Director, Sales

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Position Title: Director, Sales  

Department:  Conventions & Conferences 

Reports to: Vice President, Conventions & Conferences

Position summary:  

This Position will oversee and manage day-to-day sales personnel.  Position will be responsible for overall strategic planning for sales of the BIO Convention.  Position will perform sales functions to increase sales of the BIO International Convention.  The Position will develop and execute short-term and strategic sales plans, strategies, and tactics, develop and create with the help of marketing sales messages and plans, and research and identify growth audiences for the convention. The position will be responsible for exhibit sales strategies, strategic plan development, forecasts and reporting and updates.  Position will have overall budget responsibility for sales reporting to the VP Conventions & Conferences. 

This position will increase exhibit, promotional opportunity and advertising sales through generation of leads and development and expansion of prospect lists, proven sales strategies and tactics the working with marketing to conduct marketing campaigns to prospects. The Director, Sales negotiates pavilion agreements with international and domestic economic development groups and works closely with sponsorship team on sponsorship packages including promotional opportunities. The Director, Sales will also work closely with exhibit operations staff to establish space assignment and procedures for the convention.

 This position also serves on the Conventions & Conferences Director level team for strategy development, team building and staff development.  

Responsibilities: 

  • Establish prospecting database and sales processes.
  • Serve as the staff support to the major customers to include country and state pavilion relationships.
  • Liaison with BIO Sponsorship.
  • Develop promotional opportunities program and sales efforts.
  • Develop strategy for product focus zones and other methods to diversify the exhibition.
  • Research and development to expand exhibit space sales prospecting database, and groups/organizations to partner with to expand both exhibit space sales.
  • Overall budget development, management and oversight for the exhibit sales portions of the BIO Exhibition budget and other conferences as appropriate.
  • Meet and exceed established sales revenue goals.
  • Work with Managing Director, Operations to create efficient exhibit floor plans and cost controls.
  • Management of staff and consultants.
  • Development of staff through goals, objectives and training. 

Requirements: 

The successful candidate will have a solid understanding and knowledge of general integrated sales principles, demonstrated project and budget management skills and will have managed and led a sales team with a proven track record in establishing and meeting sales revenue goals and growth.  They will be an enthusiastic, creative self-starter who can multi-task and thrive in a busy, fast-paced environment.  They must be highly driven and results-oriented.  They must possess strong oral, written and presentation skills.  They must possess strong management skills and be able to work to develop and mentor staff. 

  • At least 10 years of proven sales experience working with trade shows and conventions.  Bachelor’s degree preferred.
  • Excellent communication skills, both written and verbal and presentation skills
  • Highly driven and results-oriented; self-starter
  • Must be customer-service focused
  • Ability to lead a team and work as part of a team and ability to create and alter processes for gained team efficiencies and have excellent project management skills
  • Management of staff of 4 or more

 

 

 

 

 

 

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