Job Summary
Position: STAGE STRATEGIST
Type: Full-time (approx. 40 hrs/week)
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 be trained by the AYR Director of Stages and Agency Strategist and will work closely with our Stage Agents. The entire AYR Stage Agency is overseen by our Director of Stages.
Position Summary
We are looking for a results driven Stage Strategist that can support the Agents in their research, identifying stages, pitching and helping to close (working with the client) stage opportunities for Clients both virtual and in person. This position will help onboard and establish the stage strategy for new clients and support existing clients looking to shift or change their stage strategy. This position will also help Clients in their business development strategy and what part stages play in their business growth. In some cases, this position will also work with our Elite Agents and clients to negotiate inbound and outbound opportunities secured by the Agents on behalf of Elite Clients.
Key Responsibilities
Supporting Stage Agents in Securing Stages for Client Speakers, Negotiating and Helping Win Stages on Behalf of Elite Clients
The Stage Strategist will help ensure the Stage Agents are successful in their role as described below:
Become knowledgeable on all things stages (both offline and online), using the training provided by AYR.
Have a deep understanding of each of your clients/ messages, business strategy, outcomes, and goals.
Clearly communicate with each of your clients in a fluid way towards securing stage opportunities both online and offline.
Follow the booking process to ensure proper record keeping and client reporting.
Consistently look for ways to improve the booking process by providing feedback to the SA Leaders. You will document processes, tools, tricks, nuances, and any other relevant data learned.
Think on your feet, problem-solve, and commit to asking yourself How can I get my client placed in that stage? even when everything seems to go against a positive outcome (#findtheway).
Use your creativeness to find the right way to approach different stages.
Be open to reflecting on your work and find best practices as far as researching opportunities, ways to approach event planners and strategies to secure a stage.
Collaborate with your SA team and support each other in sharing resources and best practices.
Day to Day Documentation of Processes Used and Working or Not Working. You will document processes, tools, tricks, nuances, and any other relevant data learned through the process and team to allow AYR to archive and teach our magic to other AYR team members (future Stage Agents) and potentially through additional AYR-offered content. This will inform the ongoing revision of the Stage Agency SOPs (Standard Operating Procedures).
Database Build-Out. The Stage Agent will consistently contribute to the research, build-out, maintenance, and growth of the SAAS database of stages for AYR.
Database Quality Control. The Stage Agent will ensure that all data in the SAAS is accurate and up-to-date.
Reaching out to a minimum of 10 monthly stages per client.
Nurturing previous month's meeting planners using email, phone, social media Bombbomb, and online forms and following the UNSTOPPABLE STAGE CAMPAIGN.
Meet with each client at least once a month to run through the previous month's outreach, revise/modify stage strategy, and debrief of any new assets/ offerings/ changes to the speaker's business.
Teach the Stage Execution Workshop attendees during the Research rotations (if needed).
Open to share resources and best practices with fellow Agents.
Willing to provide technical guidance and advice to clients; brainstorm and provide resources for clients on ways to generate leads from the stage.
Key Performance Indicators
Three Key KPI's for our Stage Strategist will be to ensure the Agents they support are hitting these metrics below and KPI's on stages won for Elite clients.
Total Stages Researched & Pitched per client. The Stage Booking Agent will report weekly on the number of qualified Stages researched.
Total Stages Booked and % to Plan per client. The Stage Booking Agent will report weekly on the number of stages reached out to and connected to the client for booking (a/k/a closing).
Stage Agency Value Add Project Completions. The Stage Agent will highlight and train Stage's department on completed projects that'll uplevel the efficiency of the Agency as a whole.
Scorecard
Every AYR Team Member will own at least one metric or KPI within the organization.
Scorecard. The Scorecard will be reviewed weekly by the Stage Strategist and Director of Stages to closely monitor trends in Scorecard metrics.
Qualifications
Key Competencies:
Management and organization of the team and their reporting through Hubspot. The Agents and their research assistants are responsible for tracking their deals and contacts, so the Stage Strategist should have direct visibility into progress and metrics at all times.
The Will to Sell AYR Elite Speaker Clients to Meeting Planners
Knowing how and comfortable sharing the ways your client can serve their audience
Strong Commitment & Desire for Success
Takes Responsibility for achievements and shortfalls
DNA
Comfortable talking about money (and money alternatives) and negotiating the stage.
Controls emotions and maintains a positive outlook at all times
Open heart and ears. Listening to your client is critical. Empathy will go a long way.
Strong Belief in AYR's mission
Rejection Proof; willing to go back to a stage 3, 4, 5 times if needed
A can do! attitude is essential for this role. We need someone who is willing to go the extra mile - with a smile!
Tactical Negotiating Skills
Relationship Building
Qualifying Skills
Presentation Skills
Closing Skills
Systems and Strategy
Tracks things very tightly using tracking tools (sheets, apps, etc.)
Stays on top of follow up and Calendar (Unstoppable Stage Campaign!)
Builds Systems and Tools
Masters Social Selling
Goal-Oriented
Comfortable using Google Drive
Comfortable managing data, using excel
Knowledge of HUBSPOT preferred but not required
Communication with Team
SA Team Leader & Director of Stages(constant feedback)
Sales Team (SVI tracking, what worked and what didn't work)
Meeting Planner Concierge (discussing ways to network stages we want)
Communication with Client
Communicate effectively and proactively with clients
Ensures a smooth transition from first contact during the Stage Strategy call to having the client be serviced by the Stage Agent
Troubleshoot any problems or challenges that the Agent and or the client and Agent might be having
Expectations
Professional/Educational Background: knowledge of stages and some sales knowledge.
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
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/client 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 Belief, Growth Mindset, Create Powerfully, Adaptability, Be the Solution, Accountability, Teamwork, Resilient, Be a Go-Giver , Fun, Fast & Efficient
