Job Details

Description

Responsible for the sale and management of a portfolio of products and services including tradeshows, events, media, sponsorship, and advertising. The Account Representative II will prospect new accounts and renew current accounts equally.

This position plays an integral role in supporting SME's presence and exhibitor relationships for FABTECH, the leading event for metal forming, fabricating, welding, and finishing along with other premier events.

MAJOR FUNCTIONS:

• Promote and sell new and existing exhibitor accounts
• Research and identify new prospect opportunities using technology tools, social media, newsfeeds,
• and other methods.
• Research and identify key contacts within new accounts.
• Cross-sell accounts into additional SME events and up-sell accounts into additional products offerings including sponsorships.
• Provide exceptional customer service to account base.
• Maintain a complete electronic record of sales activity in company CRM system and Salesforce.
• Travel to prospect new customers and service existing customers (to include, but not limited to, SME and competitive events, and customer offices).
• Meet or exceed all sales metrics, as assigned (i.e., call volume, number of meetings, sales revenue, etc.)
• Prepare and present targeted customer proposals
• Prepare for and actively participate in weekly goal setting and goal achieving meetings
• Develop and maintain high level of product, industry, and client knowledge.
• Other duties as assigned.

• Bachelor's degree in Business, or Marketing required, or equivalent related professional experience
• Three or more years sales experience with manufacturing, events or tradeshow organization sales preferred.
• Prior phone sales, direct sales or customer service activities required.
• Self-motivated, competitive, and highly driven to exceed set goals.
• Ability to think strategically to identify, generate, nurture and qualify leads to turn them into sales ready opportunities.
• Aptitude for overcoming objections and effectively communicating value proposition to key decision makers and influencers.
• Proficient in standard Microsoft Office programs including Outlook, Word, Excel and Power Point
• Effective written and verbal communication skills; strong organizational skills
• Experience in manufacturing preferred. Experience working in a fast paced, multi-tasking environment

• Sales and Business Development
• Prospecting and Lead Generation
• Client Relationship Management
• Negotiation and Closing Skills
• Customer Service and Account Retention
• Product and Industry Knowledge
• CRM and Pipeline Management
• Strategic Opportunity Planning

• Normal office environment
• Primary office location: Southfield, MI
• Regular, in-person attendance required
• Travel required (25% - 50%)
• Some exposure to hazards of forklift, trucks, fumes, etc. on-site