Production Account Executive

IPS; Franklin (TN); On-site; USD 70,000 - 110,000; Full time

Job summary

IPS is seeking an Account Executive to identify, develop, and close sales opportunities for tours and live events. You will manage client relationships, translate client goals into practical solutions, and collaborate with PMs and engineers to deliver on scope, budget, and schedule.

You will negotiate favorable contracts, ensure profitability, and maximize equipment utilization while meeting revenue goals. Travel up to 25% and a flexible schedule are required.

Qualifications

• Minimum of 3 years of industry and sales experience in live event production, touring, or AVL rentals.
• Strong interpersonal and networking skills to build lasting client relationships.
• Proven understanding of AVL equipment used in live event productions.
• Experience with rental and event management software or ability to learn quickly.
• Excellent communication and organizational skills to manage multiple projects.
• Solution-driven mindset with focus on profitability and client satisfaction.

Responsibilities

• Build, develop, and retain a portfolio of live event and touring clients.
• Foster and maintain strong client relationships across the entertainment industry.
• Identify, pursue, and develop sales opportunities to generate new and repeat business.
• Achieve assigned sales and revenue goals for the position.
• Provide excellent customer service and act as the client’s primary contact throughout the sales process.
• Collaborate with Project Managers and Engineers to prepare accurate pricing estimates and proposals.

Skills

Sales experience

Interpersonal skills

Negotiation

Communication

Organizational skills

Customer service

CRM knowledge

Tools

CRM software

RentalWorks

Vectorworks

Excel

Word processing

PC/Apple OS

Job description

JOB DESCRIPTION:

The Account Executive is responsible for identifying, developing, and closing sales opportunities for tours and live events, serving as the primary point of contact from the first conversation through post-event follow-up. In this role, you will build and maintain a portfolio of clients across the entertainment industry, listen closely to understand each client’s goals, and translate their vision into creative, practical solutions. You will prepare accurate pricing estimates and proposals in collaboration with project managers and system engineers, negotiate favorable contract terms and margins, and support project execution to ensure every program is properly budgeted, scheduled, and delivered within the client’s expectations. Maintaining profitability and maximizing equipment utilization in coordination with project managers, engineers, and inventory control will be a key objective, as will meeting revenue goals and growing both new and repeat business while keeping accurate records in the company’s CRM. The ideal candidate has a strong background in sales and event management, a working knowledge of audio, video, and lighting equipment used in live productions, and a genuine commitment to excellent customer service, profitability, and a solution-driven mindset, with the ability to build lasting strategic partnerships rather than one-time transactions.

TOP THREE ROLES:

Client Relations | Sales | Proposal & Design Implementation

JOB DUTIES:

• Build, develop, and retain a portfolio of live event and touring clients.
• Foster and maintain strong client relationships across the entertainment industry.
• Identify, pursue, and develop sales opportunities to generate new and repeat business.
• Achieve assigned sales and revenue goals for the position.
• Provide excellent customer service and support throughout the sales process, serving as the client’s primary point of contact.
• Gather client information and requirements to understand their goals and develop the event execution plan.
• Collaborate with Project Managers and System Engineers to create accurate pricing estimates and proposals in alignment with project scope, schedule, and resources, ensuring events are properly budgeted, estimated, and scheduled within clients’ communicated parameters.
• Negotiate favorable contract terms, pricing, and margins with clients while protecting company profitability.
• Coordinate with Project Managers, Engineers, and Inventory Control to maximize equipment utilization.
• Present creative, practical solutions to achieve the client’s vision.
• Manage the event rental and support project execution by overseeing project plans from contract through delivery.
• Communicate directly with the Director of Sales/Executive Director to support company growth.
• Provide post-event support by following up on quoted and completed projects to retain client relationships.
• Exceed client expectations by creating strategic partnerships, not one-time transactions.
• Maintain current professional and technical knowledge of AVL equipment and live event production.
• Utilize a CRM to keep accurate, up-to-date records of sales and business development activity.
• Participate in collection efforts for unpaid invoices.
• Be a leader and representative of the company’s culture, mission, vision, and core values.
• Other duties as assigned.

TRAVEL:

Travel to customer sites, venues, job locations, and industry events per Director of Sales/Executive Director.

Must be available for up to 25 percent travel and work flexible hours.

QUALIFICATIONS:

• Minimum of 3 years of industry and sales experience, preferably in live event production, touring, or AVL rentals.
• Strong interpersonal and networking skills, with the ability to build and maintain lasting client relationships across the entertainment industry.
• Proven experience and understanding of AVL equipment used in live event productions.
• Experience with rental and event management software, or the enthusiasm and ability to learn quickly.
• Demonstrated negotiation skills and sound business acumen, with the ability to prepare accurate estimates and protect profitability.
• Excellent communication and organizational skills, with the ability to manage multiple projects simultaneously and adapt to a continually changing environment.
• Exceptional customer service skills and a solution-driven mindset, with the ability to impress clients and exceed expectations.
• Thrives in both event and office settings, collaborating effectively with Project Managers, Engineers, and Inventory Control.
• Personal qualities of integrity, credibility, good judgment, and teamwork, with a commitment to the company’s mission, vision, and core values.
• Passion for the job and a team-oriented attitude.
• Proficient in Internet software, email, PC and Apple operating systems, CRM software, RentalWorks, Vectorworks, spreadsheet software, and word processing software.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee might be required to stand; walk; sit; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; talk or hear; and occasionally lift and/or move up to 25 pounds.

______________________________________________________________________________

Status:

Full Time – exempt:

Company benefits:

Yes

Working Days:

VARIES DEPENDING ON SCHEDULE

Hours Per Day:

Approx. 8-9

Travel Required:

YES (UP TO 25%)

Reports to:

Director of Sales/Executive Director