Event Sales Manager

Overview

Owned by Naylor Association Solutions, the Digital Summit Series is an annual marketing education conference held in over 12 vibrant U.S. cities. The events feature highly curated, engaging content about the newest and most relevant topics in digital marketing, presented by speakers from many of the most creative companies and innovative brands.

The Event Sales Manager is responsible for managing the sales of Naylor managed event projects to meet and exceed the sales goals of association clients. Primary responsibilities include sales oversight while collaborating with the account management and event team on the development and monitoring of the sales strategy, including implementation, evaluation and reporting on sales strategy, project progression and results.

Responsibilities

Sales management: Plans, develops, organizes, implements, directs and evaluates the sales personnel for Naylor's manages events. Manages and oversees the efficient and effective deployment of Event Sales Team members in order to achieve gross sales goals as outlined by SOW and the account management team. Responsible, in conjunction with the Account managers and Event team, for developing sales strategies and activities to meet and/or exceed assigned sales and other project targets. Directs the training and coaching process to ensure that event reps understand event key selling points and have all of the materials needed to sell the event. Makes suggestions to enhance products or services, as needed, to maximize revenue expectations on assigned projects. Develops and continually refines Sales Team Member performance standards and benchmarks. Implements, evaluates, and measures the sales strategy progress and sales on assigned projects, and recommends adjustments when needed. Analyzes reporting on progress and makes recommendations for improvement. Sets goals and targets for reps; ensures that these targets are in Salesforce. Ensures Sales Team members complies with the use of Salesforce and other systems designed to capture relevant customer feedback and sales. Monitors calls and sales activity and provides timely and accurate reporting and feedback to the Show Managers and others involved with the project. Identifies any issues with sales rep or project performance or direction that may need to be addressed and makes recommendations to Account management and Event team to rectify issues. Works with the Account Manager and Event team regarding decisions related to team size, and the adding and/or removing of sales reps and/or project leaders from the project.

Qualifications

A Bachelor’s degree in Business or related field. 3-5 years of Tradeshow and/or Event related experience in a sales-related role. Familiarity with Tradeshow Industry best practices related to sales policies and procedures. Experience working with trade associations and multiple B2B verticals is a plus. Demonstrated ability to lead a team to achieve revenue goals over multiple business lines/projects. Shows significant financial experience including P/L statements and responsibility for annual budgets. Highly organized with strong attention to detail, exemplary time management and interpersonal skills within a fast paced, evolving environment. Must have experience working in a sales-driven environment. Travel is required. Must be highly computer proficient with experience in Salesforce and MS Office applications. Ability to operate with the highest level of confidentiality and discretion.

Naylor Association Solutions is an equal opportunity employer and is committed to hiring a diverse workforce.