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 Events & Digital Sales Director send this job to a friend 
Publication or Company ICMI
Job Title Events & Digital Sales Director
Industry Sales/Advertising Sales
Job Duration Full Time
Job Location New York, NY
Job Requirements ICMI is searching for a dynamic, performance driven, and consultative Events & Digital Sales Director who will be responsible for the sales goals aligned with ICMI’s premier events, ACCE and Call Center Demo, and website: icmi.com.

Over the past several years, ICMI has grown its strategic relationships with key industry accounts like Salesforce, Oracle, InContact, Genesys, and others by truly listening to their marketing objectives and creatively aligning existing and new ICMI marketing opportunities to these objectives. This consultative approach has engendered continued follow on business, strong client retention, ‘favored vendor’ status, and of course, revenue growth. We seek to sustain and build upon this growth without skipping a beat with this new hire.

With the growth of the Customer Care/Call Center market, there is also a strong opportunity to increase the number of new accounts benefiting from our deep reach in to the call center management community. The experienced, strategic and intelligent individual who steps in to this role will be expected to grow the number of total accounts served and the depth at which we work with these and our small to medium customers.

As ICMI’s Vendor Sales Director, you will also serve as a manager, coach and mentor to the Account Manager and Sales Support Executive. You will actively drive them to prospect, nurture and close business; provide them with guidance and direction as it relates to their sales goals and pipeline strategy and management; and set in place strong processes for contract fulfillment and client communications.

Interested candidates must be comfortable and have proven experience with event and online sales as well as consultative selling. Qualities that will make you stand out from the rest include being: a proven performer, goal oriented, a respected leader, a creative thinker, highly self motivated, willing to travel, a strong collaborator, a good listener, resourceful, and most importantly: a people person. Apply today if you are up for this challenge!

Your specific responsibilities will include:
1. Strategic sales, ongoing account management, prospecting and planning:
- Actively prospect and work consultatively with clients to craft marketing programs that meet their brand and lead generation objectives.
- Manage account pipeline across business and designate accounts to team accordingly
- Personally deliver on 75% of total budgeted revenue – between both events and online.
2. General team management: Meet with team members regularly to discuss the pipeline, product positioning to clients, customer needs, sales objections, forecast updates, and monitor their performance/identify opportunities for development. To include, but not limited to:
- Monitor sales activity in salesforce.com and ensure reporting is accurate
- Prepare financial updates—rolling forecasts, flash forecasts, quarterly forecasts, and annual budgets – as requested by Brand Director.
- Monitor overall sales process including proposals, sales marketing materials/tools, media kits, presentations and pricing.
- Assign territories and/or vertical areas of focus to sales team members.
- Collaborate with Brand Director to manage commission structure and incentive programs.
3. Report to and collaborate with Global Brand Director and Product Managers to provide sales updates and product development recommendations.
4. Collaborate with events team and marketers to prospect leads and ensure exhibitor and sponsor programs are fulfilled as scoped and contracted.
5. Collaborate with community/online team and marketers to prospect leads and ensure advertiser and sponsor programs are fulfilled as scoped and contracted.

• Bachelor degree with 5-7 years professional sales management experience in event and online sales
• Exceptional and proven ability to identify key sales opportunities and close business.
• Poised and professional leader with excellent relationship-building and written and verbal communication skills
• Solid understanding of business concepts and business reporting and ability to quickly and effectively learn industry-specific terminology and ICMI-specific solutions
• Contact center/Customer service market experience strongly valued
• Strong people management skills
• Ability to succeed in a collaborative, dynamic environment with a distributed workforce

About Our Company The International Customer Management Institute (ICMI), a division of UBM Live, is the leading global provider of comprehensive resources for customer management professionals – from frontline agents to executives – who wish to improve customer experiences and increase efficiencies at every level of the contact center. Since 1985, ICMI has helped more than 50,000 organizations in 167 countries through training, events, certification, consulting, and informational resources. ICMI’s experienced and dedicated team of industry insiders, trainers, and consultants are committed to helping you raise the strategic value of your contact center, optimize your operations and improve your customer service.

UBM Live connects people and creates opportunities for companies across five continents to develop new business, launch new products, meet customers, promote their brands and expand their markets. Through premiere brands such as CPhI, IFSEC, TFM&A, Cruise Shipping Miami, MD&M, the Concrete Show and many others, UBM Live exhibitions, conferences, awards programs, publications, websites and training and certification programs are an integral part of the marketing plans of companies across more than 20 industry sectors.
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