Support

• Partner with creative, technical, and production teams to develop innovative event concepts and solutions.
• Contribute to marketing initiatives, industry networking, and brand visibility efforts.
• Support contract execution, financial tracking, and reporting as required.

Revenue Management

• Meet and exceed quarterly and annual sales quotas.
• Actively manage the account pipeline across the organization for all client services, including core audio visual services, power, rigging, HSIA, digital services, and all offerings provided to customers.
• Establish and maintain event profitability models throughout the sales process.

Operational and Technical Support

• Communicate production and technical program requirements effectively to clients and internal stakeholders.
• Ensure production standards are adhered to throughout the sales process.
• Review proposals to ensure competitive advantage, customer alignment, and compliance with MSAs and internal policy.
• Utilize software tools including diagrams, proposals, renderings, CAD drawings, and related technical materials to sell programs while managing budgets and exceeding customer expectations.
• Maintain strong knowledge of the client’s family of brands, product offerings, and service divisions, communicating customer needs cross-functionally.

Information Management, Reporting & Company Support

• Work closely with internal stakeholders to achieve account objectives and resolve customer experience or operational issues.
• Identify and engage internal team members, including senior leadership, at appropriate levels within the buy / sell hierarchy for key accounts.
• Maintain accurate and timely CRM activity, billing records, show evaluations, customer surveys, and required reporting in accordance with company policies and procedures.
• Ensure consistent customer communication, reporting, and delivery of key requirements.

Job Qualifications

• 3+ years’ experience in business development, sales, or account management, ideally within event production, experiential marketing, or related industries
• Demonstrated excellence in customer service
• Strong understanding of event production elements including staging, lighting, audio, video, scenic, and logistics
• Proven ability to create and execute strategic, customized account plans
• Experience networking with targeted customers at industry events
• Experience working collaboratively within team environments to exceed expectations
• Experience negotiating contracts at Director level or above and navigating complex organizations
• Strong proficiency in Microsoft Office and standard business software
• Experience using CRM systems and project management tools
• Excellent written and verbal communication skills, including presentations, proposals, and face-to-face sales engagement
• Ability to manage multiple concurrent projects in a fast-paced environment
• In-depth understanding of the meetings and event technology industries
• Strong technical knowledge of audio, video, lighting, rigging, and power distribution systems in corporate staging environments
• Proven ability to generate leads, close deals, and grow accounts
• Highly organized with strong project management capabilities
• Willingness and ability to travel

Competencies

• Responsiveness
• Ownership
• Manages Complexity
• Business Insight
• Collaborates
• Communicates Effectively
• Builds Networks
• Drives Quality Results
• Plans and Aligns
• Instills Trust
• Manages Ambiguity
• Functional / Technical Expertise
• Negotiation
• Integrity & Trust
• Innovation Management
• Results-driven mindset
• Relationship-driven with a client-first approach
• Strategic thinker with strong commercial acumen
• Creative problem solver
• Collaborative team player