Director, Live Entertainment Sales

About Cast & Crew 
We grew from a modest small business in 1976 to be the premiere provider of entertainment technology and solutions, staying true to our mission of modernizing content production and leading the digital transformation within the industry. Our cloud-based solutions and industry expertise help streamline the entire production lifecycle and have revolutionized how content is made. We now have a global workforce across a host of storied brands, spanning all areas of produced and live entertainment, from film, television, streaming, to advertising, live events, and short-form. 

Director, Live Entertainment Sales

Regular Full-Time                                                                                                                                  

Position Overview

The purpose of the Director is to grow the Cast & Crew Live Entertainment client base and to provide them with an individualized and exceptional approach to customer success within employer of record payroll services and digital payroll solutions.   Through consistent client and prospect interface, consult on best practices related to employer of record payroll services, employee onboarding solutions, workforce management compliance and timekeeping solutions to live entertainment, venues, entertainment touring productions, and related companies serving the live entertainment industry at large.

Core Responsibilities

• Work directly with Cast & Crew Live Entertainment leadership on the penetration and expansion of the Nashville based Entertainment and Touring industry.
• Leverage relationships and experience within the Entertainment industry at large to expand Cast & Crew Live Entertainment’s presence within the industry.
• Achieves maximum sales profitability, growth and account penetration within the assigned territory and/or market segment by effectively selling the company’s products and/or related services.
• Promotes/sells/secures orders from existing and prospective customers through a relationship-based approach.
• Establishes, develops and maintains business relationships with current and prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
• Makes contact with current and prospective clients over the phone and in-person, required to perform periodic client visits, demonstrations and presentations to existing and prospective customers.
• Research sources for developing prospective customers and for information to determine their potential.
• Develops clear and effective written proposals/quotations for current and prospective customers. Analyzes the territory/market’s potential and determines the value of existing and prospective customer’s value to the organization.
• Expedites the resolution of customer problems and complaints.
• Coordinates sales effort with marketing, sales management, accounting, logistics, operations, compliance and functional supporting service groups.
• Creates and manages a customer value plan for existing customers highlighting profile, share, value opportunities and possible up-sales.
• Identifies organizational advantages and compares organization’s products/services.
• Plans and organizes personal sales strategy by maximizing the Return on Time Investment for the territory/segment.
• Supplies management with oral and written reports on customer needs, problems, interests, competitive activities, pipeline and potential for new products and services.
• Keeps abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends.
• Maintain open and consistent communication with the clients to ensure customer retention and satisfaction.
• Provide information and update the clients on company policy, procedures, and union related conditions.
• Advise and assist various departments with client related issues, concerns or needs.
• Plan and coordinate Cast & Crew Live Entertainment events throughout the year for clients.
• Travel to, attend and represent organizational interests and objectives at industry events, conferences and meetings throughout the year.

Key Qualifications

• Excellent communication skills and 2-3 years extensive experience with client relations.
• At least 10 years of experience working in the Live Music/Live Event/Touring Production space.
• Proven relationships within Business Management / Artist Representation.
• Strong organizational skills and detail-oriented individual.
• Strong cross group organization, collaboration skills, and customer interaction experience.
• Ability to multi-task, prioritize and meet deadlines.
• Proactive, resourceful and efficient with resolving client questions or concerns.
• Excellent follow through with clients and Cast & Crew employees
• Proficient computer skills and technological savvy (PC, MAC & Accounting Software).

Preferred Qualifications

• Bachelor’s Degree, Graduate Degree
• Event coordinating experience a plus.

Special Work Conditions    

• Sedentary – Involves sitting most of the time but may involve walking or standing for brief periods of time. Some positions may entail exerting up to 15 lbs. of force occasionally and/or a negligible amount of force to lift, carry, push, or pull.