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Strategic Account Manager, Exposition Events

2 months ago

Fairfax, Virginia, United States AVIXA, Inc Full time
Job Overview

Position Title: Senior Sales Account Executive, Exposition

Employment Status: Exempt

Reporting To: Senior Director, Exposition Sales

Work Flexibility: Hybrid, Remote Options Available

Compensation: Base Salary Range: $88,000 - $95,000, with additional commission opportunities based on performance.

Why Join Us:

  • AVIXA is a worldwide organization that values diverse perspectives and experiences.
  • The audiovisual industry is transformative, enhancing how individuals engage with their surroundings.
  • Our headquarters is located in Fairfax, Virginia, but we embrace a globally distributed workforce.
  • We foster a culture of enjoyment and camaraderie, even in a remote setting.
  • Our core values: Trust, Heart, Courage. We embody these principles daily.
  • Our team comprises talented, supportive, and innovative individuals.
  • We prioritize work-life balance with generous leave policies and flexible schedules.
  • We offer comprehensive benefits, professional development, and educational support.
Position Summary:

The Senior Sales Account Executive for Exposition is tasked with employing a strategic, value-oriented sales methodology with existing exhibitors, sponsors, and potential clients for AVIXA's premier InfoComm US Trade Show. This role emphasizes building robust relationships that balance revenue generation with exceptional service delivery.

Key Responsibilities:
  • Act as the main liaison for clients within the designated territory, ensuring they derive maximum value from our events through a strategic sales approach.
  • Proactively seek new exhibitors and sponsors by conducting thorough research and engaging with prospects at senior levels to cultivate new business opportunities.
  • Collaborate with internal teams to enhance client retention, renewals, and satisfaction by aligning client objectives with tailored solutions.
  • Utilize CRM tools (Salesforce) to maintain accurate records, provide status updates, and manage sales pipelines effectively.
  • Employ sales-enabling technologies to optimize efficiency and visibility throughout the sales process.
  • Work alongside Expo Sales and Marketing to develop customized value propositions for clients.
  • Deliver exceptional customer service and exceed client expectations to ensure satisfaction.
  • Prepare and present impactful client presentations, engaging stakeholders at all organizational levels.
  • Maintain a comprehensive understanding of the pro-AV industry and AVIXA's offerings to effectively address client needs.
  • Assist the Senior Director of Sales in preparation for meetings and client interactions.
  • Contribute to business development by identifying new opportunities within existing accounts and new market entrants.
  • Promote AVIXA enterprise memberships to support the organization's global membership growth.
  • Follow established sales processes and provide feedback for continuous improvement.
  • Participate in industry events and meetings to network and promote the value of InfoComm.
Qualifications:
  • Dynamic personality with the ability to engage and influence diverse audiences.
  • Strong drive for results and effective communication skills.
  • Proven ability to build trust through clear communication and reliable delivery.
  • Solid business acumen and analytical skills in a fast-paced environment.
  • Ability to prioritize multiple responsibilities and manage time effectively.
  • Passionate about enhancing client engagement and driving business growth.
  • Proficient in Salesforce and familiar with Microsoft Office applications.
Education:
  • BA/BS or equivalent experience in Business Management, Hospitality, Public Relations, or a related field is preferred.
Experience:
  • Minimum of 5 years of successful sales experience, particularly in Trade Show and sponsorship sales.
  • Experience managing accounts generating over $2M in revenue and a strong grasp of the exhibitions and events sales cycle.
  • Preferred background in the pro AV industry, including digital signage and collaboration technologies.
Technical Skills:
  • Familiarity with floor plan management software and CRM systems.
Additional Skills:
  • Ability to adapt to a dynamic environment while aligning with AVIXA's core values.
  • Commitment to providing excellent customer service to all stakeholders.
  • Willingness to travel as needed for industry engagements.

This job description outlines the primary duties and responsibilities of the position but is not exhaustive. Additional tasks may be assigned as necessary.

EEO Statement: AVIXA is committed to equal employment opportunities for all qualified individuals, ensuring a diverse and inclusive workplace.