The Sales Manager, Corporate Engagement, plays a key role in supporting exhibit and sponsorship sales efforts for assigned events and programs. This position is responsible for prospecting, pipeline development, client relationship management, and sponsorship sales coordination. Working collaboratively with Corporate Engagement, Marketing, Finance, and Meetings teams, this individual will support revenue generation activities, exhibitor and sponsor engagement initiatives.
Primary duties and responsibilities:
- Sell tabletop displays and sponsorship packages for events assigned.
- Conduct outbound prospecting (calls, email campaigns, LinkedIn outreach).
- Assist in developing and executing sales strategies for exhibit space and sponsorships to include new sponsorship ideas and creation of packages.
- Meet and exceed assigned revenue targets.
- Negotiate pricing within approved guidelines and approval from Supervisor as needed.
- Close contracts and secure payment commitments.
- Prospect and manage a pipeline of exhibitors and sponsors, including aviation product manufacturers, consulting firms, technology providers, and other companies aligned with the association’s audience and industry vertically.
- Build and segment prospect lists (by product category, size, prior participation, geography).
- Monitor industry trends, competitor events, and new market entrants.
- Serve as a primary point of contact for exhibitors and sponsors.
- Consult with clients on booth selection, sponsorship opportunities, and event marketing strategies.
- Support renewal campaigns for existing exhibitors and sponsors.
- Conduct post-event follow-up calls to assess ROI and gather feedback.
- Support exhibitor onboarding, logistics, and on-site experience in collaboration with fulfillment team.
- Work with department and Marketing to develop sales collateral and promotional messaging.
- Coordinate with team on exhibitor logistics, floor plan updates, and sponsorship ideas and inventory.
- Review websites.
- Assist in collecting outstanding payments.
- Maintain accurate sales pipeline and reporting using appropriate vehicles.
- Coordinate with Finance on invoices and accounts receivable as needed.
- Perform additional duties as needed to support departmental objectives and organizational goals.
Education, prior work experience, and specialized skills and knowledge:
- Bachelor’s degree preferred
- 3-5 years of experience in exhibit sales, sponsorship sales, or event revenue generation
- Demonstrated success in meeting or exceeding sales goals
- Strong negotiation, communication, and client management skills
- Research and lead-generation capability
- Professional communication skills
- CRM proficiency, experience with iMIS, HubSpot, eShow, or other event management software preferred
- Ability to manage multiple event timelines simultaneously
- Understanding of value-based selling (ROI justification for sponsors and exhibitors)
- CEM designation a plus
Typical physical demands/work environment:
To successfully perform the essential functions of this job, with or without reasonable accommodation, an employee is occasionally required to stand; walk; sit; use hands to grasp objects; reach with hands/arms; balance, stoop, kneel, or crouch; speak or listen; lift and/or carry up to 25 pounds; use close, distance, color, peripheral, depth perception, and focused vision. While performing the duties of this job, the employee is not exposed to weather conditions, and the noise level is moderate.
AAAE is an AA/EOE.
