Description

Manager, Exhibit Sales

Supervisor / Department

Senior Director, Partnerships / Conferences & Events (14)

FLSA Status

Exempt

Purpose of Position

The Manager, Exhibit Sales, is responsible for directly contributing to the annual growth of all conference sponsorship, exhibit, and Events and Education revenue. This position will generate business and increase revenue via prospecting, partnering, relationship building, and closing conference sales participation with new and existing customers. The incumbent will develop new business by analyzing account potential, initiating, and developing relationships, building and managing an active customer pipeline, and partnering with internal and external groups to close sales. The Manager, Exhibit Sales, will also maintain all relationships through the timely collection of sales revenues.

Essential Duties of Position

Prospecting & Sales

• Prospects and identifies key new business clients and sales targets within their prospect territory
• Responds to incoming email and phone inquiries relative to assigned shows/events
• Visits and canvases competitor and industry events and monitors their activities to develop a systematic understanding of their strategies and practices
• Coordinates meetings and regularly meets with customers, prospects, and event partners in person and via calls and Zoom/Teams
• Maintains market/industry knowledge, researches/gathers market and customer information, reads relevant industry publications, and understands trends to enable you to develop your sales pitch appropriately
• Listens to customer goals, objectives, and requirements and present appropriately to make sales
• Maintains and develops positive and professional relationships with existing customers and prospects to make sales
• Develops and fosters relationships relevant industry associations and, where appropriate, contractors, media, and commercial partners
• Successfully challenges any objections and negotiates the terms of sales agreements and closes sales
• Creates detailed written proposals and sends them to the client in a timely manner
• Fulfills benefits by working with both internal members of the team and vendors/contractors
• Prior to The MedTech Conference, drafts first right of refusal sponsorships for the following year and meets with sponsors, exhibitors, and prospects to sell opportunities for the next annual conference
• Reaches out to existing accounts in a timely manner to process renewals and/or upgraded sponsorship level
• Undertake any other duties as necessary and/or reasonably requested

Financial and Contracting

• Assists in managing the sponsor/exhibitor order process, including requests for contractual language change, issuing invoices, tracking payment, and maintaining related records
• Ensures the timely and efficient collection of sponsor sales (i.e., payments received before if not within 30 days of event and larger sales paid by check or ACH vs. credit card, etc.)
• Collect any late/outstanding sales revenue
• Provides a weekly report of payment status.

Benefit Fulfillment

• Works with AdvaMed conference team to ensure timely delivery of benefits to sponsors and exhibitors, ensuring a workflow that aides in providing high-quality service to partners
• Registration Services: Works with vendors specialized in event registration, including online registration platforms, badge printing, attendee management, and data handling, ensuring the registration process is user-friendly and efficient
• General Service Contracting: Coordinates with vendors providing general event services such as AV equipment, catering, venue setup, signage, etc., making sure they understand the event layout, requirements, and any specific details

Sales and Sponsorship Strategy

• Becomes and remains well versed on AdvaMed program activities, which includes most prominently AE&E programming to develop good prospecting opportunities
• Collaborates with the Senior Director, Partnerships, and AdvaMed conference team to constantly improve the value proposition for exhibiting and sponsoring
• Obtains exhibitor feedback onsite and uses that information to improve the exhibit floor layout for following year
• In collaboration with Senior Director, Partnerships, analyzes effectiveness of sponsorship revenue streams and contributes to the development of new and innovative sponsorship revenue streams
• Meets or exceeds personalized sales targets across all events

Data Management

• Ensures individual and company contact records in Salesforce are valid and complete
• Documents sales orders and notable communications with members, sponsors, exhibitors, and prospects in Salesforce/Nimble to for forecasting and tracking revenue

Knowledge, Skills, and Abilities

• Excellent interpersonal skills
• Strong account development, customer service orientation, and follow-up skills
• Demonstrated strategic, consultative, and analytical sales approach with focus on building prospect and customer partnerships
• Ability to represent AdvaMed at group settings and demonstrate exemplary presentation skills
• Exceptional communication skills verbal and written
• Outstanding planning, organizational, and time management skills
• Demonstrated skill in assessing and managing many accounts simultaneously and employing an online Client Relationship Management (CRM) system; Salesforce experience a plus

Specifications

• Minimum Education Required: Bachelor’s degree required
• Minimum Experience Required: 8 years sales experience and/or training
• Travel Required: Up to 15%
• Hybrid Work Policy: Teleworker: Minimum 1 day onsite per week
• Starting Range: $87,300 - $98,700

Qualifications