Experienced sales professional responsible for corporate & exhibitor sponsorship and mobile sponsorship sales program and exhibitor meeting room sales program. Responsible for managing all aspects of the corporate and exhibitor sales programs; create, organize and develop the sales program offerings; ability to convert prospects to sales and achieve revenue goals; proven track record and results driven; skilled with using a CRM to track sales activities; provide customer service; excellent follow-up; required to collaborate with team to create key messaging for marketing materials; report payments to accounting; familiar with operations and logistics for program fulfillment for LIGHTFAIR International annually. Candidate should have the ability to manage multiple projects simultaneously by performing the following duties:
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.
Other duties may be assigned as appropriate.
A four year undergraduate college degree is required; and at least three –five years prior related work experience in sales, event planning and/or customer service is required; Tradeshows industry experience is strongly preferred
70% CORPORATE & EXHIBITOR SPONSORSHIP AND MOBILESPONSORSHIP SALES PROGRAM AND EXHIBITOR MEETING ROOM SALES PROGRAM
Responsible for corporate & exhibitor sponsorship and mobile sponsorship sales program and exhibitor meeting room sales program
Required to conduct in-person and telephone sales calls to current exhibitor accounts and corporate prospects
Field incoming telephone calls and email inquiries and provide timely response
Ability to convey the value proposition aligned with the business objectives/needs of the customer
Create, organize and develop the sales program offerings
Update sales materials used to send to corporate prospects and current exhibitors
Work with internal teams and external vendor to post sales program offerings on digital platforms
Assist with Pre-Sales and Space Selection Process at the current year’s show to sell 25% or more of sponsorship revenue goal and 85% or more of existing floor space for the next show cycle
Responsible for the entire sales process of as outlined in goals
Identify new and emerging trends that are appropriate to consider for growth of the program
Maintains and updates databases for show, exhibitors and prospects
Update CRM with all sales activities
Create and update sales activity reports for weekly sales meetings; management committee meetings; and as requested
Meet or exceed revenue goals in excess of $1,000,000 million in sales annually.
Prefer candidate with booth sales experienced and as required to assist with booth sales for LIGHTFAIR International
10% CUSTOMER SERVICE AND LOGISTICS
Serves as primary customer service representative pre, during and after the sale through to fulfillment
Creates and sends sales proposals, contracts and other communications
Lead collaboration with operation team to assist with the fulfillment of all sponsorship, mobile sponsorship and exhibitor meeting room sales
Distributes confirmations to corporate sponsors and exhibitors with important information
Assists with the execution of exhibitor-related mailings that specifically include the exhibitor prospectus, contract packages, and marketing collateral
Assist with the review and update of exhibitor documents annually including the Exhibitor Service Manual, exhibitor contract packages, contracts, credit card forms and wire transfer information
Initiates and manages exhibitor-related value-added benefits including Virtual Booths, Best Booth Awards, Exhibit Hall Passes, and other exhibitor branding opportunities
Track and submits payments received from exhibitors to department manager or accounting for processing
Updates reports to track payments received and outstanding balances
Runs reports as directed; inputs and tracks sales to assist with weekly and monthly financial reconciliation and reporting process
Advises VP of matters for concern
10% TRAVEL AND OTHER
Required to travel to industry events to prospect for new business, meet with customers and network with industry professionals
Maintains effective working relationships with internal departments and external vendors
Maintains and updates databases for show clients/prospects and exhibitors. Databases are Sales Logix, WEM and ExpoCad
Assist with preparing documents to present to Management Committee as required
The statements contained in this position description are not necessarily all-inclusive, additional duties and responsibilities may be assigned and requirements may vary from time to time.
Professional business references, background check and a drug test will be required for all final applicants selected for a position. In accepting a position, it is understood that continued employment is contingent upon a satisfactory background check & negative drug test. A satisfactory background check is the absence of a criminal record which bears a demonstrable relationship to the applicant/employee’s suitability to perform the required duties and responsibilities of the position.
LIGHTFAIR International (LFI)is the transformative power of innovation and imagination converge in a global presentation of light and technology—brilliantly revealed at LIGHTFAIR International. Where new discoveries, new connectivity, new knowledge and new solutions propel lighting design quickly into the future. All at the world’s largest annual architectural and commercial lighting trade show and conference. LIGHTFAIR was established in 1989 and will hold its 29th edition in Chicago May 6-10, 2018 at McCormick Place.
LIGHTFAIR International is co-owned by the International Association of Lighting Designers (IALD, www.iald.org) and the Illuminating Engineering Society (IES, www.ies.org). The event is co-owned, produced and managed by AMC, Inc. (www.americasmart.com).
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