Do you want to apply your exhibit and sponsor sales skills on behalf of a highly respected medical specialty Society? Are you looking for variety and the opportunity to contribute to corporate relations and industry partnerships that further the mission of the Society? Would you like to work with a smart, collaborative, committed team in a fully virtual environment?
If the answer is yes to the above, this position might be right for you!
The American Society of Colon and Rectal Surgeons (ASCRS) is searching for an experienced Sales Manager with 4+ years of successful lead generation experience who has met or exceeded sales targets for sponsorships and exhibits, preferably in a medical or health care association. An eye for accuracy, a passion for follow-through and the curiosity and creativity to pursue new opportunities is essential. We’re looking for a sales management professional who can effectively manage time, prioritize work, and multi-task across competing assignments. Our Sales Manager shifts smoothly between direct problem solving with industry partners, sales strategy, CRM management and creating the reports necessary to understand our progress toward goals. You are extremely organized, a self starter with a strong sense of ownership and accountability, and you have the ability to identify problems and quickly develop solutions that focus on results.
Who is ASCRS?
The American Society of Colon and Rectal Surgeons (ASCRS) and its affiliate, the Research Foundation of the American Society of Colon and Rectal Surgeons, is a vibrant, collegial and highly respected community of health care professionals who have been dedicated to advancing the understanding, prevention and treatment of disorders of the colon, rectum and anus for nearly 125 years. ASCRS represents approximately 4,000 physicians and other health care providers interested in the specialty of colon, rectal and anal surgery. We provide members the opportunity to network and attend educational sessions to hone their skills and expand their contacts. For more information about our organization please visit us at www.fascrs.org
What is the Opportunity?
Reporting to the Director of Corporate Relations and Industry Partnerships, the Sales Manager is responsible for contributing to and executing an annual sales and marketing plan for all aspects of corporate partner engagement and revenue stream growth in line with overall ASCRS strategic goals. The Sales Manager maintains current knowledge of ASCRS and Foundation strategic priorities, events, products, and promotions. The Manager demonstrates understanding and respect for ethical practice, federal and other applicable rules, regulations and guidelines governing industry support in the healthcare sector for CME-accredited organizations.
Key responsibilities for Sales include:
Establish and expand relationships with ASCRS corporate partners and prospective partners through ongoing account management, prospect development, sales calls, and as budgeted, attendance at related industry events and trade shows.
Maintain industry and competitor awareness and understand markets that serve colorectal surgeons. Monitor industry activity to identify trends in sales and marketing activity.
Maintain regular, positive communications with ASCRS department directors to ensure sales efforts are aligned with ASCRS’s mission and strategic plan.
Establish and cultivate a database of qualified sales prospects.
Create and fulfill annual and ongoing opportunities with partners, inclusive of any of the following marketing examples:
Print and digital advertising and sponsorship opportunities.
Sponsorship and exhibit space for ASCRS events.
Sponsorship related to identified Society priorities.
Create data analytic reports to measure effectiveness of various ASCRS corporate partner program offerings, for use in marketing initiatives, program evaluation, and dissemination of ROI to partners.
With the Director Corporate Relations and Industry Partnerships, contribute to and execute an annual sales and marketing plan for all aspects of corporate partner engagement and revenue stream growth.
Recommend sales strategies for improvement based on research and analysis.
Develop and recommend positioning and pricing strategies.
Create integrated sales efforts/packages that increase total revenue.
With the Governance and Grants Manager, collaborate on ideas and leads to generate revenue for the Research Foundation grant program through the sale of sponsorships and with stewardship of existing relationships.
Create promotional campaigns to support sales and marketing plans, and coordinate production and delivery with the Marketing department.
Make recommendations for marketing opportunities for ASCRS’s new Corporate Council, or revisions to existing corporate partner programs.
Provide content for, edit and approve the annual Exhibitor Prospectus, as well as the related advertising, exhibit and sponsorship contract forms.
Provide content and own accountability for advertising and other exhibitor content to be included in the Preliminary and/or Final Conference Programs.
