Commercial Director, Exhibitor Sales

Position Purpose
The Commercial Director, Exhibitor Sales generates new revenue and drives growth through the identification and engagement of prospective sponsors through (a) prospecting, lead generation, cold calling, and scheduling phone presentations (with BDR support) (b) identifying companies who see value in our IT & HR Conferences, Audiences, and Analysts through research and discovery with Marketing Executives, Field Marketers, & Event Marketers, (c) delivering against set meeting and revenue goals and metrics, (d) ensuring a successful handoff and onboarding with the Account Management team.

Duties & Responsibilities

• Proactively manage sponsors by coordinating with Partner Success Managers to schedule onboarding, planning & logistics, pre-event preparation, onsite delivery, post-event feedback, and renewal conversations to ensure alignment and ensure sponsor success at our events.
• Work marketing leads and conducts coordinated cross-channel outreach into your assigned territory to book sales presentations with prospective sponsors.
• Grow revenue by actively identifying referrals through personal, professional and client networks as well as pursue sales opportunities with former clients when they move to a new company.
• Identify cross-selling opportunities within our events calendar.
• Solicit feedback and testimonials from current accounts.
• Record client details and account notes in CRM system. Follow internal reporting processes.

The
Vendor Services
division (formally known as SoftwareReviews), specifically engages and sells services to technology providers. These services relate to 3 key product lines that drive revenue for the business.

• Vendor Advisory Memberships enable vendors to gain access to both Info-Tech analysts and marketing analysts to help better understand their market and buyers, build better products, and accelerate their G2M initiatives. Info-Tech is uniquely poised to support vendor members across these areas based on our years of experience supporting IT buyers in making the right technology decisions. Our members also get access to a team of G2M analysts who write research and delivery advisory services in a similar way to both ITRG and Mclean, tactical, practical research and guidance however, the research is centered around core marketing processes and projects.
• Marketing Assets & Sales Enablement Material enables vendors to position their products to prospects, we allow vendors to license the data that is collected through the SoftwareReviews platform and turn it into various reports, infographics, social media tiles, and other marketing friendly assets. We also allow vendors to license analyst research or have analysts participate in thought leadership webinars and speaking sessions.
• Event Sales: the vendor floor is an essential part of both our Live and Signature events as they help cover the cost of the vent, but also give our members the opportunity to speak to leading technology vendors in a number of different technology domains. To support this function, we sell opportunities for technology providers to become exhibitors, to purchase speaking sessions at Live, and to purchase branding opportunities.

Education & Experience

• Post-Secondary Degree
• 3 year experience in a customer service/sales/corporate sponsorships role

Skills

• Intellectual agility and curiosity: Willingness to continually learn about the product and customer and use that knowledge adeptly in demonstrating and articulating ITRG's value proposition.
• Excellent communication and selling skills: Ability to communicate internally and externally with senior executives in a clear, compelling, and concise manner.
• Active listening skills: Ability to listen and respond to a customer in a manner that improves mutual understanding.
• Organizational/time management skills: Ability and discipline to effectively manage a series of diverse and complex call-booking and tracking activities with on-going re-prioritization and focus.
• Persistence and resilience: Demonstrate consistent tenacity in managing the appointment booking process and successfully overcomes setbacks and disappointments; uses creativity and innovation to address challenges and obstacles with a solutions-oriented focus.
• Business acumen: Uses knowledge of the business environment and IT to engage customers, preferred.
• Self-awareness: Self-motivated with an awareness and understanding of one's strengths and areas of development, preferred.

Info-Tech Research Group of companies
is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.