This position will be responsible for developing and maintaining relationships with industry partners in order to introduce them to the marketing and promotional opportunities available through SHAPE America’s National Convention, District Conferences, year-round membership, and advertising opportunities. The dual objectives of this position are 1) generating non-dues revenue through exhibits and advertising sales, as well as the Partners for Active and Healthy Children membership program, and 2) serving as the key fulfillment point of contact to coordinate and manage the deliverables of all new and existing memberships, advertising and exhibit sales. Sales are accomplished through proactive email, telephone and face-to-face communication with both existing and prospective members, exhibitors and advertisers. Serving as a project manager, this position works in close collaboration with team members across all departments of SHAPE America to manage deliverables, timelines and budgets.
Reports to the Vice President, Business Development, Strategic Partnerships & Philanthropy. Provides supervision for the Development Coordinator.
NATURE AND SCOPE OF WORK:
Generate non-dues revenue through Partners for Active and Healthy Children membership, exhibit sales and print and digital advertising to meet and/or exceed budgeted goals (average of $500,000-$550,000 annually)
Work with all departments to become knowledgeable in all SHAPE America programs, initiatives and services that have an advertising or exhibits component in order to effectively and persuasively target the value proposition of our offerings to the right prospective buyer profile
Proactively research and identify new sales prospects through high-volume outbound sales calls, email and in-person communications
Prepare action plans and schedules to identify specific targets and to project number of contacts to be made
Maintain an accurate and robust prospect list for all products/events in iMIS
Prepare presentations, proposals and sales contracts
Collaborate with the Vice President to develop sales strategy and pricing, identify new exhibit and advertising opportunities, enhance Partners for Active and Healthy Children benefits, and inform revenue goals and expense budgets
Provide regular sales updates to the Vice President on sales and pipeline activity
Serves as project manager, liaising with other departments to manage schedules, deadlines and budgets for exhibit sales and advertising initiatives
Serve as first point of contact for all inbound inquiries related to exhibit and advertising sales
Assist the Vice President in managing exhibit operations, including floor plan development, exhibitor communication, vendor selection, service kit development, sales contracts and exhibitor agreements and registration
Serve as exhibits liaison to convention or hotel facility staff, suppliers, security, exhibitors and members during exhibition
Represent SHAPE America at various conferences, meetings and events. Assist at all exhibits events to deliver customer service and retain or increase event investment moving forward
Prepare post-event and year-end reports detailing results and achievement of established exhibit and advertising revenue goals
Steward investment made by SHAPE America partners by conducting debriefs with partner, communicating overall results of exhibitor or advertiser investment
Respond to inquiries with empathy and urgency, and perform active follow-up to ensure customer satisfaction; maintain daily activities in iMIS company records and/or exhibit management software
Stay apprised of SHAPE America activities, policies and services to respond to inquiries from current and prospective partners
Maintain working knowledge of current non-profit advertising, membership and exhibit sales trends
Bachelor’s degree in Business Administration, Marketing, Communications or a related field preferred. Sales experience preferred. A minimum of five years of related work experience. Ability to persuade and influence others is critical. Excellent oral and written communication skills, interpersonal and teamwork skills, and organizational and multi-tasking skills are needed. Computer proficiency in MS Office suite. Experience with iMIS and exhibit management software such as a2z, eShow, Expo Harvestor, etc. or ability to rapidly learn systems.
This position is based in our Reston, VA headquarters. Telework is available on an ad hoc basis. Minimal travel is required for meetings, the National Convention, and/or District Conferences.
Monday – Friday, 37.5 hours per week(Exempt)
SHAPE America is wholly dedicated to recruiting, developing, and retaining a diverse group of talented people. We are committed to provide equal opportunities to all employees and applicants without regard to race, color, religion, gender, national origin, age, disability, sexual orientation, gender identity, or other protected criteria, in accordance with applicable law.
About SHAPE America
SHAPE America, Society of Health and Physical Educators, ( formerly AAHPERD), is a national, non-profit, membership organization. SHAPE America is the largest organization of professionals involved in physical education, physical activity, dance, school health and sport -- all specialties related to achieving an active healthy lifestyle. Our mission is to advance professional practice and promote research related to health and physical education, physical activity, dance and sport by providing members with a comprehensive array of resources, support and programs to help practitioners improve their skills and to further the health and well-being of the American public.