APCO International is looking for a dynamic salesperson to fill a recent vacancy. The Corporate Outreach Sales Manager will be responsible for selling non-dues revenue activities, such as exhibit space, advertising, sponsorships, and membership sales. APCO hosts 4 annual events, with the annual conference & expo being the largest with 275-300 exhibiting companies with over 5,400 total attendees. The Sales Manager will work closely with and report to the Director of Corporate Outreach and this position is an in-office position located in Alexandria, Va.

Primary duties and responsibilities:

Sales:

· Sell exhibit space, advertising, memberships, and sponsorships by telephone, email, and in-person meetings for all APCO events and non-dues opportunities.

· Achieve calls goals of a set number of calls and communications per week and maintains appropriate documentation of efforts in the sales database.

· Create sales reports and rolling forecasts.

· Research, generate, and nurture new sales leads.

· Lead, plan, and manage the re-booking sales process, schedule and conduct appointments pre-show and onsite, plan for and manage all on-site sales office requirements and logistics. Lead onsite sales temp help.

· Develop and manage exhibit hall floor plan with Director.

· Assist with the recruitment of exhibitors to participate in additional activities during the annual conference & expo. (i.e. presentation theater, exhibitor raffles, new products zone, etc.).

· Proactively address market trends that could impact business and identify solutions.

· Communicate with internal and external customers and vendors.

· Maintain a working knowledge of the industry.

Marketing:

· Execute sales plan and marketing campaigns with the Director of Corporate Outreach. Utilize past performance data, research, lists, and execute the plan with weekly updates for each APCO activity.

· Assist in the development of marketing collateral for exhibit and sponsorship sales.

· Develop email “Content” for the best-selling messages. Schedule, set up, and edit weekly emails.

· Collect, review and edit all exhibitor data used in conjunction with the final programs, conference brochures, program guide, mobile app, etc.

· Update and maintain assign sections of the annual conference & expo website and “Exhibitor Portal”.

· Work with General Services Contractor in creating, collecting information, and proofing online services manual.

Customer Relations:

· Build and maintain relationships with exhibitors and sponsors.

· Cultivate relationships to increase participation in all APCO events.

· Excellent customer service and professionalism.

Operational Support:

· Support department as necessary.

Travel/Competitive Events:

· Travel to sales meetings.

· Travel to site visits and planning meetings, as necessary.

· Travel to Annual Conference & Expo to execute on-site sales.

· Travel to attend competitive and/or industry events and sales calls.

Administrative:

· Work closely with Corporate Outreach Coordinator to ensure exhibitor and exhibitor deliverables are met.

· Weekly and monthly reporting to include payment status, activity report, exhibitor contract terms, etc.

· Become proficient in sales and exhibit management software. Adding and monitoring exhibitor tasks and follow-up to completion.

· Adequately run reports and lists for budget and reporting needs.

· Ensure all sales contracts have been received and are paid.

· Performs other duties as assigned.

Qualifications:

· Excellent communication skills, both verbal and written.

· Strong negotiation and interpersonal skills.

· Strong presentation skills.

· Experience with floor plan management technology is required.

· Working knowledge of Salesforce.com or other CRM applications.

· Marketing experience a plus.

· Competent in Microsoft Office and Outlook.

· Self-motivated and results-driven.

Education and/or Experience:

· Seeking 5-10+ years of exhibit space and sponsorship sales or sales experience.

· Bachelor’s Degree or level of experience that meets job qualification requirements.

· CEM Certification is preferred.

· Experience in CadmiumCD, a plus.

· Previous success in tradeshow sales (preferably association or technology sector).