Achieve and exceed individual sales goal by selling exhibit space and sponsorship for A&WMA conferences as well as other A&WMA revenue opportunities such as advertising. We are looking for a proven event sales leader who excels at sales strategy, sales management, industry-building relationship management, and creative execution. This individual will need to collaborate with our conferences and events team to ensure we meet shared goals for both exhibit and sponsorship sales. Coordinate with other cross-functional teams including marketing and publications on shared needs impacting exhibits, sponsorships, and advertising. Meet regularly with the Executive Director to understand major priorities and goals, report sales progress, collaborate on new sales and sponsorship ideas to generate and increase revenue.
Critical Duties and Responsibilities:
Achieve monthly, quarterly and annual square footage and revenue goals assigned by the Executive Director
This is a front-line sales role responsible for developing business and will be responsible for all stages of the entire sales cycle that include prospecting leads, cold calling, qualifying customers, sales calls and presentations of deliverables/benefits through sale close.
Responsible for outreach via phone and e-mail for exhibit space, sponsorships, and advertising with the goal of increasing sales results
Prospect and qualify for new business using the internet, industry publications, competitive show directories and prospect leads; provides regular follow up and correspondence
Build relationships with current and new exhibitors/sponsors/advertisers to identify needs and objectives
Serves as the initial contact with prospective exhibitors/sponsors/advertisers for assigned categories and responsible for qualifying prospective sales, presenting options, and communicating the terms of the contract including payment schedule
Tracks and maintains all sales-related activity and updates accounts in CRM; provide regular sales and ad-hoc reports accordingly
A minimum of three (3) years of related experience including sales and prospecting
Bachelor’s degree in Business or related field preferred
Track record or developing corporate partnerships, new business and growing existing accounts
Preferred knowledge/experience of trade show sales in not-for-profit/professional society setting
Must possess strong customer service skills
Understand pricing and value strategy
Successful candidates must have excellent verbal communication skills and strong writing skills, used primarily in formal e-mail communications and business correspondence
Ability to deliver information and modify messaging based on audience
Experience using a customer relationship management (CRM) tool
Proficiency in Microsoft Office 365
Must possess good organizational skills and have attention for detail
Demonstrated ability to efficiently handle multiple priorities in a fast-paced, change oriented environment
Must have excellent communication skills, be customer/team oriented, self-starter, and have a can-do, positive attitude
Goal-oriented, creative problem solver, and an innate tendency to stick with it. Strategic thinker with the ability to multi-task and adhere to timelines and deadlines. Exceptional interpersonal skills with the ability to adjust your communication style for internal and external audiences. Good decision-making skills, tactfulness, good listener, willingness to search out answers, ability to recognize when others need to be involved in activities or decisions. Creative, curious, positive, high-energy level, and an enthusiasm for meeting and working with a wide range of individuals.
Travel to A&WMA Annual Conference and Exhibition each June and other occasional travel as needed
Founded in 1907, the Air & Waste Management Association (A&WMA) is a nonprofit, nonpartisan professional organization enhancing knowledge and expertise by providing a neutral forum for information exchange, professional development, networking opportunities, public education, and outreach to more than 5,000 environmental professionals in 65 countries. A&WMA promotes global environmental responsibility and increases the effectiveness of organizations to make critical decisions that benefit society.
The Mission of A&WMA is to assist in the professional development and critical environmental decision-making of our members to benefit society.
The Core Purpose of A&WMA is to improve environmental knowledge and decisions by providing a neutral forum for exchanging information.