Assist the Director with staffing the Corporate Council as directed.
Manage the annual sponsor recognition awards program.
Participate in budget creation, set annual stretch sales goals, monitor revenue/expense for assigned activities including billing, payment processing and reporting and analysis.
Manage relationships with key vendors
Perform other duties as necessary.
Key responsibilities for Exhibit Sales and Management include:
Coordinate Exhibit Service Provider RFP and selection, and manage exhibitor details, contracts, show floor design, and exhibitor service kit.
Assign booth space for the Annual Meeting and other meetings that offer exhibit opportunities.
Manage event sponsor fulfillment with Project Specialist - Marketing Communications and Corporate Relations.
Coordinate show signage and order miscellaneous show materials working with the Director of Meetings and the Project Specialist - Meetings.
Serve as onsite Exhibits manager, and key contact for exhibitors, Exhibit Service Provider, and venue personnel.
Work with the Project Specialist - Marketing Communications and Corporate Relations to manage all exhibit and sponsor contracts, activities and deliverables.
What qualifications are needed?
BA/BS degree or equivalent experience and at least 4 years of successful lead generation that has met or exceeded sales targets for sponsorships and exhibits preferably in a medical or health care association. The experience we need is typically gained in the areas of business development, non-dues revenue sales, foundation development, and trade show coordination/management. CEM and/or CAE designation a plus.
Proven track record of meeting/exceeding sales goals while highly motivated to maximize program quality and customer satisfaction.
Knowledge and experience in consultative sales for advertising, sponsorship, and exhibit programs, pipeline development, and marketing.
Knowledge of exhibit/trade show management, including management of exhibit service contractor; exhibit floor layout and booth selection/assignment procedures; exhibitor contract management; onsite show management.
Extra credit for foundation development knowledge and experience in soliciting corporate sponsorship and grant funding.
Understanding of the use and application of data analytics for program assessment, promotion, and fulfillment.
Excellent interpersonal, verbal, and written communication skills.
Ability to be respectful, approachable, and team-oriented while building strong working relationships and a positive work environment.
Strong presentation skills and proposal development skills.
Experience working remotely, within a small team environment wearing multiple hats. You are flexible and understand the need to be nimble in a small organization.
Strong collaboration skills across all levels. You possess leadership qualities including empathy and accountability, to form strong relationships with internal and external stakeholders.
Ability to address/resolve issues quickly, using excellent judgement on when to elevate issues to the staff leadership team. A clear, thoughtful manner and “member first” service perspective.
Proficient in the use of Microsoft Office products. Intermediate experience with iMIS or other AMS, including reporting. Sales database management, with iMIS experience a plus. A digital citizen with advanced knowledge of Microsoft Office products particularly Excel, survey platforms, web editing.
Creative and innovative with the ability to work efficiently and meet deadlines. You have a proactive and positive approach to process improvement and learn on the fly.
Ability to travel up to 25 days a year to ASCRS meetings.
What's in it for you?
Virtual office/work at home with one-day-a-week co-work space for staff meetings and collaborative work for staff located in the Chicago area.
Short and long term disability insurance.
Life and AD&D insurance.
401(K) plan with employer match.
Generous PTO, holiday and comp time.
The American Society of Colon and Rectal Surgeons (ASCRS), and the Foundation of the American Society of Colon and Rectal Surgeons is an Equal Opportunity Employer.
About The American Society of Colon and Rectal Surgeons
The American Society of Colon and Rectal Surgeons (ASCRS) and its affiliate, the Research Foundation of the American Society of Colon and Rectal Surgeons, is a vibrant, collegial and highly respected community of health care professionals who have been dedicated to advancing the understanding, prevention and treatment of disorders of the colon, rectum and anus for nearly 125 years. ASCRS represents approximately 4,000 physicians and other health care providers interested in the specialty of colon, rectal and anal surgery. Visit us at www.fascrs.org. Please note that ASCRS is moving from its current association management company to independent status as a direct employer, with a target date of April 1. Candidates should not contact the management company.