Manager of Sales & Exhibitor Services
Tennessee Society of Association Executives, Washington, District of Columbia, us, 20022
Summary
The National Communication Association is looking for a results-driven professional to join our Convention & Meetings team as Manager of Sales & Exhibitor Services. In this role, you'll be responsible for generating new and existing revenue and building strong relationships with exhibitors and sponsors for NCA's Annual Convention. You'll create and execute sales strategies for exhibits, sponsorships, and advertising, ensuring we deliver on every customer commitment. Beyond sales, you'll support convention operations by developing signage, ensuring program quality, and helping with session scheduling. We need someone with proven sales skills, a talent for customer service, and the ability to execute operational details flawlessly.
Primary Responsibilities Revenue Generation & Sales
Develop and implement sales strategies for exhibits (general exhibitors, Graduate School Open House, Career Fair), sponsorships, and advertising
Conduct proactive outreach to prospective and past exhibitors, sponsors, and advertisers to build and maintain relationships
Manage the full sales cycle - from generating leads to finalizing contracts and tracking payments
Design persuasive sales materials, including exhibitor and sponsor prospectuses, marketing pieces, and customized package offerings
Collaborate with the Director to develop pricing structures and partnership packages
Identify new revenue opportunities and creative sponsorship offerings
Conduct post-convention analysis and renewal campaigns
Exhibitor & Sponsor Services
Serve as the primary point of contact for all exhibitor and sponsor customer service (manage 80+ exhibitors annually)
Design exhibit hall floor plans and manage booth assignments for all exhibitor categories
Coordinate with exposition service companies to develop exhibitor kits and handle logistics
Manage all exhibitor communications, including housing, registration, badges, and operational guidelinesli>
Ensure compliance with venue safety regulations and obtain necessary fire marshal approvals
Ensure all sponsorship benefits and contract terms are fulfilled
Coordinate sponsored events and activations
Oversee exhibit hall operations, including setup, customer support, and food & beverage coordination
Manage on-site exhibitor registration and check-in operations
Coordinate security services for exhibit hall operations, including vendor research, RFP process, and on-site management
Conduct post-convention surveys and analyze feedback
Convention Operations Support
Develop and coordinate all convention signage (directional, sponsor recognition, session identification, wayfinding)
Review program and mobile app for accuracy, including verifying sponsor recognition and advertisement placement per contracts and exhibitor information accuracy
Partner with the Convention & Meetings Associate on managing the scheduling of programming in the abstract management system and coordinating ancillary meetings
Participate in site visits with a focus on exhibit space and sponsor opportunities
Provide on-site support during the convention for exhibitor services and operations
Other duties as assigned
Budget & Vendor Management
Negotiate and manage contracts with exhibit-related vendors (drayage, expo services, specialty suppliers)
Track sales revenue, manage invoicing and payment processing
Assist with budget development and monitor expenses
Reconcile post-convention billing
Continuous Improvement
Monitor sales metrics, conversion rates, and retention trends
Research emerging exhibit and sponsorship trends, stay current with industry best practices, and provide strategic recommendations to the Director
Conduct market analysis to identify competitive opportunities and new revenue streams
Suggest process improvements that boost efficiency and enhance the customer experience
Benefits
Competitive salary commensurate with experience
Health, dental, and vision insurance
Retirement savings plan
Opportunities for professional development
Collaborative and inclusive work environment
Work Mode The National Communication Association (NCA) operates in a hybrid work mode; two days in the office and three days at telework. Staff are expected to be in the office on Tuesdays for strategic planning and other ongoing discussions. The position requires travel to the NCA Annual Convention in November and approximately 2-3 additional trips per year for site visits and other annual events. This position will work in the office on Tuesdays and Wednesdays. The work mode is regularly reviewed to meet the association's evolving needs. Such a review may necessitate changing the work mode designation for a position.
How to Apply Several professional profiles may be well-suited to this position. Should your qualifications differ from those described below, but you believe this is the job for you, please do not hesitate to apply by emailing your resume and cover letter to
convention@natcom.org . Please place
Manager of Sales & Exhibitor Services
in the subject line. Applications will be reviewed and interviews conducted on a rolling basis. Interested parties are encouraged to apply as soon as possible.
