The Senior Account Manager, Exposition Sales will be responsible for account engagement, and relationship management of an assigned list of accounts and/or territory. The Senior Account Manager will engage in exposition-related sales activities with current exhibitors, sponsors, and prospects/leads to secure participation in the annual InfoComm US tradeshow and other events, which are held annually in person and online.
Major Duties & Responsibilities:
Serve as the primary relationship owner for an assigned group of clients by an alpha list of accounts with responsibility for retention and growth. Ensure clients drive maximum value from our events via an enhanced strategic and consultative selling approach and positive working relationships with all Research, qualify, and engage prospects within alpha territory to acquire new business to InfoComm show, meeting or exceeding assigned revenue and NSF goals.
Partner with internal cross-functional teams to drive client retention, renewals, upsell opportunities, and client satisfaction while striving to understand and exceed customer goals throughout the sales cycle.
Influence individuals, account representatives, main contacts, and/or final decision makers, on the value of exhibiting, sponsoring, engaging, and investing in InfoComm, events or virtual experiences by meeting in-person or at industry events and via telemarketing and email communications efforts and providing useful information about exhibits, sponsorships, exhibitor meeting rooms, and audio demo rooms, content, and educational conference program.
Leverage technical tools and quantitative data to manage client activity in Salesforce, MapYourShow, virtual platforms, or other platforms to achieve maximum efficiency and visibility, with carefully executed follow-up to convert leads and opportunities throughout the sales cycle.
Work closely with Expo Sales and Marketing to ideate and determine tailored value propositions for clients, new products, and enhanced offerings.
Focus on providing consistent levels of superior customer service and sales excellence and be a strategic partner to clients by exceeding expectations to ensure optimal satisfaction.
Prepare and deliver effective client presentations, including stakeholders at all levels of the organization up to C-Suite. Deliver weekly, monthly, and quarterly sales status and present results to internal teams.
Develop and maintain a prominent level of understanding and competency in the pro-AV Industry, AVIXA offerings, and industry competition for InfoComm and other events produced in the US to be of value in addressing the client’s
Support the Senior Director in preparing sales reporting, historical data, and competitive landscape reports including analysis and research and preparation of presentation-ready tables and/or slides that can be utilized by senior leadership.
Proactively contribute to business development efforts by researching and identifying new opportunities from within existing accounts, new-to-market companies, and companies identified by industry press or via other industry sources, including AVIXA’s Market Research Team
Present and sell AVIXA enterprise memberships to client base for new and renewal accounts to support the growth of the AVIXA global membership
Adhere to established processes and workflows related to the sales process and provide input on new processes and workflows for improved
Work with fellow colleagues to prepare and travel to appropriate industry association functions, annual meetings, trade shows, conferences, competing expositions, and in-person client meetings with the purpose of networking, presenting, and selling the value of InfoComm, in-person and virtual events. Provide results activity report after-sales business travel.
To perform this job successfully, an individual must be able to perform each responsibility satisfactorily, including the following:
Possess a dynamic personality and be able to effectively engage and influence a variety of audiences at all levels of a
Effective communication (written and oral) skills and a demonstrated ability to work collaboratively with all levels of internal and external
Focus on relationships, and be able to gain trust through communication, expectation setting, and completion of planned
Business acumen, sound decision-making, analytical and organizational skills in a fast- paced environment, a consultative approach to managing client
Ability to strategically plan and prioritize multiple responsibilities, balancing client deliverables on multiple projects and internal responsibilities.
Demonstrate time management and multitasking skills to handle multiple tasks and clients at once with the ability and versatility to work independently, collaboratively with a team/others within an organization, and be a self-directed problem solver.
Passion about business and always providing ways to improve/grow assigned clients’ engagement.
Must display the willingness to take on additional projects with the growth of InfoComm and AVIXA in person and virtual
Proficiency of Salesforce CRM platform, familiarity with Microsoft Word, Excel, and PowerPoint, experience or knowledge of enterprise systems and databases like Map Your Show.
BA/BS or equivalent work experience in Business Management, Hospitality, Restaurant, and Hotel Management, Public Relations, or a related field strongly preferred.
Minimum of 5 years of proven sales experience in the exhibition or events industry, sponsorship, and/or advertising sales.
The candidate must be experienced with managing a portfolio of accounts generating $2M+ in revenue and have a strong understanding of the exhibitions and events sales process.
Experience in the pro AV industry related to digital signage, conferencing and collaboration, content, production, streaming, and learning technologies is strongly preferred.
Experience with and knowledgeable of floor plan management software (A2Z, Expo CAD, Map Your Show, etc.), ACT, Salesforce, or Microsoft CRM customer relationship database, and Microsoft Office software is preferred.
Ability to adapt easily to a fast-paced environment and align with AVIXA’s core values and tradeshow
Maintain a professional and customer-focused attitude with a strong commitment to providing excellent customer service to the Association’s members/non-members, internal stakeholders, and external vendors
Why You’ll Love Working Here:
AVIXA is a global organization that celebrates diversity of thought, background, demographics, and experience.
The AV industry is truly inspiring, changing how people experience the world.
We’re headquartered in Fairfax, VA but also have a widely distributed team. We recognize that talented people live all over the world.
Our values: Trust, Heart, Courage. No buzzwords here. We take these seriously and live them every day.
Our people: you will be surrounded by some of the most talented, supportive, smart, and thoughtful leaders and teams.
It’s not all about work: generous PTO and holiday time off, flexible working hours, option for a Compressed Work Week (i.e., 9/75 work week, or every other Friday off)
The perks: AVIXA offers comprehensive medical, dental, and vision benefits, 401k plan with company matching, pet insurance, learning and career development opportunities, education assistance, and more!
This description describes the general duties and responsibilities of the position. However, it is not a complete list of duties, and the employee may be required to take on additional duties and responsibilities as required by the needs of the Association or direct supervisor.
EEO Policy Statement: It is the policy of AVIXA to provide equal employment opportunities to all qualified persons, and to recruit, hire, train, promote, and compensate persons in all jobs without regard to age, race, color, religion, sex, national origin, disability, sexual orientation, or any other category protected by law.
AVIXA™ is the Audiovisual and Integrated Experience Association, producer of InfoComm trade shows around the world, co-owner of Integrated Systems Europe, and the international trade association representing the audiovisual industry. Established in 1939, AVIXA has more than 11,400 members, including manufacturers, systems integrators, dealers and distributors, consultants, programmers, live events companies, technology managers, content producers, and multimedia professionals from more than 80 countries. AVIXA members create integrated AV experiences that deliver outcomes for end users. AVIXA is a hub for professional collaboration, information, and community, and the leading resource for AV standards, certification, training, market intelligence and thought leadership. Additional information is available at avixa.org.