National Account Manager

4 weeks ago

Arlington, Virginia, United States Crossroads Talent Solutions, LLC Full time

Crossroads Talent Solutions, LLC (Crossroads) is a Small Business Administration (SBA) 8a Business Development participant, Department of Veterans Affairs Certified Veteran Owned Small Business (VOSB), and State of Maryland Department of Transportation Minority and Disadvantaged Owned Small Business, with over 20 years of professional experience in the military, government, and the private sectors.

Position Overview

Crossroads is seeking a National Accounts Manager to support one of our clients.

Basic Function of the Position

Achieve and exceed individual sales goal of assigned territory comprised of strategic and non-strategic accounts, with emphasis on strategic accounts. Maintain and grow territory year over year.

Duties and Responsibilities:

  • Sell and maintain exhibit space to companies in assigned territory for all CES events via extensive customer/prospect outreach including calls, letters, emails, in person meetings. A high level of activity is expected at all times.
  • Achieve individual revenue and net square footage goals.
  • Understand the forecasting, pipeline and contracting process.
  • Maintain an accurate pipeline and be well prepared for weekly one-on-one meetings with Director, Business Development
  • Maintain clear, up-to-date records including notes and activities in CRM on all companies within sales territory.
  • Spend at least 50% of time working with Strategic Accounts – understand their various lines of business, departments and subsidiaries; know the structure of the events and/or marketing department from top down (i.e. SVP down to manager); know where budget comes from and their budgeting process; know key stakeholders and decision makers and influencers. Frequent communication with strategic accounts including in person visits and communication of important CES developments. Understand their overall goals and objectives for participating in CES and help bring to fruition.
  • Maintain role as key point-of-contact for strategic customers and develop relationships that go beyond the space sale and CES; understand their relationship with Client – including membership, committees and working groups.
  • Responsible for the overall satisfaction of all accounts in territory and provide excellent customer service. This includes: Pre-Show Preparation Calls, PostShow Calls, Floor Plan Configuration Calls, Collection Calls as well as providing operations/logistical assistance.
  • Responsible for timely payments of all exhibitors in territory
  • Responsible for prospecting and following up on all incoming leads in a timely manner, qualifying and entering into CRM
  • Responsible for working with Promo Ops team and VP of Sales and Business Development to develop sponsorships, write and present proposals.
  • Be a team player with other departments, in providing them pertinent and timely exhibitor issues/news. Provide clinet Membership leads.
  • Further knowledge of industry and personal development by participating in departmental trainings. Self-educate in current trends and key new companies/technologies in the industry.
  • Other duties are required by business needs.

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