Motorcycle Industry Council:
Sales Manager, MIC Events Job in Irvine, CA, CA
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Closed
Irvine, CA, CA
Full-time | Sales - Inside, Sales - Outside
About the job
Position Overview
The sales manager oversees exhibit space and sponsorship sales for MIC Events (AIMExpo) and directly manages the account managers. The sales manager also secures new business and increases revenue by connecting with exhibitor prospects in the motorcycle industry via phone calls and face-to-face meetings for his/her individual assigned territory. The account manager secures exhibit space contracts, deposits, payments and assists with customer service while achieving the sales goals in their assigned territory.
Essential Job Functions
• Meet weekly, monthly and annual sales goals and target
• Performance evaluations, vacation approval, training
• Ensure that the sales team achieves the weekly, monthly and annual sales goals and targets
• Comply with MIC Events sales productivity standards which includes the minimum required daily sales calls
• Schedule and conduct face-to-face meetings/sales calls with prospective and current customers as necessary in order to achieve assigned sales goals. Includes travel as necessary
• Develop and consistently follow sales plan with guidance from Show Director
• Bring personal energy, enthusiasm and flair as a member of the sales team
• Develop and maintain relationships with exhibitors while ensuring customer satisfaction and promoting good customer service
• Become a “trusted advisor” to our customers
• Through the use of our survey and research results, understand our customer demographics and use this information to help our exhibitors do a better job reaching their customers
• Develop agenda and oversee weekly sales meetings
• Continuously strive to improve performance and skill sets through training, educational opportunities, etc.
• Constantly seek leads for potential exhibitors from every possible source such as advertisers in other media, internet sources, competitive shows, association members, networking, referrals, etc.
• Become proficient with ACT! And/or NetSuite CRM – every sales conversation to be documented and all information to be completed including recording call history, open opportunity as appropriate, record estimated close date, scheduling activities, proper call results (connected, left message, etc.), update contact information, obtain email address, obtain exhibitor and prospect opt-ins, etc.
• Strive to “live” the market by having a physical presence and spending as much time in the market as needed
• Join relevant professional associations, regularly attend meetings and network with their membership
• Attend all appropriate competitive shows, events, races whenever possible and follow-up on leads immediately
• Share leads with your peers as appropriate and support one another every day
• Understand the positioning of all competitors’ shows and how they relate to our events
• Source sponsorship leads where feasible
• Constantly update your “Top 25 Exhibitor Wish List” – companies we would ideally like to see exhibit in the show
• Follow standard sales procedures, including ensuring that all contracts are signed and space is paid in full prior to moving into the show
• Provide on-site floor management at the show and assist show management with the coordination of the move-in/move-out of the show
• Communicating relevant information upwards and downwards to all team members, vendors, sponsors and relevant show partners
• Perform other duties as assigned
Non-Essential Job Functions
• Bring personal energy, enthusiasm and flair as a member of the sales team
• Strive to “live” the market by having a physical presence and spending as much time in the market as needed
• Follow standard sales procedures, including ensuring that all contracts are signed and space is paid in full prior to moving into the show
• Communicating relevant information upwards and downwards to all team members, vendors, sponsors and relevant show partners
To apply, please submit your cover letter and resume via the Malakye link below.
The sales manager oversees exhibit space and sponsorship sales for MIC Events (AIMExpo) and directly manages the account managers. The sales manager also secures new business and increases revenue by connecting with exhibitor prospects in the motorcycle industry via phone calls and face-to-face meetings for his/her individual assigned territory. The account manager secures exhibit space contracts, deposits, payments and assists with customer service while achieving the sales goals in their assigned territory.
Essential Job Functions
• Meet weekly, monthly and annual sales goals and target
• Performance evaluations, vacation approval, training
• Ensure that the sales team achieves the weekly, monthly and annual sales goals and targets
• Comply with MIC Events sales productivity standards which includes the minimum required daily sales calls
• Schedule and conduct face-to-face meetings/sales calls with prospective and current customers as necessary in order to achieve assigned sales goals. Includes travel as necessary
• Develop and consistently follow sales plan with guidance from Show Director
• Bring personal energy, enthusiasm and flair as a member of the sales team
• Develop and maintain relationships with exhibitors while ensuring customer satisfaction and promoting good customer service
• Become a “trusted advisor” to our customers
• Through the use of our survey and research results, understand our customer demographics and use this information to help our exhibitors do a better job reaching their customers
• Develop agenda and oversee weekly sales meetings
• Continuously strive to improve performance and skill sets through training, educational opportunities, etc.
• Constantly seek leads for potential exhibitors from every possible source such as advertisers in other media, internet sources, competitive shows, association members, networking, referrals, etc.
• Become proficient with ACT! And/or NetSuite CRM – every sales conversation to be documented and all information to be completed including recording call history, open opportunity as appropriate, record estimated close date, scheduling activities, proper call results (connected, left message, etc.), update contact information, obtain email address, obtain exhibitor and prospect opt-ins, etc.
• Strive to “live” the market by having a physical presence and spending as much time in the market as needed
• Join relevant professional associations, regularly attend meetings and network with their membership
• Attend all appropriate competitive shows, events, races whenever possible and follow-up on leads immediately
• Share leads with your peers as appropriate and support one another every day
• Understand the positioning of all competitors’ shows and how they relate to our events
• Source sponsorship leads where feasible
• Constantly update your “Top 25 Exhibitor Wish List” – companies we would ideally like to see exhibit in the show
• Follow standard sales procedures, including ensuring that all contracts are signed and space is paid in full prior to moving into the show
• Provide on-site floor management at the show and assist show management with the coordination of the move-in/move-out of the show
• Communicating relevant information upwards and downwards to all team members, vendors, sponsors and relevant show partners
• Perform other duties as assigned
Non-Essential Job Functions
• Bring personal energy, enthusiasm and flair as a member of the sales team
• Strive to “live” the market by having a physical presence and spending as much time in the market as needed
• Follow standard sales procedures, including ensuring that all contracts are signed and space is paid in full prior to moving into the show
• Communicating relevant information upwards and downwards to all team members, vendors, sponsors and relevant show partners
To apply, please submit your cover letter and resume via the Malakye link below.