Job Description Summary:
The Sponsorship and Exhibit Sales Manager’s (The Manager) primary duty is raising revenue through the sale of sponsorship and exhibit packages for Transportation Research Board (TRB) conferences. Manages sales, associated outreach and/or affiliate activities of TRB. Develops and implements strategies and plans, and reviews meeting history to make appropriate recommendations. Activities include cold calling, email campaigns, market research, promotions, and community outreach. Identifies and analyzes potential market opportunities. Creates and promotes sponsorship packages. Analyzes and develops pricing strategies for products and services. Manages vendor relations. Attends weekly department meeting, sales and exhibitor meetings and conference planning meetings as required.Applies in-depth professional level knowledge to independently solve a full range of complex problems. Has effective and professional communication skills to be able to correspond with people of all job levels. Assignments are broadly defined and require judgment and creativity to complete. Working under minimal supervision and with guidance in only the most complex situations. Incumbent is accountable for the performance and results of exhibit and sponsorship sales and establishes processes and procedures to ensure the effective and efficient operation of assigned functions.
The Technical Activities Division provides a forum for transportation professionals to identify, facilitate, and share research and information related to transportation. The Division carries out activities on behalf of TRB sponsors and the transportation community through a network of nearly 200 standing committees comprising more than 5,000 volunteers.
Job Description:
ESSENTIAL JOB DUTIES:
Establishes a vision and working strategy for sponsorship and exhibit sales activities. Creates, develops, coordinates, and implements strategies for products, and/or services.
Identifies and analyzes potential market opportunities, combining internal analysis with input from and collaboration with internal staff, customers, vendors, associations, etc. Evaluates marketing/sales opportunities to further visibility through trade shows, exhibits, promotions, sponsorships, and other participation.
Sells sponsorships and advertising via cold calling.
Develops, strategizes placement for, and implements marketing/promotional and sales materials such as advertising, brochures, inserts, and direct mail. Creates, distributes, and tracks effectiveness of materials.
Expands and develops new sales channels. Creatively pursues special sales opportunities. Forecasts future revenue streams, estimates levels of sales, and prepares spreadsheets and narratives with analysis of sales operations.
Negotiates and determines pricing for products, fees, etc., considering market trends, income needs, and various discounting methodologies.
Creates and analyzes data and industry trends based on usage, number of purchasers, and external market research information.
Incumbent works a lot on their own and needs to be a motivated self-starter, but also is an integral part of the overall conference team. Incumbent needs to be an effective team player and must help to cultivate a work environment that fosters teamwork. Interprets and ensures consistent application of organizational policies.
Develops and manages day-to-day relationships with vendors, customers, and associations. Ensures adherence to contractual obligations. Evaluates activities of vendors to determine their effectiveness.
Develops, implements, and ensures compliance with department policies and procedures. Maintain knowledge of conference timelines and sponsorship deadlines.
Manages the marketing/sales budget. Monitors expenses, analyzes revenue sources, and ensures budget parameters are met. Provides weekly reports and forecasts for conference revenues.
Provides project management support and analysis. Sets and monitors goals, schedules, and related budgets. Keeps precise records of conversations with all clients, sponsors, and exhibitors.
Maintains an appropriate standard of confidentiality. When handling sensitive information and matters, maintains strict confidence and exercises care to prevent disclosure to others. Accesses confidential information for work-related reasons only, following the policies and procedures of the organization. Ensures that any sensitive information is securely stored, disposed of, and transmitted according to the Institutional guidance. Ensures procedures are in place to maintain and protect confidentiality and to prevent disclosure. Trains and updates staff/team members on these issues periodically.
NONESSENTIAL JOB DUTIES
Related duties and special projects as assigned.
JOB SPECIFICATIONS
Required Knowledge, Skills, and Abilities: Ability to solve problems of substantial variety and complexity. Ability to undertake tasks broad in nature, requiring ingenuity, and originality. Ability to serve as a resource to others in the resolution of complex problems and issues. Ability to operate independently, and exercise significant latitude for independent judgement, discretion, and action. Ability to work successfully in a team environment and form and maintain effective teams. Ability to manage and maintain sensitive information and matters appropriately. Ability to develop relationships with co-workers and employees in other National Academies' departments through effective communication. Excellent communication skills with a proven ability to effectively interact with all levels of employees. Track record of exceeding sales targets. Ability to pitch and close deals effectively. Proficient use of Microsoft Office; use or learn Adobe Acrobat and other technologies.
Minimum Education/Training Requirements: Bachelor's Degree or equivalent knowledge.
Minimum Experience: Six years of related professional experience.
Physical Capabilities: Ability to work at a computer for extended periods of time.
Required Licenses, Certification or Registration: None.
Supervisory Responsibilities/Controls: Reports to Director of Meetings Department. General direction is provided.
Compensation Range: The National Academies of Sciences, Engineering, and Medicine support equity, fairness, and transparency in our compensation programs. An estimated compensation range for this position is $88,450 - $121,620. Compensation offered to the selected candidate will be based on the candidate’s relevant knowledge, skills, and work experience, commensurate with compensation of current employees in comparable positions with similar knowledge, skills, and work experience, and subject to budget parameters. Note it is not typical for a candidate to be hired at the higher end of the range.
This position is a benefits-eligible position. Our Benefits Plan offers competitive and comprehensive benefit options, including medical, dental and vision insurance, life insurance, disability coverage, retirement and savings benefits, leave benefits such as paid holidays and paid personal leave, transportation subsidies, and education assistance. For more information, please click here.
Work Environment: Hybrid Office/Telecommute environment, expected onsite percentage 40%, with occasional travel between National Academies’ facilities and to off-site meeting/sponsor locations.
The National Academies’ Statement on Diversity and Inclusion:
We, the National Academies of Sciences, Engineering, and Medicine (the National Academies), value diversity among our staff, members, volunteers, partners, vendors, and audiences. We recognize that talent is broadly distributed in society and that many perspectives enhance the quality of our work and drive innovation and impact.
We pledge to cultivate a workplace culture and climate that promotes inclusion, belonging, accessibility, and anti-racism; upholds equity; and values the participation of all who are engaged in advancing our mission. By embracing the values of diversity, equity, and inclusion in our programs, institutional policies and practices, and products, we will be able to better advise the nation on the most complex issues facing society and the world.
Equal Opportunity Employer:
It is the policy of the National Academies to recruit, hire, transfer, compensate, and promote people in all job categories and to administer all other personnel actions, terms and conditions of employment in a manner that is consistent with equal employment, and does not discriminate on the basis of race, creed, ethnicity, color, national origin, sex, sexual orientation, gender identity, age, religion, disability, medical condition for which a person has been rehabilitated or cured, marital status, family responsibilities, genetic information, political affiliation, personal appearance, matriculation, unemployment status, veteran status, or any other characteristic protected by applicable laws. It is also the institution's policy to recruit, hire, promote, and provide reasonable accommodation to qualified individuals with disabilities and covered veterans who are otherwise qualified.
Any qualification to be considered equivalent, in lieu of stated minimum, requires the prior approval of the Office of Human Resources.
The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Some functions in this description may be specific to a particular unit of the National Academies and not applicable to other units.
Job Family:
MRKT