At Cast & Crew, we’ve empowered creativity and supported the global entertainment industry for decades. Together with our family of brands - Backstage, CAPS, Checks & Balances, Final Draft, Media Services, Sargent-Disc, and The TEAM Companies – we operate as a combined entertainment technology and services provider offering industry standard screenwriting accounting software, digital payroll products, data & reporting, and a host of creative tools. The industry continues to move faster than ever, and the need for our expertise, our technology, and our people has never been greater. We are a production’s best ally every step of the way. #OneCastOneCrew
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.
Compensation is commensurate with various factors including, but not limited to, relevant experience, qualifications, skills, training, licensure, certifications, geographic cost of labor, and other business and organizational needs. Compensation range for candidates in other locations may differ based on the cost of labor in that location.
The compensation range for this position is:
$130,000—$175,000 USD
Benefits
Cast & Crew provides a comprehensive package of employee benefits including: Medical, Dental, Vision, PTO, health and wellness programs, employee discounts, and more! Note: Cast & Crew benefits are subject to eligibility requirements.
Due to the high volume of applicants, it is likely that only shortlisted candidates will be contacted.
CA residents: Your personal information may be collected in connection with certain services provided by Cast & Crew or its affiliated companies. A summary of your California privacy rights can be found at: https://www.castandcrew.com/privacy-policy/
Cast & Crew is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. It is our policy to provide equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job, without regard to age, gender, gender identity, sexual orientation, race, color, religion, creed, national origin, disability, genetic information, veteran status, citizenship or marital status, and to maintain a non-discriminatory environment free from intimidation, harassment or bias based upon these grounds.
What We Do
There’s nothing more exciting than a live event, and there’s no better way to reach an audience than with a well-made commercial. With our modern solutions and responsive approach to customer success, CAPS is here to simplify productions, no matter what our customers’ goals are.
CAPS joined the Cast & Crew family in 2016 and continues to provide forward-thinking workflow solutions to the Commercial, Music Tour, and Live Event industries. Our passion for thrilling experiences is matched only by our expertise in helping to make them happen. From understanding tax incentives and workers' compensation to payroll solutions and productivity enhancements, we’re here to help, every step of the way.
In the ever-evolving arena of commercials, live performances, exhibitions, and venues, we understand how to navigate the unique landscape. Our wide breadth of experience is complimented by our specialized knowledge base, industry expertise, and tailored software. These tools help us deliver the personalized service our customers need.
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