VIAD

Senior Sales Manager (Exhibition Sales)

Location US-NY-New York | US-MD-Halethorpe | US-NJ-Clifton
Posted Date 2 months ago(12/8/2017 5:34 PM)
Job ID
2017-10172
# Positions
1
Category
Sales
Company
GES

Overview

WE BRING THE “WOW”!

 

ARE YOU READY TO BE A “WOW” MAKER?

 

GES, Global Experience Specialists, is a global event marketing company with over 90 years and 4,000 passionate employees in North America, Europe and the Middle East. We create some of the most incredible events in the world – think traveling entertainment exhibitions, global user groups, sales conferences, holiday extravaganzas and exhibitions of all sizes. From initial strategy to show-stopping audio visual, accommodations to insightful measurement – and every detail in between – we bring brands to life!

 

Our mission is to create memorable event experiences, and we count on our talented employees around the world help us do it. We are looking for team members who can dream up the impossible and deliver it.

 

The Sr. Sales Manager will identify, qualify and close business opportunities from all markets for the Company's products and services. Ensure consistent, profitable growth in sales and revenue.  Identify and implement objectives, strategies and action plans to identify and close short and long-term sales opportunities.  The Sr. Sales Manager will work in partnership with the Operations team to achieve Company revenue and profit goals, objectives and delivery of customer service while maintaining long term relationships with clients, accounts and organizations.

Responsibilities

 

  • Responsible for securing Trade Show / exposition sales and services tailored exclusively to the trade show and event industry.
  • Represents GES to Show Management, Association Executives, Exhibitors, Convention Managers, Convention Bureau Staff, Hotels and Conference Centers and subcontractors creating good will and securing business as well as visit and build existing relationships and understand key market and clients needs.
  • Experience with pricing and ability to drive margins.
  • Understands tradeshow operations with proven ability to positively impact overall company performance at key shows.
  • Prospects for new business by developing targeted solicitation plans for key accounts including any and all potential meeting venues, hotels, associations and corporations with trade show events.  Individual identifies opportunities for cross-selling with other GES lines of business, such as audio-visual and event accommodations
  • Works with GES Account Managers and Sales Managers to coordinate with others within GES for all phases of pre-show, on site and post show project management.
  • Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the Salesforce.com (CRM).
  • Maintains open and ongoing communication with clients to ensure their needs/expectations are consistently met or exceeded on schedule.
  • Creates and conducts GES Capabilities presentations. Prepares RFP responses.
  • Develops creative proposals and presentation materials including, floor plans, rate sheets, artistic renderings, etc. for presentation to current and potential clients.  Negotiates and prepares contracts to secure new business and retain existing business.
  • Proactively provides information to clients to assist in securing future business.
  • Attend, participate and maintain memberships in local and national industry events and organizations to provide maximum exposure for the Company; and meet face to face with clients.
  • Maintains current knowledge of the Tradeshow Industry and our competitors.
  • Assist and fills in for Account Manager when necessary.  Transitions new employees to the GES culture and workforce.
  • Account size and revenue volume - Individual Volume – Normally $4 Million or more; Sells to smaller accounts ($500 thousand or less).
  • Adheres to all company policies, procedures and business ethics codes (CORE Values). Other duties as assigned.

Qualifications

  • Bachelor’s Degree in Hotel/Business Administration, related field or comparable experience.  
  • Minimum five 5 years consultative Sales/Production experience in the Convention Services Industry preferred.  Trade show/Convention/Hospitality Industry experience required.
  • Experience developing targeted solicitation plans to secure key accounts.
  • Strong negotiation skills.  Self-motivated with a positive attitude.
  • Strong oral and written communication skills.  Dynamic, consultative and influential sales communications style.
  • Results oriented individual with proven sales success.
  • Demonstrated proficiency in developing short-term and long term vision and strategy to achieve targeted sales objectives in a fast-paced environment.
  • Strong Presentation Skills.
  • Ability to negotiate sales contracts.
  • Able to problem solve in a positive and creative manner that serves both GES and Client needs.
  • Effective interpersonal skills. The ability to develop outstanding relationships with clients and internal team members at all levels of the company.
  • Good organizational and listening skills.
  • Basic finance skills and the ability to read a P&L sheet.
  • Proficient computer skills to include Microsoft Office Suite.
  • Demonstrated business acumen to understand financial buildup.

Work Environment

Moderate travel required – up to 35%.

 

 

BENEFITS:

Our team members are our family, so we help our team members care for their families. The rewards of joining GES are extensive. We offer a comprehensive benefits package to all full-time employees. Here are some of the highlights:

  • Competitive salaries
  • 401K with company match
  • Healthcare/vision/dental insurance
  • Wellness benefits
  • Career development program
  • Tuition reimbursement program
  • Employee assistance program
  • Vacation time
  • Community involvement opportunities
  • Team activities

And much more……

 

 

 

 

 

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