Manager Expo and Trade Show Sales

Key Objective(s)

The Exposition Center Sales Manager’s primary mission is to drive revenue growth by securing high-impact events, forging strategic partnerships, and maximizing the commercial potential of one of the region’s most dynamic venues.

Primary Responsibilities

• Build and maintain a robust pipeline of prospects through proactive outreach, networking, and lead generation.
• Target high-potential clients through industry databases, trade publications, and networking platforms.
• Create outreach campaigns (email, phone, in-person) to convert cold leads into active opportunities.
• Develop customized proposals and presentations that align with client goals and showcase the value of the Exposition Center.
• Cultivate long-term relationships with event planners, producers, agencies, and brand partners to encourage repeat business.
• Establish referral partnerships with event planners, destination marketing organizations (DMOs), hotels, and tourism boards.
• Collaborate with third-party event producers and booking agents to expand reach and secure large-scale activations.
• Serve as the primary point of contact for key accounts, ensuring seamless communication and high client satisfaction.
• Conduct site tours and client meetings to convert interest into confirmed bookings.
• Collaborate with marketing teams to develop promotional campaigns and sales collateral that support lead generation and conversion.
• Represent the Exposition Center at industry trade shows, networking events, and sales missions to increase visibility and attract new clients.
• Analyze sales performance metrics and booking trends to refine strategies and improve outcomes.
• Prepare regular sales forecasts, revenue reports, and pipeline updates for senior leadership.
• Collaborate with finance and operations teams to align sales goals with budget targets and capacity planning.

Desired Qualifications

• Bachelor’s degree in Business, Marketing, Hospitality, or a related field (Master’s a plus).
• 5+ years of proven success in sales, business development, or event sales—preferably in convention centers, large venues, or hospitality.
• Demonstrated track record of meeting or exceeding group sales targets and revenue goals.
• Deep understanding of B2B sales cycles, lead generation, and client relationship management.
• Skilled in developing pricing strategies, negotiating contracts, and closing high-value deals.
• Proficiency with CRM systems (e.g., Salesforce) and sales performance tracking tools.
• Ability to work flexible hours, including evenings and weekends.