VIAD Sales Manager (Exhibition Sales) in Aurora, Colorado
GES, Global Experience Specialists, is a global event marketing company with over a 90 year history and 3,000 passionate employees in North America, Europe and the Middle East. We connect people through exhibitions and live events by creating exciting, compelling face-to-face marketing experiences. GES offers flawless execution and superior experiential marketing services that excite and engage.
The Sales Manager will identify, qualify and close business opportunities from all markets for the Company’s product 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 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.
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 and Convention Managers
Develop relationships with Convention Bureau Staff, Hotels and Conference Centers and subcontractors to generate leads and position GES as a trusted partner
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.
Individually 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.
Develops revenue summaries of new GES tradeshows and communicates forecast with GES finance team
Assist and fills in for Account Manager when necessary.
Transitions new employees to the GES culture and workforce
Adheres to all company policies, procedures and business ethics codes (CORE Values)
Account size and revenue volume
Individual Volume – Normally $500 thousand or more
Sells to smaller accounts ($500 thousand or less)
Other duties as assigned
Bachelor’s degree in Hotel/Business Administration, related field or comparable experience
Three (3+) years consultative Sales/Production experience in the Convention Services Industry preferred
Exhibition Industry experience a plus
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
Professional attire-Business professional and Business Casual
Ability to negotiate sales contracts
Able to problem solve in a positive and creative manner that serves both GES and Client needs
Ability to courageously fire ahead and self-navigate through a large company to explore and consult with many professionals to develop custom client solutions
Ability to manage multiple projects and events at various stages of development
Effective interpersonal skills. The ability to develop outstanding relationships with clients and internal team members at all levels of the company.
Proficient computer skills to include Microsoft Office Suite
Moderate travel required – up to 35%
Available to work nights, weekends, and at event locations
Require a flexible work schedule as events occasionally run on weekends and evenings
Work will be required in both an office and show floor setting.
Show Floor conditions can include a somewhat crowded or noisy area where there may be mild discomfort due to temperature, dust or other conditions
Equal Opportunity Employer, including vets and disability
Job ID # (iCIMS): 2017-9063
External Company Name: VIAD Corp.
External Company URL: http://www.viad.com/