Title: Senior Account Manager, Exposition Sales

FLSA Status: Exempt

Supervisor: Sr. Director, Exposition Sales

Alt Work Eligibility: CWW-Y, Telework-Y, Remote-Y 

Level: Base, Commission

Starting base salary range is $88,000-95,000. Individual compensation will be commensurate with the candidate’s experience. Full benefits are available and the position is also eligible for commissions. 

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, Virginia (USA) but also have a widely distributed team. We recognize that talented people live all over the world.
• Our team likes to have fun and enjoy a good meal, even when we’re not together. We also expect everyone to have a strong opinion on whether a hot dog is a sandwich!
• 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 annual leave 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 benefits, learning and career development opportunities, education assistance, and more!

Summary of Position:

The Senior Account Manager, Exposition Sales is responsible for applying a strategic, value-based selling approach with current exhibitors, sponsors, and prospects for AVIXA’s annual InfoComm US Trade Show. The Senior Account Manager is committed to fostering deep relationships that strike a balance between maximizing revenue and providing excellent service.

Major Duties & Responsibilities:

• Serve as the primary point of contact to clients within the assigned territory. Ensure clients drive maximum value from our events via an enhanced strategic and a value-based sales approach
• Fervently prospect for new exhibitors and sponsors by using the following tactics: researching, qualifying, and directly engaging with prospects at the highest levels to establish new business for the InfoComm show
• Partner with internal cross-functional teams to drive client retention, renewals, upsell opportunities, and client satisfaction by matching clients‘ goals and objectives with existing and or bespoke opportunities and exceed customer goals throughout the sales cycle
• Consistently use CRM (Salesforce.Com) following all directives that revolve around data submission, qualitive status updates, recording activity and pipeline management
• Leverage sales-enabling tools including MapYourShow, Bear Analytics, ZoomInfo, Sales Navigator virtual platforms, or other platforms to achieve maximum efficiency and visibility that engender strong sales conversions. 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 needs
• Work with the Senior Director of Sales in preparing for weekly 1:1s and sales meetings, client interaction or other endeavors
• 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 initiative
• Adhere to established processes and workflows related to the sales process and provide input on new processes and workflows for improved efficiencies
• 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

 Qualifications:

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 business
• Exude a high level of “enthusiastic hunger” for results
• Effective communication (written and oral) skills and a demonstrated ability to work collaboratively with all levels of internal and external organizations
• Focus on relationships, and be able to gain trust through communication, expectation- setting, and completion of planned deliverables
• Business acumen, sound decision-making, analytical and organizational skills in a fast- paced environment, with a consultative approach to managing client relationships
• 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
• Passionate 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 events
• Proficiency of Salesforce CRM platform, familiarity with Microsoft Word, Excel, and PowerPoint, experience or knowledge of enterprise systems and databases like Map Your Show

 Education:

• BA/BS or equivalent work experience in Business Management, Hospitality, Restaurant, and Hotel Management, Public Relations, or a related field strongly preferred. 

 Experience Level:

• Minimum of 5 years of proven sales experience and a strong track record of Trade Show and related sponsorship selling
• 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

Technical Skills:

• Experience with and knowledge of floor plan management software (A2Z, Expo CAD, Map Your Show, etc.), Salesforce, Microsoft CRM customer relationship database, and Microsoft Office software

Other skills:

• Ability to adapt easily to a fast-paced environment and align with AVIXA’s core values and tradeshow strategy
• 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
• Ability to travel 10-15% of the time, including international

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.