The Exhibit Sales Manager is responsible for working with the Director of Conferences and Events in developing and executing sales strategies relating to exhibit sales at IANA’s annual Intermodal EXPO and advertising for IANA’s EXPO Program Guide. This position is also liaison to exhibitors and is responsible for management of exhibitors and the tradeshow floor.
Base salary $60-65,000 plus commission and generous benefit package, including 90% of medical and dental covered by Association and 401K.
Nature and Scope of Position:
In general, the Exhibit Sales Manager is responsible for:
Sales and Advertising
In coordination with the Director of Conferences and Events, develops and executes a strategic plan and related tactics to achieve sales and advertising goals in the following program areas:
Intermodal EXPO Exhibit Sales.
Intermodal EXPO Program Guide Advertising.
Works with the Marketing & Communications Department in the development and communication of materials and assets/collateral in support of strategy and tactical execution.
Works with Marketing and Communications Department to coordinate advertising plans according to agreed-upon schedules, budgets, channels, and other parameters.
Proposes advertising ideas and plans for prospective exhibitors, presenting multiple options to discuss and develop further.
Concurrently manages multiple accounts, deadlines, and ideas.
Develops, implements, and tracks key performance indicators (KPIs) to measure the effectiveness of exhibit sales and advertising campaigns; applies this data to suggest appropriate next steps for current and future campaigns.
EXPO Exhibits Management
Works collaboratively with the Director, Conferences and Events in the development and execution of EXPO Exhibit-related plans.
Provides exhibitor relations and management throughout the year and on-site at Intermodal EXPO.
Works with the Director of Conferences and Events in developing the annual budgets for areas of responsibility and managing those budgets.
Builds and maintains strong, long-lasting, exhibitor and customer relationships.
Builds and maintains strong relationships with various exhibit-related vendors (i.e., general service contractor, Convention Centers).
Secures participants for Supplier Showcase which occurs during the one-hour Networking Reception at the Business Meeting in May. Traditionally, there are have 15 – 16 members from the supplier division showcase their product or service on tabletops that are stationed around the outside of the room.
Works with the Director, Conferences and Events to develop marking plan and collateral for Supplier Showcase recruitment.
The incumbent in this position will:
Develop and improve internal systems and processes to execute on the strategic plan and tactics.
Effectively communicate value propositions through proposals, presentations and other communications vehicles.
Be willing to learn the intermodal industry, competing organizations and exhibitions, association landscapes and trends with regards to exhibit sales and advertising vehicles and strategies.
Execute tasks with discretion and independent judgement.
Provide professional advice, creativity, recommendations and ideas to enhance exhibitor and customer experiences.
Display creativity and stay current on trade show trends with regards to driving floor traffic and enhancing exhibitor satisfaction.
Be proactive, innovative and detail-oriented with the ability to multi-task effectively.
Exhibit independent thought and sound reasoning.
Work Experience and Qualifications:
Undergraduate degree required.
6+years of demonstrable exhibit sales experience, meeting or exceeding targets.
6+ years of experience in exhibit management.
CEM designation preferred, but not required.
Comparable record of sales leadership experience required. Excellent sales and customer service skills with proven negotiation skills.
Ability to communicate, present and influence decision makers. Demonstrable ability to drive the sales process from plan to close.
Demonstrable ability to articulate value propositions and the distinct aspects of exhibiting and advertising.
Demonstrable experience in developing customer-focused, differentiated and achievable solutions.
Excellent listening, negotiation, interpersonal and presentation skills.
Excellent verbal and written communications skills.
Must be self-directed and highly motivated.
Proficiency in Microsoft Word, Excel, PowerPoint, Adobe, and the Internet.
Working knowledge of database management (e.g., Netforum) or association management software tools is a plus.
Working knowledge of a CRM (e.g., Salesforce) preferred, but not required.
Knowledge of the transportation industry a plus.
The incumbent will be required to travel 5 – 10% a year.
The individual also will often be required to move/reposition boxes so must be able to lift to 25 lbs.
Stationary standing for extended periods is possible as is frequent movement throughout large event venues.
Incumbent may be asked to perform other duties as required by business needs.
Telecommuting is allowed.
About Intermodal Association of North America
The Intermodal Association of North America (IANA) is a trade association representing 1000+ companies that transport over 90% of our country’s imports and exports. IANA is interested in smart, talented and committed individuals who are looking for career opportunities at a unique and dynamic trade association. IANA has a singular purpose, to keep intermodal freight transportation constantly moving forward. To do so, the association needs the engagement of diverse talent.Do you want to support business goals set with a greater mission in mind? IANA is the face — and voice — of the intermodal freight community. Our mission is to promote the growth of efficient intermodal freight transportation through innovation, education and dialogue. Add your talent to IANA’s value-added services, including industry data and information delivery that facilitates business processes and enable transactions in the areas of environmental initiatives, risk management, safety and security.