Under the general supervision of the meetings & conventions director, the exhibit and sales manager develops and executes a sales strategy and action plan to increase annual exhibits, sponsorships and ad sales; manages the full-cycle sales process; and ensures sales goals are met.
Develops and executes an annual sales strategy and full-cycle action plan to meet or exceed goals for exhibits, sponsorships and ad sales.
Manages exhibitor prospect lists and actively sells to prospective exhibitors by cold calling, networking, and direct mailings, among other sales techniques.
Manages sponsorship and ad sales prospect list and actively sells to prospective sponsors and advertisers.
Collaborates with the marketing department to prepare and produce exhibitor collateral; collaborates with vendors to coordinate logistics and provide relevant services to exhibitors.
Assists director with the preparation and review of exhibitor and vendor agreements and contracts; assists with conducting competitive bids.
Works with IT and vendors to ensure exhibitor data is acceptable and available from database.
Develops exhibit hall floor plan and exhibitor prospectus.
Attends the convention and manages the on-site sales process; manages the exhibition floor as assigned; oversees set-up and break-down of exhibit hall as assigned; enforces facility and ATSSA rules and regulations; assists exhibitors with questions and resolves issues with tact.
Conducts ongoing research on emerging trends pertaining to exhibits, sponsorships and ad sales and makes recommendations to maximize sales and improve processes.
Frequently engages with exhibitors, sponsors and advertisers to understand their strategies and ROI; makes recommendations for sales structures, bundles and other sales opportunities that increase revenue.
Assists in the development of the department budget and manages relevant budget lines; performs analytics and forecasting to ensure sales goals are being met, conducts revenue collection outreach as needed.
Conducts sales in other areas as they are developed; collaborates with other departments on sales projects; sells M&S memberships as directed.
Other duties as assigned.
Education and Experience- A bachelor’s degree in business, marketing, or communications and at least five years of relevant experience. A combination of considerable experience (7+ years) and education may be accepted in lieu of a bachelor’s degree; considerable sales experience required.
Skills and Knowledge– Proven ability to meet sales goals; knowledge of convention and exhibit hall management; strong communication, editing, organizational, and project management skills; at ease networking with vendors, industry contacts, current exhibitors, and new exhibitors in a way that drives interest in the convention; proven ability to conduct analysis of data and produce useful metrics and information; strong understanding of budget process and forecasting; comfortable working in a variety of software applications; effective in enforcing rules and giving directives in a professional manner; the ability to travel to the convention annually and other meetings as necessary; the ability to stand and/or walk for prolonged periods of time while at convention and to lift boxes up to 50 lbs as needed; and the ability to think, plan, and execute resourcefully both independently and as part of a team.
Preferred Skills – Exhibit booth sales experience; marketing experience; ExpoCAD experience; and database experience; CEM designation.
Telecommuting is allowed.
About American Traffic Safety Services Association
The American Traffic Safety Services Association, an international trade association, is located in Fredericksburg, Va. Since 1969, ATSSA has represented companies and individuals in the traffic control and roadway safety industry. Over 1,600 ATSSA members provide the majority of features, services and devices used to make our nation's roadways safer. These include pavement markings, road signs, work zone traffic control devices, guardrail, and other roadside safety features.