The Sponsor and Exhibits Sales Manager is responsible for growing sponsorship, exhibit and advertising revenue for a dedicated portfolio of up to 3 nonprofit clients in varied fields and industries, generating $1M+ in collective gross annual sales. In this role, the Industry Relations Manager cultivates and nurtures existing client relationships while identifying new prospects for support. In addition to developing relationships with new industry partners who would benefit from alignment with AH clients, the Industry Relations Manager is also responsible for creating new viable revenue streams and support models; ensuring their financial stability year over year.
The Sponsorship and Exhibits Sales Manager reports directly to the Senior Director of Industry Relations.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Effectively manage and balance a portfolio of up to 3 clients
Generate non-dues revenue of $1M+ annually
Oversee and manage all interactions with industry supporter companies
Create cross-sale promotions and value driven sponsorship benefits packages
Ability to grow existing sponsorship sales programs in new directions by researching, analyzing and engaging new markets, industry segments/verticals and groups of potential supporters who would find value in being more closely aligned with our client partners, i.e. growing the universe (prospecting and lead generation)
Maintain and manage a robust sales pipeline according to the financial goals that have been set
Demonstrate growth and success in up-sell initiatives
Demonstrate an understanding of competitive landscapes and sales strategies
Ensure sales best practices are being implemented across the board
Maintain a consultative, relationship-based approach that creates long-term partnerships for sustainable revenue generation
Meet and/or exceed quarterly sales targets and stretch goals
Develop and create effective sales tools and prospectus brochures
Develop and disseminate monthly sales progress reports and end of year Board reports to AH clients
Maintain CRM business rules as set forth by the Senior Director and Senior Administrator of Industry Relations
Be a role model for the company culture
Work and collaborate effectively with other AH departments and client teams
Provide creative input and become involved in all applicable event related activities; ensuring a positive experience for all sponsors and exhibitors
Experience with conference, exhibits or trade show sales
Strong relationship management and networking skills a must
Research skills a must
Strong communication skills a must to include both written and verbal; someone who is not afraid to pick up the phone
Strong marketing experience and/or knowledge a must
Strong computer skills and working knowledge of Excel and Power Point
Familiarity with CRM tools and/or Salesforce.com helpful
Strong social media skills
Positive attitude - likes working with people and brands and is able to make new contacts easily
Excellent organizational skills
Ability to work in a team-oriented environment as well as an independent, creative-thinker
Ability to work proactively, multi-task, a self-starter
Ability to work in a fast-paced and changing environment
Eager to take on new projects and grow existing projects to new levels
Responds well to direction yet doesn’t need to be micro-managed
Some travel required
About Association Headquarters
AH is a professional services firm that specializes in helping non-profit organizations achieve their mission, create value, and advance their causes, industries, and professions. We have four main divisions within AH — a full-service Association Management Company; a Marketing and Communications Agency (MarCom); a Meetings & Events Management Team; and a division that focuses on other custom solutions such as strategic planning, website builds, database integrations, accounting services, staff recruitment, credentialing management, public affairs and lobbying, and growing non-dues revenue.
For more information, visit www.AHredchair.com, connect with AH on Facebook on YouTube and follow @AHredchair on Twitter.
AH advances organizations to greatness. Our client partners achieve measurable success in four key areas: multi-dimensional growth, engaged and disciplined leadership, intelligent use of technology, and an unwavering commitment to mission.
To be the most innovative and trusted management partner to our client organizations.