Description:
This is a remote position working from home. This remote position is responsible for finding new business leads and selling exhibit space via telephone in our Home Shows. Your primary responsibility is to drive top-of-funnel activity by researching, identifying and engaging prospective exhibitors to build a strong pipeline for our sales team. You will work on multiple shows focusing on new business prospecting; we have a strong prospecting database. Eventually selling exhibit space for our premier home shows to businesses in the remodeling, home décor, landscaping and building industries and premier holiday shows to a vendor mix of arts and crafts, holiday decor, food and gifts. We are proud to offer the highest quality home shows and holiday shows in the market. If you are naturally curious, enjoy outreach and research and have a hunter mindset – this is a great opportunity to make an impact and grow within our team!
Key Responsibilities:
- Proactively research, identify and seek out new business leads for multiple home and holiday shows
- Qualify prospective exhibitors and hand off strong leads to the sales team or nurture them through the pipeline as appropriate.
- Sell exhibit space in home show(s) via outbound telephone calls
- Sell add-on advertising/marketing opportunities to your customers
- Make 50-60 sales calls per day to current and prospective clients
- Achieve weekly, monthly and annual lead generation targets and related KPI’s.
- Work in CRM program; every sales conversation to be documented and all information to be complete/detailed
- Develop and maintain relationships with exhibitors; ensure customer satisfaction and provide excellent service
- Through use of our consumer research, understand our attendee demographic and use this information to help sell in the right exhibitors, as well as help our exhibitors do an optimum job reaching their customers
- Constantly seek leads for potential exhibitors from every possible source such as advertisements in other media, internet sources, competitive shows, exhibitors from other Marketplace Events shows, association members, etc.
- Constantly build and maintain sales database utilizing existing processes/guidelines for documenting records
- Attend appropriate competitive shows/events and follow-up on leads immediately
- Source local sponsorship leads
- Understand our show features, marketing/promotional plan and utilize this information
- Attend weekly video chats with manager and team, attend occasional in-person meetings with manager, team and/or clients, and attend annual in-person company meeting
- Provide onsite floor management in-person at select shows and assist show management with the coordination of the move-in/move-out of the show
- Bring personal energy, enthusiasm, and flair as a member of the sales team, willing to put in whatever hours are necessary to get the job done
- Ensure all contracts are signed and space is paid in full on time
- Collection calls as needed
- Travel to company meetings, shows and training
- Other duties as required
Knowledge and Abilities:
- 1-2 years of proven sales experience required, preferably within a telephone-based, inside sales, outbound calling environment
- College/University degree preferred
- Strong knowledge of Microsoft Office is required and experience using CRM systems
- Excellent communication and interpersonal skills including presentation skills required
- Strong organizational skills with the ability to multi-task and meet conflicting deadlines
- Self-starter with ability to work independently and in a team environment
- High level of emotional intelligence and self-awareness and stress management skills
- Experience in events including home shows is a plus!