Purpose of the role:
This is a hunting role. Where our internal sales team looks after the accounts we already have, you are there to find the ones we don't: New customers, dormant accounts, new verticals & projects we currently never get sight of.
You will build and own a self-generated pipeline for Litec S truss, Litec truss, EXE chain hoists, CM chain hoists, EXE chain hoist controllers, Out Board motor controllers, Centauri Staging, Centauri Rigging & Tourflex Cabling and convert it into profitable orders.
Key responsibilities:
New business generation:
Build & work a target list of prospects across rental houses, production companies, venues, theatres, integrators, universities, places of worship & end users.
Generate your own leads through outbound contact, site visits, trade shows, industry events, referrals & industry networks — this role does not run from a desk & does not wait for the phone to ring.
Reactivate lapsed and dormant accounts & identify customers who buy lighting, video & audio from us, but currently buy their rigging elsewhere.
Map & open new market segments & geographies, where our rigging & staging brands are under-represented.
Track competitor activity, pricing behaviour & product movements & feed that intelligence back into the business.
Specification and project pipeline:
Get our brands named in specifications at design stage, so they appear in the drawing, rather than being substituted at quotation.
Build relationships with consultants, specifiers, project managers & integrators who influence rigging & staging decisions before a tender is issued.
Identify capital projects, venue refurbishments, new builds & touring investments early enough to influence them.
Pipeline and revenue:
Own a new business revenue target for the rigging & staging category & deliver against it month on month.
Manage a qualified pipeline from first contact through specification, quotation & close.
Maintain accurate forecasting & CRM discipline, so the business can plan stock & resource against real demand.
Technical selling:
Scope out customer requirements & translate them into workable solutions across truss systems, chain hoists, motion control, ground support, staging & rigging hardware.
Prepare quotations & specifications, working with our manufacturers on complex load or structural questions where required.
Supplier and brand collaboration:
Work with the Rigging Sales Manager & our rigging suppliers on joint business development activity, demo stock, project support & new product introduction.
Act as an advocate for our brands in the field. Build reputation & preference for the range, rather than quoting whatever is easiest to sell.
Feed customer & market intelligence back through the business to influence specification, stockholding & manufacturer roadmaps.
Represent AC-ET at supplier meetings, factory visits & joint customer meetings as required.
Collaboration and advocacy:
Support the internal & external lighting, audio & video sales teams with rigging expertise on their accounts & help them spot and pass on rigging opportunities.
Contribute to internal product training so colleagues across the business can recognise an opportunity when it appears.
Represent the rigging division at trade shows, demo days, training sessions & industry events.
Reporting:
Report on pipeline, conversion, activity levels and forecast to the Rigging Sales Manager & contribute to planning for the continued growth of the rigging division.
About you:
Essential:
Proven new business track record in professional entertainment technology or credible rigging experience with a clear appetite to move into a commercial role.
Comfortable generating your own pipeline — prospecting, cold approaches & getting in front of people who are not expecting you.
Solid working understanding of trussing, chain hoists, ground support, staging & rigging hardware & the confidence to hold a technical conversation with a head rigger.
Genuine appetite for brand advocacy — you enjoy building a range's reputation, not just shifting whatever's easiest to quote.
Familiarity with UK lifting & working-at-height legislation & how it shapes what a customer can & can't buy.
Commercially sharp — comfortable with margin, negotiation & closing the deal.
Strong organisation & CRM habits; able to run a pipeline without being chased.
Full UK driving licence & willingness to travel in the UK and internationally, including occasional evenings & overnight stays.
Desirable:
Existing network across UK rental, production or venue markets.
Hands-on familiarity with Litec, EXE, CM or comparable truss, hoist & staging systems.
Experience selling into specification via consultants, integrators or tender processes.
Experience selling a distributed or exclusively represented brand portfolio.
National Rigging Certificate or equivalent.
What we offer:
Competitive salary
Company vehicle or car allowance
23 days’ holiday plus bank holidays
Ongoing manufacturer product training across a leading brand portfolio
Access to manufacturer training and industry-leading product from our supplier partners
A business that's been supplying this industry for over 50 years, with the depth of stock, technical support and logistics to back up what you sell
Apply:
Fill in the form below attaching your covering letter and CV in the same file.
A.C. Entertainment Technologies is an equal opportunities employer and welcomes applications from all suitably qualified candidates.