Our Company Mission:

We Help Individuals, Entrepreneurs, and Organizations Leverage Speaking to Build Their Business.  By 12/31/27 we will help our clients reach One Billion people through One Million Stages. 

Your Team

This position will report directly to the Integrator (a/k/a Director of Operations) and will work closely with the Operations, Sales, Marketing, CE Teams and CEO. The Director of Stages will supervise supervise numerous team members in the mission to book more stages.

Position Summary

We are looking for a systems & results driven Director of Stages that can help expand the AYR client base and the client base of our Elite Customers through winning stages. The Director of Stages is an entrepreneurial minded Sales executive who has proven success within a Speakers Agency or Bureau and who is capable of closing high stakes deals which will give the AYR speaking team and AYR’s Elite Clients the opportunity to speak on a multitude of highly profitable stages.

Key Responsibilities

• Research, design, plan, promote, and evaluate speaker events and special events with Stages Team

• Secure leads, negotiate, prepare, administer and monitor contracts, riders, and agreements with Meeting Planners

• Work AYR curated events which includes some nights and weekends on predetermined dates

• Coordinate and foster existing partnerships and collaborate with Meeting Planner community 

• Oversee all aspects of event logistics including administration, technical support, box office, audience relations and outreach strategies

• Continuously re-evaluate stages to ensure they are meeting the needs of AYR and its Elite community

• Research, pursue, and execute on Speaking opportunities that cultivate innovative and unique programming ideas and collaborations in concert with Marketing and Stages teams.

• Selling our speakers over the phone for conferences, events, summits, etc.

• Oversee the engagement process from contract to delivery by speaker

• Calling new prospects and leads to book speakers

• Creating new lead sources through social media, past clients, referral partners, associations, summits and other speaker networks

• Doing online lead research and phone calling into companies and associations to sell our Speaking services

• Call on dormant Speaking and Consulting leads from throughout our database

• Generate referral lists from social media

• Call back on all past clients to rebook one of our speakers for future events

• This person will have to have a combination mindset of marketing and sales

Key KPI’s for our Director of Stages 

• Number of outreach emails to dormant stages or new/potential stages

• Ratio of stages outreach to stages won per month for CEO / Elite Customers

• Stage retention -- % of stages retained year to year

Key Competencies:

• Speaker Knowledge and intel

• The Will to Sell

  • Realizes the sale will make great impact on the person/business.  

  • Strong Commitment & Desire for Sales Success 

  • Takes Responsibility 

• Sales DNA 

  • Comfortable talking about money and asking for the sale

  • Controls emotions 

  • Strong Belief in what they are selling.  

  • Rejection Proof 

• Tactical Sales Skills 

  • Relationship Building 

  • Sales Hunting Skills 

  • Consultative Selling Skills 

  • Qualifying Skills 

  • Presentation Skills 

  • Closing Skills

• Systems and Strategy

  • Tracks things very tightly in Infusionsoft 

  • Stays on top of follow up and Calendar 

  • Builds Systems and Tools 

  • Masters Social Selling 

  • Goal Oriented 

• Management of Stages Team 

  • Recruiting Team (Inbound, Outbound, Strategy Sessions) 

  • Training and Onboarding Team Members 

• Recruitment

• Strategic Planning

Expectations 

• Professional/Educational Background: 1 - 2 years of sales experience particularly within a Speakers Agency or Bureau 

• Team Player: Works as a competent member of the AYR team, willingly providing back-up support for co-workers when appropriate and actively supporting group goals at all times. 

• AYR Project Management: Not only utilizes but excels at the use of TeamWork Project Management, TeamWork Chat and TeamWork Desk applications.  

• Communication: Play an active role in communicating with others; Stay current with company information; Ask questions; Listen for understanding and take action; Be respectful in your communication with others; Participate effectively in work conversations; Use communications to improve results.

• Time-tracking: In order to improve efficiency, detail / document time spent on various department endeavors.

• Organization: Determines the appropriate allocation of time and balances conflicting priorities in order to manage workflow, ensure the completion of essential projects, and meet critical deadlines.

• Proactivity: Demonstrates the ability to foresee problems and prevent them by taking action; Utilizes analytical skills and a broad understanding of the business to effectively interpret and anticipate needs. 

• Adaptability: Demonstrates flexibility in the face of change; Projects a positive demeanor regardless of changes in working conditions; Shows the ability to manage multiple conflicting priorities without loss of composure.

• AYR Core Values: Consistently exhibits company core values of Grit, Success, Belief, Growth Mindset, Flexibility and Oozing Positivity.