This position is responsible for managing client relationships and engaging supplier and buyer companies to participate in exchange events. This position conducts outreach to existing and future clients and is responsible for implementing strategies to attract new supplier and buyer companies; qualifying and soliciting prospective companies; communicating the terms of the contract and ensuring adherence to those terms. The Event Manager works independently toward assigned and personal goals to meet revenue targets, also works effectively in a team assigned to a particular event. Success in this position is measured by overall sales, the ability to generate new sales, renew and manage relationships with existing clients, and the ability to achieve personal and assigned show revenue targets. Other measures may also be used.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.
Build relationships and conduct outreach to supplier and buyer companies to participate in exchange events. Developing new sales and/or renews previous clients, depending on assigned territory.
Manages, nurtures, builds and retains existing client relationships.
Initiates client/prospect calls, contacts and conversations from lead sources to prospective or current clients, and documents sales efforts by appropriately using the call and sales tracking system.
Ensures all client presentations are made in a manner consistent with training, with care taken to be professional, honest and within sales policy guidelines.
Provides rate information and other relevant information to prospective and existing clients to aid in their decision.
Maintains up-to-date sales records according to corporate policy.
Gains in-depth knowledge about assigned industries, associations and the purpose of assigned events. Uses the Internet, company marketing and research materials and other resources to increase effectiveness of sales presentations.
Ensures accuracy, timeliness and quality of all online marketing solutions, reports and records. Works within the system and with sales administration to handle problems in a timely manner.
Attends assigned events and assist in problem-solving, customer service, enforcing regulations, and promoting sales for the next event.
Bachelor’s degree in a relevant area preferred. Previous sales experience may be considered in lieu of degree requirements.
Industry knowledge preferred, specific to the assigned events
Prior B2B sales, business development and client management experience preferred.
Prefer a minimum of two years of stable, full-time work history.
Successful candidates must have excellent phone and communication skills with the ability to sell at decision-making levels and close deals quickly over the phone. Reasonably strong writing skills also required.
High level of self-motivation with a strong work ethic required.
Ability to meet and exceed sales and revenue goals.
Excellent ability in using the Internet and to learn new windows based software programs and systems. Intermediate proficiency in Microsoft Office.
Ability to adhere to and embrace Naylor’s operating values (including operating with honesty and integrity, respect for others and spirit of teamwork.
About Naylor Association Solutions
Naylor Association Solutions helps 1,800+ professional and trade associations across North America drive non-dues revenue and engage members through integrated solutions for:Print & digital mediaEvent managementMarketing and researchCareer servicesAdvertising, sponsorship & exhibit salesContent strategy solutionsAssociation management softwareOnline learning solutionsAssociation management servicesCareers with Naylor offer opportunities to grow, a professional and challenging work environment, and competitive pay and benefits. We support our employees with comprehensive training, ongoing coaching, and constructive feedback. With an ever-growing portfolio of products and services, and more than 450 employees across six offices in Gainesville, FL, Atlanta, GA, McLean, VA, Hunt Valley, MD, Schaumburg, IL, and Winnipeg, Manitoba, there are abundant opportunities to be a successful member of the Naylor family.