Regional Vice President, Hotel Sales - Event Technology Services (173164-868)

PSAV® Presentation Services is the leading supplier of audiovisual and event technology to hotels, associations, producers and meeting planners worldwide. We use event technology to turn ordinary meetings into memorable experiences so that the message lasts. We service everything from boardrooms to convention centers mixing creativity with the right technology so our customers look like heroes! As a team member in our company you will be connected with the most talented and dedicated people in the industry who are passionate about giving each client, big or small, the best show, event or meeting experience of their life. Description

Position Overview
Responsible for managing new hotel sales, retaining existing accounts and obtaining contract renewals for independently operated hotels in assigned region. Personally conduct all selling related activity including prospecting, qualifying, account planning, consultative selling, contract negotiation, and relationship and account management.

Key Job Responsibilities (Weight %)
Consultative Selling (40%)
Pursue meetings with decision makers from targeted hotels. Identify targeted customer needs and relate PSAV capabilities to those needs. Demonstrate fundamental communication skills (features, advantages, benefits, handling objections) in all customer contacts. Prepare and present clear, compelling and persuasive sales presentations. Negotiate terms, conditions, pricing, commitments that enhance profitability and the business relationship.

Account Planning and Management (20%)
Work closely with the RVP Operations to act on resolving issues that are most important to the customer. Use an understanding of the customer''s organizational structure to enhance account management and position the account for renewal. Assist in initial budget forecast and annual sales budgets for hotels within assigned region. Re-negotiate all existing contracts in region.

Organizational Leadership (15%)
Develop the most appropriate renewal strategy, assemble a renewal team and coordinate the renewal process and subsequent contract implementation process. Articulate ideas and facilitate ownership of new ideas and practices within the management team. Build commitment for all company initiatives. Ensure adherence to appropriate business practices. Utilize appropriate technologies to communicate promptly and coordinate activities with the management team. Use a blend of strategic, analytic and implementation abilities with an orientation toward results and a bias for action.

Customer & Industry Relations (15%)
Establish and maintain strong working relationships with hotel executives. Participate in annual business reviews with RVP Operations. Establish local relationships through participation in national and local hotel and convention associations such as NACE, HSMA, HMA, IAEM, MPI and PCMA for the purposes of networking and developing the territory.

Territory Management (10%)
Maintain an information database of all hotel targets and existing accounts, in accordance with established processes. Collect and analyze key information about target accounts. Qualify target accounts based on key criteria; develop and submit models for approval. Create account strategies that position PSAV service and value for optimal competitive advantage. Identify key issues and decision makers that will influence the -buy'' decision. Leverage all available internal resources and use technology to facilitate the planning effort.Required Skills

7-10 years of territory sales and/or operations experience3-5 years of complex sales/marketing and or operations experienceIn-depth knowledge of hospitality industry, including at several years of industry experience preferred Demonstrated excellent customer relationship management skillsBA degree, sales/marketing/business preferredStrong written and oral communication skillsProject management and strategic account planning skillsRequired ExperienceSee Job DescriptionWe offer a comprehensive base and bonus plan and a full benefits package. Most importantly, we offer unlimited career opportunities for technology professionals. Please visit our web site at www.psav.com for additional information. We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing. Please apply directly at: http://hostedjobs.openhire.com/epostings/jobs/submit.cfm?fuseaction=dspjob&jobid=173164&company_id=15868&jobboardid=24