Required
5+ years of experience
in meeting planning, trade show management, event sales, or association management
Bachelor's degree
in hospitality management, business administration, marketing, communications, or related field
Demonstrated success in B2B sales with a track record of meeting or exceeding revenue targets
Preferred
Certified Meeting Professional (CMP) or similar industry certification is a plus
A strong focus on customer service with excellent relationship management and negotiation abilities
Comfortable using AMS systems, abstract management software (X-CD Technologies preferred), registration platforms, and Microsoft Office Suite
Experience with trade show floor plan design, exhibitor services, sponsorship fulfillment, and exhibit hall logistics (including drayage, shipping, and AV requirements)
Knowledge of exhibit hall safety regulations, venue compliance requirements, fire marshal approval processes, and lead retrieval services
Familiarity with mobile app platforms, digital advertising, and print program production
Solid project management skills with the ability to juggle multiple projects and competing deadlines
Sharp attention to detail, especially when it comes to quality control and contract compliance
Strong communication skills—both written and verbal—and excellent interpersonal abilities
Flexibility to shift priorities based on seasonal demands and the convention timeline
Willing to travel
domestically several times a year for site visits and on-site event support
Professional approach with a positive, solutions-oriented attitude and dedication to creating exceptional customer experiences
#J-18808-Ljbffr
Primary Responsibilities Revenue Generation & Sales
Develop and implement sales strategies for exhibits (general exhibitors, Graduate School Open House, Career Fair), sponsorships, and advertising
Conduct proactive outreach to prospective and past exhibitors, sponsors, and advertisers to build and maintain relationships
Manage the full sales cycle - from generating leads to finalizing contracts and tracking payments
Design persuasive sales materials, including exhibitor and sponsor prospectuses, marketing pieces, and customized package offerings
Collaborate with the Director to develop pricing structures and partnership packages
Identify new revenue opportunities and creative sponsorship offerings
Conduct post-convention analysis and renewal campaigns
Exhibitor & Sponsor Services
Serve as the primary point of contact for all exhibitor and sponsor customer service (manage 80+ exhibitors annually)
Design exhibit hall floor plans and manage booth assignments for all exhibitor categories
Coordinate with exposition service companies to develop exhibitor kits and handle logistics
Manage all exhibitor communications, including housing, registration, badges, and operational guidelinesli>
Ensure compliance with venue safety regulations and obtain necessary fire marshal approvals
Ensure all sponsorship benefits and contract terms are fulfilled
Coordinate sponsored events and activations
Oversee exhibit hall operations, including setup, customer support, and food & beverage coordination
Manage on-site exhibitor registration and check-in operations
Coordinate security services for exhibit hall operations, including vendor research, RFP process, and on-site management
Conduct post-convention surveys and analyze feedback
Convention Operations Support
Develop and coordinate all convention signage (directional, sponsor recognition, session identification, wayfinding)
Review program and mobile app for accuracy, including verifying sponsor recognition and advertisement placement per contracts and exhibitor information accuracy
Partner with the Convention & Meetings Associate on managing the scheduling of programming in the abstract management system and coordinating ancillary meetings
Participate in site visits with a focus on exhibit space and sponsor opportunities
Provide on-site support during the convention for exhibitor services and operations
Other duties as assigned
Budget & Vendor Management
Negotiate and manage contracts with exhibit-related vendors (drayage, expo services, specialty suppliers)
Track sales revenue, manage invoicing and payment processing
Assist with budget development and monitor expenses
Reconcile post-convention billing
Continuous Improvement
Monitor sales metrics, conversion rates, and retention trends
Research emerging exhibit and sponsorship trends, stay current with industry best practices, and provide strategic recommendations to the Director
Conduct market analysis to identify competitive opportunities and new revenue streams
Suggest process improvements that boost efficiency and enhance the customer experience
Benefits
Competitive salary commensurate with experience
Health, dental, and vision insurance
Retirement savings plan
Opportunities for professional development
Collaborative and inclusive work environment
Work Mode The National Communication Association (NCA) operates in a hybrid work mode; two days in the office and three days at telework. Staff are expected to be in the office on Tuesdays for strategic planning and other ongoing discussions. The position requires travel to the NCA Annual Convention in November and approximately 2-3 additional trips per year for site visits and other annual events. This position will work in the office on Tuesdays and Wednesdays. The work mode is regularly reviewed to meet the association's evolving needs. Such a review may necessitate changing the work mode designation for a position.
How to Apply Several professional profiles may be well-suited to this position. Should your qualifications differ from those described below, but you believe this is the job for you, please do not hesitate to apply by emailing your resume and cover letter to
convention@natcom.org . Please place
Manager of Sales & Exhibitor Services
in the subject line. Applications will be reviewed and interviews conducted on a rolling basis. Interested parties are encouraged to apply as soon as possible.
Required
5+ years of experience
in meeting planning, trade show management, event sales, or association management
Bachelor's degree
in hospitality management, business administration, marketing, communications, or related field
Demonstrated success in B2B sales with a track record of meeting or exceeding revenue targets
Preferred
Certified Meeting Professional (CMP) or similar industry certification is a plus
A strong focus on customer service with excellent relationship management and negotiation abilities
Comfortable using AMS systems, abstract management software (X-CD Technologies preferred), registration platforms, and Microsoft Office Suite
Experience with trade show floor plan design, exhibitor services, sponsorship fulfillment, and exhibit hall logistics (including drayage, shipping, and AV requirements)
Knowledge of exhibit hall safety regulations, venue compliance requirements, fire marshal approval processes, and lead retrieval services
Familiarity with mobile app platforms, digital advertising, and print program production
Solid project management skills with the ability to juggle multiple projects and competing deadlines
Sharp attention to detail, especially when it comes to quality control and contract compliance
Strong communication skills—both written and verbal—and excellent interpersonal abilities
Flexibility to shift priorities based on seasonal demands and the convention timeline
Willing to travel
domestically several times a year for site visits and on-site event support
Professional approach with a positive, solutions-oriented attitude and dedication to creating exceptional customer experiences
#J-18808-Ljbffr