Show Manager (Exhibitor & Sponsorship Sales)

Job Title: Show Manager (Exhibitor & Sponsorship Sales)

Position Summary

The Show Manager is an individual contributor role responsible for driving the overall success of AED Summit for exhibitors and sponsors, by combining exhibitor and sponsorship sales with targeted event execution responsibilities. This role owns the revenue performance of AED Summit while leading exhibitor and sponsor-related planning and on-site execution to ensure a high-quality experience.

The ideal candidate is both a strong salesperson and an operational leader, capable of independently managing relationships, closing business, executing exhibitor-focused event operations, and leveraging data to inform sales strategy.

Key Responsibilities

Exhibitor & Sponsorship Sales (AED Summit)

• Prospect, pitch, and close sales for AED Summit exhibitor booth space and sponsorships
• Develop and manage a sales pipeline to achieve or exceed individual revenue targets
• Independently manage the full sales cycle from lead generation through contract execution
• Identify new business opportunities and target industries relevant to AED Summit
• Maintain and grow relationships with existing Summit exhibitors and sponsors to drive renewals and upsells

Market Research & Data Analysis (Supporting Function)

• Conduct targeted market research to identify new AED Summit exhibitor and sponsor prospects
• Analyze industry trends, competitive events, and historical Summit data to inform sales strategy
• Utilize data to prioritize outreach, refine targeting, and improve conversion rates
• Maintain accurate sales tracking, forecasting, and reporting using Excel and CRM tools
• Support direct manager with database-related projects to enhance the association’s market intelligence, including market research, database updates, and database reporting as directed by management

Show Planning & Management (AED Summit)

• Lead exhibitor and sponsor planning for AED Summit from concept through execution
• Manage exhibitor and sponsor communications, timelines, and logistics
• Coordinate with marketing on exhibitor promotion and sponsor visibility opportunities
• Track exhibitor and sponsor revenue and related performance metrics

Exhibitor & Sponsor Management

• Serve as the primary point of contact for AED Summit exhibitors and sponsors
• Manage onboarding, including contracts, payments, and deliverables
• Ensure all sponsorship benefits are executed accurately and on time
• Provide guidance and support to maximize exhibitor ROI and satisfaction

On-Site Show Management (Exhibitor & Sponsor Focus)

• Serve as on-site lead for exhibitor and sponsor operations at AED Summit
• Manage exhibitor move-in, setup, and move-out processes with onsite external vendors
• Oversee exhibitor booth readiness and ensure compliance with show guidelines
• Coordinate sponsor activations and ensure all sponsorship deliverables are fulfilled on-site
• Act as primary escalation point for exhibitor and sponsor issues during the event
• Troubleshoot and resolve exhibitor and sponsor-related issues in real time
• Monitor exhibitor and sponsor satisfaction and address concerns promptly

Operational & Administrative Support

• Process invoices, payments, and related documentation for AED Summit exhibitors and sponsors
• Maintain accurate records, reporting systems, and timelines
• Support continuous improvement of Summit sales processes and exhibitor experience

Post-Event Responsibilities

• Conduct post-Summit analysis, including exhibitor and sponsor revenue performance and feedback
• Prepare reports on key metrics and identify areas for improvement
• Lead exhibitor and sponsor rebooking efforts for future AED Summits

Qualifications

Required

• Proven experience in direct sales with individual quota responsibility
• Demonstrated ability to meet or exceed revenue targets
• Advanced proficiency in Microsoft Excel and Word (required)
• Strong project management and organizational skills
• Excellent communication, negotiation, and relationship-building skills
• Ability to manage multiple priorities in a fast-paced environment
• High level of accountability, initiative, and results orientation
• Willingness to travel and work on-site during AED Summit

Preferred

• Experience selling trade show or conference exhibitor/sponsorship packages
• Experience as a Show Manager or Event Manager for trade shows
• Familiarity with exhibitor sales cycles and sponsorship development
• Experience working with event vendors and venue operations
• Experience with Power BI or similar data visualization tools (preferred)
• Experience with WordPress website development (preferred)
• Bachelor’s degree in Business, Marketing, Hospitality, or related field

Core Competencies

• Direct sales execution and closing ability
• Pipeline development and account management
• Data-driven decision making
• Exhibitor and sponsor operations management
• Client relationship management
• Problem-solving and decision-making under pressure
• Attention to detail and operational excellence

Working Conditions

• Office-based with required on-site responsibilities focused on exhibitor and sponsor operations at AED Summit
• Travel required for Summit planning and execution
• Ability to stand, walk, and manage extended hours during live event operations

Performance Metrics

• Individual AED Summit exhibitor and sponsorship revenue targets
• Pipeline development and conversion rates
• Number of new Summit exhibitors and sponsors acquired
• Exhibitor and sponsor retention and satisfaction rates
• Accuracy and timeliness of reporting and forecasting
• Successful execution of exhibitor and sponsor operations at AED Summit
• Post-event rebooking rates for AED Summit