Now Hiring - Empirical Consulting Solutions - Industry Relations Manager (Exhibit/Sponsorship/Advertising Sales) in Mount Laurel, NJ

Full description of the position

Job Summary

The Industry Relations Manager is responsible for growing sponsorship, exhibit, and advertising revenue for a dedicated portfolio of up to 3-4 nonprofit clients in varied fields and industries, generating $1M+ in collective gross annual sales. In this role, the Industry Relations Manager cultivates and nurtures existing client relationships while identifying new prospects for support. In addition to developing relationships with new industry partners who would benefit from alignment with AH clients, the Industry Relations Manager is also responsible for creating new viable revenue streams and support models; ensuring their financial stability year over year.

The Industry Relations Manager reports directly to the Senior Director of Industry Relations.

Responsibilities:

• Effectively manage and balance a portfolio of up to 3 clients
• Generate non-dues revenue of $1M+ annually
• Oversee and manage all interactions with industry supporter companies
• Create cross-sale promotions and value driven sponsorship benefits packages
• Ability to grow existing sponsorship sales programs in new directions by researching, analyzing and engaging new markets, industry segments/verticals and groups of potential supporters who would find value in being more closely aligned with our client partners, i.e. growing the universe (prospecting and lead generation)
• Maintain and manage a robust sales pipeline according to the financial goals that have been set
• Demonstrate growth and success in up-sell initiatives
• Demonstrate an understanding of competitive landscapes and sales strategies
• Ensure sales best practices are being implemented across the board
• Maintain a consultative, relationship-based approach that creates long-term partnerships for sustainable revenue generation
• Meet and/or exceed quarterly sales targets and stretch goals
• Develop and create effective sales tools and prospectus brochures
• Develop and disseminate monthly sales progress reports and end of year Board reports to AH clients
• Maintain CRM business rules as set forth by the Senior Director and Client Specialist of Industry Relations
• Be a role model for the company culture
• Work and collaborate effectively with other AH departments and client teams
• Provide creative input and become involved in all applicable event related activities; ensuring a positive experience for all sponsors and exhibitors

Measuring Performance:

• Meeting and/or exceeding annual financial sales targets and stretch goals
• Meeting and/or exceeding quarterly sales goals
• Ability to effectively manage a portfolio of up to 3-4 clients contributing gross sales of $1M+ per year
• Ability to think and work in both analytical and creative terms
• New leads generated and pipeline growth (number of qualified prospects in each category)
• Activity volume on new accounts
• Acquisition and retention of accounts
• Conversion Rates, new revenue streams for AH clients
• Sales forecasting and projections for client portfolio

Knowledge, Skills and Training required:

• Strong relationship management and networking skills a must
• 3-5 years minimum sales experience
• Research skills a must
• Strong communication skills a must to include both written and verbal; someone who is not afraid to pick up the phone
• Strong marketing experience and/or knowledge a must
• Ability to work proactively, multi-task, a self-starter
• Ability to work in a fast-paced and changing environment
• Strong computer skills and working knowledge of Excel and Power Point
• Familiarity with CRM tools and/or Salesforce.com helpful
• Strong social media skills
• Positive attitude - likes working with people and brands and can make new contacts easily
• Excellent organizational skills
• Ability to work in a team-oriented environment as well as an independent, creative-thinker
• Eager to take on new projects and grow existing projects to new levels
• Responds well to direction yet doesn’t need to be micro-managed
• Some travel required

Job Type: Full-time

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Commission pay

Work Location: Hybrid remote in Mount Laurel, NJ 08054