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.

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