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

Work Experience:

• 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

Skills/Capabilities/Technical:

• 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.

Additional Information:

• Travel to A&WMA Annual Conference and Exhibition each June and other occasional travel as needed