Account Executive

Production Resource Group; Chicago (IL); On-site; USD 80,000 - 120,000; Full time

Job summary

Production Resource Group (PRG) is the world’s leading technology provider for live events, offering a complete 360-degree range of services. We are seeking an Account Executive to secure national and international opportunities and renewals for corporate events and brand experiences.

The AE will coordinate with project management, pricing, and technical teams to deliver compelling proposals, maintain strong client relationships, and maximize ROI across complex contracts. Travel will be required.

Qualifications

• Exceptional interpersonal skills for building rapport with clients and stakeholders.
• Strong written and verbal communication, including presentations.
• Ability to organize and prioritize multiple projects under tight deadlines.
• Knowledge of production equipment and event technology is a plus.
• Ability to read and interpret contract scope and terms.

Responsibilities

• Identify and secure new business with strategic vision to grow existing accounts.
• Foster strong relationships with clients and prospective clients.
• Develop pricing proposals and scope of work (SOW) for opportunities.
• Coordinate with Project Management, Technical Product Managers, and pricing team on responses.
• Lead and participate in client presentations and negotiations.
• Plan and estimate event costs and margins per company guidelines.

Skills

Client relationship management

Communication

Negotiation

Budget management

Sales forecasting

Travel readiness

Tools

Salesforce

TEAMONE

Microsoft Excel

Job description

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 (AE) assigned to the Corporate Events & Brand Experiences team is responsible for identifying, securing and renewing national/international sales opportunities for events and experiential activations (meetings, conferences, exhibits, brand activations and permanent installations) with agency partners, associations, and corporate partners. The work involves crafting mutually beneficial long-term multidisciplinary collaborations with a focus on generating profitable business within the guidelines of the company. The Account Executive prepares and negotiates complex and multiple-term contracts.

The work of an AE includes the determination of product/gear, potential construction requirements, and service/labor specifications for projects in coordination with Project Management, Technical Product Managers, and the internal pricing team. Consultation on design, fiscal efficiencies, and show flow may also be required. The goal of an AE is to achieve the client’s vision while maximizing utilization of products and return on investments for the company. The work involves considerable client contact and the AE is expected to provide excellent customer service both internally and externally during the sales process and throughout the life or a project.

Essential Functions:

• Step into a role with an established and active book of business
• Identify and secure new business with the strategic vision to grow existing business
• Foster strong relationships with clients and prospective clients
• Formulate and implement action plans to deliver pricing proposals and scope of work (SOW) for every sales opportunity
• Prepare responses to requests for proposals in collaboration Project Management, Technical Product Managers, Marketing and the pricing team
• Lead and/or participate in client presentations.
• Plan and estimate event costs and margins according to company guidelines and in consultation with management
• Enter and maintain accurate and up to date data about customers, leads, and opportunities in Salesforce and TEAMONE
• Assist Project Manager in execution of closed deals which may include budget management, schedule development, workflow, concept designs and layouts, etc.
• Participate in financial reconciliation and collection efforts for unpaid invoices.

Knowledge, Skills, and Abilities

• Superb interpersonal skills, including the ability to quickly build rapport with potential customers and key stakeholders/decision makers
• Stellar communication skills, including presentation skills and written and verbal communication
• Demonstrated organizational and time management skills, ability to prioritize multiple projects under tight deadlines
• Some knowledge of production equipment and event technology (i.e.. 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
• Experience with technical drawings (i.e. ground plans, sections and lighting plots)
• Expert in budget management, vendor management, client communication and conflict resolution
• Openness to frequent travel (including international travel when necessary)
• Advanced knowledge of Microsoft Excel, Salesforce, and ability to learn company asset management system
• Team player who supports, uplifts and celebrates co-workers
• Must be able to remain in a stationary position for extended periods of time
• Extensive typing required
• Ability to lift and/or move up to 20 pounds.

Required education and experience

• 5+ years working in sales and/or business development in AV and/or Event Production
• Familiarity with core production equipment. Knowledge of emerging gear trends a plus
• History of preparing and interpreting financial reports