Exhibition Sales Manager
Job Title: Exhibition Sales Manager
Responsible to: David Holcombe, President
Department: Sales
Location: Santa Rosa, CA
ABOUT US
The Learning Guild is
a global community of practice for those who design, develop, strategize, and
manage learning technologies, talent development, and organizational learning.
As a member-driven organization, we produce a variety of resources for our members
working in corporate, government, or academic settings. Our goal is to provide
a platform where learning professionals can share their knowledge, expertise,
and ideas to build a better industry—and better learning experiences—for
everyone. The Guild leverages its global community to provide a robust sales
and marketing channel for industry suppliers across at our industry leading
conferences and trade shows.
OBJECTIVES
Responsible for business development and selling
of exhibition booths and sponsorship on a daily basis for assigned shows. Work
with management team and follow sales strategies as instructed by supervisor to
ensure sales targets are met. Ensure the company’s standards of sales performance
are met. Ensure personal sales targets are exceeded. Support colleagues with
the smooth running of the event as and when required.
PRIMARY ROLE RESPONSIBILITIES
Strategic
- Contribute to
development of campaign sales strategy in conjunction with management team across new and existing business from
research to execution
- Execute the
campaign sales strategy including overall numbers of exhibitors, exhibitor mix,
stand sales, sponsorship inventory, yields, and sponsorship revenues
- Analyse
effectiveness of sponsorship revenue streams and contribute to the development
of new and innovative sponsorship revenue streams
- Meet or exceed
personal sales targets across assigned events
Sales Development
- Prospect and identify key new business clients and sales targets within
their prospect universe
- Respond
to incoming email and phone enquiries relative to assigned shows
- Visit and canvas
at competitor and industry events and monitor their activities and to develop a
systematic understanding of their strategies and practices
- Arrange
meetings and regularly meet with customers,
prospects and event partners in person and via calls and Zoom
- To get close to
your market, gather market and customer
information, read relevant industry publications, and understand
trends to enable you to develop your sales pitch appropriately
- Listen
to customer goals, objectives and requirements and present appropriately to
make sales
- Maintain
and develop positive and professional relationships with existing customers and
prospects in order to make sales
- Develop and
foster relationships relevant industry associations and, where appropriate,
contractors, media and commercial partners
- Successfully
challenge any objections and negotiate the terms of sales agreements and close
sales
- Create
detailed written proposals and send them to the client in a timely manner
- To undertake any other duties as reasonably
requested
Financial & Reporting
- Manage day to day
personal sales, pipelines and appropriate sales administration
- Maintain sales
prospecting and pipeline data, and finalize all sales in Salesforce
- Review
your own sales performance, aiming to meet or exceed targets
- Provide a weekly
report and forecast on personal revenues
Individual & Team Development
- Attend sales and personal development training sessions and utilise
skills learned in your sales pitch and other professional responsibilities
- Share best practices on identifying new business with colleagues and
learn from those around you and your line management
Essential Skills
- College
degree in related field preferred
- Successful
conference and/or expo strategy development experience
- Successful
exhibit and sponsorship sales experience resulting in significant sales growth
- Experience
closing sales from $5K up to $100K
- Proficient
use of MS Office and Salesforce; use or learn Adobe Acrobat and other
technologies
- Persistent,
efficient, and focused self-starter
- Exceptional
verbal and written communication skills
- Ability
to manage time and workflows
What We Offer...
This is a full-time permanent position. The Guild offers a competitive base salary range, sales commissions, an annual bonus program, and a comprehensive set of benefits administered by Execustaff HR.
Focuszone Media, Inc., dba The Learning Guild produces leading events such as DevLearn 2021 and Learning 2021, publishes Learning Solutions Magazine, and is a subsidiary of CloserStill Media, Plc
How to Apply
To apply, please email your cover letter and resume to dholcombe@learningguild.com.