Crossroads Talent Solutions, LLC (Crossroads) is a Small Business Administration (SBA) 8a Business Development participant, Department of Veterans Affairs Certified Veteran Owned Small Business (VOSB), and State of Maryland Department of Transportation Minority and Disadvantaged Owned Small Business, with over 20 years of professional experience in the military, government, and the private sectors.
Position Overview
Crossroads is seeking a National Accounts Manager to support one of our clients.
Basic Function of the Position
Achieve and exceed individual sales goal of assigned
territory comprised of strategic and non-strategic accounts, with emphasis on strategic
accounts. Maintain and grow territory year over year.
Duties and Responsibilities:
-Sell and maintain exhibit space to companies in assigned territory for all CES events
via extensive customer/prospect outreach including calls, letters, emails, in
person meetings. A high level of activity is expected at all times.
-Achieve individual revenue and net square footage goals.
-Understand the forecasting, pipeline and contracting process.
-Maintain an accurate pipeline and be well prepared for weekly o ne-on-one
meetings with Director, Business Development
-Maintain clear, up-to-date records including notes and activities in CRM on all
companies within sales territory.
-Spend at least 50% of time working with Strategic Accounts – understand their
various lines of business, departments and subsidiaries; know the structure of
the events and/or marketing department from top down (i.e. SVP down to
manager); know where budget comes from and their budgeting process; know
key stakeholders and decision makers and influencers. Frequent communication
with strategic accounts including in person visits and communication of
important CES developments. Understand their overall goals and objectives for
participating in CES and help bring to fruition.
-Maintain role as key point-of-contact for strategic customers and develop
relationships that go beyond the space sale and CES; understand their relationship
with Client – including membership, committees and working groups.
-Responsible for the overall satisfaction of all accounts in territory and provide
excellent customer service. This includes: Pre-Show Preparation Calls, PostShow Calls, Floor Plan Configuration Calls, Collection Calls as well as providing
operations/logistical assistance.
-Responsible for timely payments of all exhibitors in territory
-Responsible for prospecting and following up on all incoming leads in a timely
manner, qualifying and entering into CRM
-Responsible for working with Promo Ops team and VP of Sales and Business
Development to develop sponsorships, write and present proposals.
-Be a team player with other departments, in providing them pertinent and timely
exhibitor issues/news. Provide clinet Membership leads.
-Further knowledge of industry and personal development by participating in
departmental trainings. Self-educate in current trends and key new
companies/technologies in the industry.
-Other duties are required by business needs.
Work Experience
-This position requires 7+ years’ field sales experience, preferably in trade shows or
technology related area.
-Track record of hitting (preferably exceeding) individual quota
-Experience managing a territory, including pipeline and forecasting management.
-Experience working with 25+ strategic accounts simultaneously including knowing
the structure (people and titles) of events and/or marketing departments; their
budgeting process; decision makers and influencers (people and departments); goals
and objectives of customer; securing, preparing for and leading in meetings (in person
and con calls); troubleshooting and saving accounts
-Proven experience selling sponsorship opportunities including writing and presenting
proposals.
-Demonstrated success putting together territory plans and strategic account plans.
Education/Training
-An undergraduate degree in Business, Marketing or related area required.
Skills/Capabilities/Technical
-Must be able to work independently as well as part of a team and possess a can-do,
positive attitude.
-Experience using Salesforce or another CRM, including creating and running custom
reports
-Computer literacy is essential.
-Superior oral and written communication skills required.
Additional Information
-This position requires overtime and travel to strategic accounts
located in the assigned geographic territory.
Crossroads Talent Solutions, LLC is a Veteran friendly employer and provides equal employment opportunity (EEO) to all employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability status, genetic information, marital status, ancestry, protected veteran status, or any other characteristic protected by applicable federal, state, and local laws.
Equal Opportunity Employer/Veteran/Disable