Naylor Association Solutions

Account Executive / Event Manager - Inside Sales

US-VA-Tysons Corner | US-CT-Darien
Type
Regular Full-Time

Overview

The Account Executive/Event Manager is responsible for soliciting supplier and buyer companies to participate in (appointment based - 1 to 1) exchange events.  The primary objectives are to assertively prospect/sell event participation to new attendees, foster and maintain relationships with current and past clients; manage client communications; provide continuous assistance and client support before, during, and after each event; and on-site leadership and management of individual events.  This position is primarily an outbound telephone sales role.

 

The Account Executive must work well independently toward personal goals, as well as effectively in a team assigned to a particular event.  Success in this position is measured by overall sales, the ability to generate new sales as well as renew existing clients, and the ability to achieve personal targets.  Other measures may also be used.

Responsibilities

  1. Solicit supplier and buyer companies to participate in exchange events.  Developing new sales and/or renews previous clients, depending on assigned territory.
  2. Initiates sales calls from lead sources to prospective or current clients and documents sales efforts by appropriately using the appropriate call and sales tracking system.
  3. Ensures all sales presentations are made in a manner consistent with sales training, with care taken to be professional, honest and within sales policy guidelines.
  4. Provides rate information and other relevant information to prospective clients to aid in their decision.
  5. Gain industry-specific knowledge for use in prospecting, selling, and networking.
  6. Prospect for new business through various sources including industry and other publications, websites and competitive shows.
  7. Provide accurate sales projections and forecasts.
  8. Maintain and update sales/lead databases.
  9. Work closely with marketing team and management to develop creative sales messages and marketing promotions.
  10. Act as primary point of client support during appointment-setting, travel arrangements, and events
  11. Attend and act as host/hostess during events including actively participating in networking, client support, and general management and production responsibilities.
  12. Function as an integral part of overall event management effort in performing additional support duties as required.
  13. Develop strong relationships with clients and ensure the client is provided continued service before, during, and after each event.
  14. Work independently and with executive management to create strategic plans to achieve revenue goals by generating new sales ideas and researching new markets and trends.
  15. Gains in-depth knowledge about assigned industries, associations and the purpose of assigned events.  Uses the Internet, company marketing and research materials and other resources to increase effectiveness of sales presentations.
  16. Ensures accuracy, timeliness and quality of all online marketing solutions, reports and records.  Works within the system and with sales administration to handle problems in a timely manner.  
  17. Attends the event and assist in problem-solving, customer service, enforcing regulations, and promoting sales for the next event.

Qualifications

  • Prior outbound/inbound phone sales experience required.
  • Bachelor’s degree in a relevant area preferred.  Previous sales experience may be considered in lieu of degree requirements.
  • Prefer a minimum of two years of stable, full-time work history.
  • Successful candidates must have excellent phone and communication skills with the ability to sell at decision-making levels and close deals quickly over the phone. Reasonably strong writing skills also required.
  • High level of self-motivation with a strong work ethic required.
  • Ability to meet and exceed sales goals.
  • Excellent ability in using the Internet and to learn new windows based software programs and systems.  Intermediate proficiency in Microsoft Office.
  • Ability to adhere to and embrace Naylor’s operating values (including operating with honesty and integrity, respect for others and spirit of teamwork.

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