Senior Account and Business Development Manager, Exposition Sales
Type: Full Time
Preferred Education: 4 Year Degree
Salary: Base, Commission
Telecommuting is allowed.
The Senior Account and Business Development Manager, Exposition Sales will be responsible for account, engagement, and relationship management of an assigned list of accounts and/or territory.
The Senior Account and Business Development Manager will engage in exposition-related sales activities with current exhibitors, sponsors and prospects/leads to secure participation in the annual InfoComm US tradeshow and other events which are held annually in person and online.
Major Duties & Responsibilities: • Serve as the primary relationship owner for an assigned group of clients by an alpha list of accounts with responsibility for retention and growth. Ensure clients drive maximum value from our events via an enhanced strategic and consultative selling approach and positive working relationships with all customers. • Partner with internal cross-functional teams to drive client retention, renewals, upsell opportunities and client satisfaction while striving to understand and exceed customer goals throughout the sales cycle. • Influence individuals and/or account representatives on the value of exhibiting, sponsoring, engaging, and investing in InfoComm, events or virtual experiences by meeting in-person or at industry events and via telemarketing and email communications efforts and providing useful information about exhibits, sponsorships, exhibitor meeting rooms, and audio demo rooms, content and educational conference program. • Leverage technical tools and quantitative data to manage client activity in Salesforce, MYS, virtual platforms or other platforms to achieve maximum efficiency and visibility, with carefully executed follow-up to convert leads and opportunities throughout the sales cycle. • Work closely with Expo Sales and Marketing to ideate and determine value proposition for clients, new products, and enhanced offerings. • Focus on providing consistent levels of superior customer service, sales excellence and be a strategic partner to your clients by exceeding expectations to ensure optimal client satisfaction. • Prepare and deliver effective client presentations, including stakeholders at all levels of the organization up to C-Suite. Deliver weekly, monthly, and quarterly sales status and present results to internal teams. • Develop and maintain a high level of understanding and competency in the pro AV Industry, AVIXA offerings and industry competition for InfoComm and other events produced in the US to be of high value in addressing the client’s needs. • Support expo sales senior leadership in managing sales insights reporting, historical data and competitive landscape reports including analysis and research and prepare presentation-ready tables and or slides that can be utilized by senior leadership. • Proactively contribute to the business development efforts by researching and identifying new opportunities from within existing accounts, new to market companies and companies identified by industry press or via other industry sources. • Present and sell AVIXA enterprise memberships to client base for new and renewal accounts to support the growth of the AVIXA global membership initiative. • Adhere to established processes and workflows, as it relates to the sales process and provide input on new processes and workflows for improved efficiencies. • Prepare and travel to attend appropriate industry association functions, annual meetings, trade shows, conferences, competing expositions, and in-person client meetings with the purpose of networking, presenting, and selling the value of InfoComm, in-person and virtual events. Provide results activity report after sales business travel.
Qualifications: To perform this job successfully, an individual must be able to perform each responsibility satisfactorily including the following: • Possess a dynamic personality and be able to effectively engage and influence a variety of audiences at all levels of a business. • Effective communication (written and oral) skills and a demonstrated ability to work collaboratively with all levels of internal and external organizations. • Focus on relationships, able to gain trust through communication, expectation setting and completion of planned deliverables. • Business acumen, sound decision making, analytical and organizational skills in a fast-paced environment; a consultative approach to managing client relationships. • Ability to strategically plan and prioritize multiple responsibilities, balancing client deliverables on multiple projects as well as internal responsibilities. • Demonstrate time management and multitasking skills to handle multiple tasks and clients at once with the ability and versatility to work both independently as well as collaboratively with a team and others within an organization and be a self-directed problem solver. • Passion about business and dissatisfaction with status quo – always thinking of ways to improve/grow assigned clients. • Must display the willingness to take on additional projects with growth of InfoComm and AVIXA in-person and virtual event. • Working knowledge and experience with contracts and contract negotiations. • Proficiency in software applications such as Salesforce, Microsoft Word, Excel and PowerPoint, experience or knowledge of enterprise systems and databases like Map Your Show, Concur, Project Management System, and other management systems.
Education: BA/BS or equivalent work experience in Business Management, Hospitality, Restaurant and Hotel Management, Public Relations, or related field required. Industry specific work experience required.
Experience Level: • Minimum of 5+ years of proven sales experience in exhibition or events industry, sponsorship and/or advertising sales. • Candidate must be experienced with managing a portfolio of accounts generating $2M+ in revenue and have a strong understanding of the exhibitions and events sales process.
Technical Skills: • Experience with and knowledgeable of floor plan management software (A2Z, Expo CAD, Map Your Show, etc.), ACT, Salesforce or Microsoft CRM customer relationship database and Microsoft Office software is preferred.
Other skills: • Ability to adapt easily to fast-paced environment and align with the Association’s and Tradeshow strategy. • Maintain a professional and customer-focused attitude with a strong commitment to providing excellent customer service to the Association’s members/non-members, internal stakeholders, and external vendors.
AVIXA helps drive the market for audiovisual solutions and is the community for creative professionals who use technology to create integrated experiences.
AV is the intersection of content, technology, and space. The AV industry is the community of manufacturers and myriad professionals that provide the tools and expertise necessary to convey ideas and enhance communication in virtually every human arena. Audiovisual systems and technologies are the building blocks that create memorable experiences and connect us to our world in every way imaginable. It’s the tremendous sound you hear at a concert, the amazing digital displays you see at a museum, the videoconferencing system you use at your office, the projected images you see at your corporate gatherings, the cool stuff in the huddle space that connects your devices to the big display, the technical wizardry that’s used in theme parks to amaze and delight you. That is all part of the AV industry.