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senior manager, exhibit sales

4 months ago

Minneapolis, Minnesota, United States American Academy of Neurology Full time

Great People. Great Mission. Great Benefits.

Join a diverse community of fun, energetic, and dedicated employees and members who are committed to supporting neurologists worldwide in providing exceptional care to their patients. The AAN's vision is to be indispensable to our members, and we continue to embrace our values of Community, Leadership, Well-being and Diversity, Equity, and Inclusion. Together, we pursue our mission to enhance member career fulfillment and promote brain health for all. The AAN, founded in Minneapolis in 1948, supports and represents more than 40,000 neurologists and neuroscience professionals worldwide who provide crucial patient care, seek new cures and treatments for brain disease and work to ensure patient access to the right care. Our headquarters is in the historic Mill District of downtown Minneapolis, and our public policy office is near the action on Capitol Hill in Washington, DC.

POSITION SUMMARY:

The Senior Manager, Exhibit Sales is responsible for managing the conference sales strategy in partnership with the Director, Sales and Industry Relations. This position drives collaboration with internal and external partners in achieving overall conference goals for the Annual Meeting and Conferences. This role and the team surrounding it is accountable for securing over $10 million+ in revenue annually.

ESSENTIAL ACCOUNTABILITIES:

Exhibits and Conference Sales Management

  • Manage onsite logistics for industry offerings across the Annual Meeting and Conferences
  • Manage relationships with external vendors to execute onsite exhibit hall and industry offerings
  • Oversee exhibit hall floor plan and develop innovative ideas, unique experiences, and creative approaches to drive attendee traffic and engagement in the exhibit hall
  • Oversee business meeting requests and fulfillment throughout convention centers and hotels, responsible for over $1 million in meeting suite revenue.
  • Manage and implement optimal strategies to meet timelines and budgets for Annual Meeting and Conferences while managing external vendors and industry partners
  • Collaborate with internal stakeholders including finance, marketing, and senior leadership on development of overall conference plan to incorporate industry partners
  • Oversee registration and housing for industry personnel attending conferences
  • Stay up to date on new trends in sales, exhibit design and virtual event environment
  • Responsible for finding approximately $500,000+ in additional new revenue related to conference sales annually

Advertising, Sponsorship, and Industry Therapeutic Update (ITU) Management

  • Oversee logistics planning for advertising, sponsorships, and ITUs (Product Theaters) including location identification, timeline management, and material review
  • Negotiate directly with vendors to purchase required items, materials, signage, etc. necessary for the successful fulfillment of contracts

Relationship Management and Sales

  • Develop, cultivate, and grow business relationships with key industry decision makers in order to advise them on sales opportunities, create extraordinary experiences to achieve their business goals
  • Advise customers to optimize pricing and budgets to match client and AAN needs while identifying issues and implementing solutions
  • Understand the neurology landscape around AAN's industry partners and their products to stay ahead of trends for future revenue

Team Leadership

  • Provide direct employee supervision which includes the selection, training, performance management, compensation administration, and termination of employees
  • Motivate and support a team of sales professionals, to consistently meet or exceed their sales goals for sponsorships and exhibit space at AAN conferences
  • Cultivate career growth opportunities for direct reports to keep staff engaged

This job description may not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, activities, and responsibilities may change at any time with or without notice.

QUALIFICATIONS:

Education:

  • Bachelor's Degree in Sales, Business, Management or related field is required
  • Certified in Exhibition Management (CEM) is preferred
  • Certified Meeting Planner (CMP) is preferred

Experience:

  • 5 years of experience selling conference and exhibit hall space; demonstrated success in generating $10 million + in revenue as part of a team is required.
  • 3 years of supervisory experience is required; AAN employees may substitute requirement with 3 years leading program teams, project teams, and/or team lead experience
  • Prior experience using a2z software or other related exhibit management software is required
  • Experience using Salesforce is required
  • 3 years of pharmaceutical industry knowledge and experience preferred

Equivalent combination of education and experience beyond the minimum requirement may be substituted for qualification requirements.

Additional Knowledge, Skills and Abilities:

  • Demonstrated experience prospecting, vetting, maintaining accounts and executing sales plan to meet or exceed revenue targets for exhibit space and sponsorship sales is required
  • Demonstrated success in meeting or exceeding team sales goals is required
  • Demonstrated advance oral and written communication skills are required
  • Demonstrated proficiency in MS Office is required
  • Demonstrated ability to work effectively and respectfully with others building relationships to reach a successful outcome is required
  • Demonstrated exceptional attention to detail, accuracy, and record keeping is required
  • Excellent time management skills, ability to deliver when facing multiple projects with tight deadlines are required
  • Ability to handle confidential information is required

ADDITIONAL POSITION INFORMATION:

FLSA Classification: Exempt

Travel Requirements: Some travel required - approximately 10%. Ability to legally travel outside of the United States, particularly but not limited to Canada.

Location: Minneapolis, MN and is identified as primarily remote (ability to work remotely, but required to work in the office as needed or requested)

Schedule: Occasional evenings and weekends required

Physical Requirements: Standard office setting, with the ability to sit, stand, or utilize alternative seating arrangements for long periods of time as needed. Occasional use of stairs or accessibility devices. Regular use of computer and office equipment, with consideration for adaptive technologies as necessary. Lifting requirements of up to 10 lbs., with accommodations provided for individuals with varying physical capabilities. The physical demands outlined above are essential to the successful performance of this job, and reasonable accommodations will be made to enable all individuals, including those with disabilities, to fulfill these essential functions.

If our great people, great mission, and great location weren't enough, we offer great benefits.

  • Twenty-two days of paid personal time off (PTO) in the first year
  • Thirteen paid holidays per year in addition to PTO
  • $250 one-time telework allowance
  • Company contribution equal to 10.5 percent of salary to AAN employee 401K retirement savings account
  • Medical insurance (Both Traditional PPO and HDHP with HSA contribution)
  • Dental insurance
  • Vision insurance
  • Life and AD&D insurance-premiums covered 100 percent by the AAN
  • Long-term disability insurance fully funded-covered 100 percent by the AAN
  • Short-term disability insurance fully funded-covered 100 percent by the AAN
  • ID theft protection
  • Travel insurance
  • Flexible spending plan
  • Computer loan purchase plan
  • Transportation subsidy
  • Wellness offerings
  • On-site workout facility, gender neutral restroom, lactation room, and wellness room
  • Diversity, Equity, and Inclusion training programs
  • Flexible work schedules
  • Mental health resources
  • Reasonable Accommodations

Diversity, Equity, and Inclusion is a commitment of the AAN. The AAN is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability status, sexual orientation, genetic information, or any other characteristic protected by law.

If you need assistance with completing our online application process, and/or require a reasonable accommodation for any part of the hiring process, please contact

American Academy of Neurology
201 Chicago Avenue
Minneapolis, MN 55415



The American Academy of Neurology is an equal opportunity employer.