National Account Manager

At SHRM, we are committed to making work, workers and workplaces better through insights-driven policy solutions, learning and development, thought leadership and research. We are shaping the ways employers and employees thrive together. SHRM is empowering our more than 300,000+ members, including HR professionals, business executives, and people managers, to lead as strategic business partners and effective stewards of workplace culture, business productivity, and employee engagement.

Alexandria, VA

SHRM

<em><strong>BETTER WORKPLACES. BETTER WORLD.</strong></em><br /><br />SHRM, the Society for Human Resource Management, creates better workplaces where employers and employees thrive together. As the voice of all things work, workers and the workplace, SHRM is the foremost expert, convener and thought leader on issues impacting today&rsquo;s evolving workplaces. With 300,000+ HR and business executive members in 165 countries, SHRM impacts the lives of more than 115 million workers and families globally.<br /><br />Are you interested in growing your career with us? If so, we encourage you to explore our available career opportunities and join our team at SHRM today!<br /><br />Don&rsquo;t see your dream job? Apply <a href="https://us61.dayforcehcm.com/CandidatePortal/en-US/shrm/Site/EXTERNAL/Posting/View/372" target="_blank" rel="noopener noreferrer">here</a> to join our talent community!<br /><br />To view our Statement of Accessibility, click <a href="https://us60.dayforcehcm.com/CandidatePortal/en-US/shrm/SITE/EXTERNAL/Home/StatementOfAccessibility" target="_blank" title="SHRM Statement of Accessibility" rel="noopener noreferrer">here</a>. https://www.shrm.org/pages/default.aspx

keywords: job description,work environment,strategy,management,customer service,goals,other duties,education & experience,skills,values,physical requirements

Sales

Overview: <br />Responsible for managing various aspects of the exhibits and sponsorship programs at SHRM events. These events bring the SHRM brand to life and provide a platform for member engagement with vendors &ndash; exhibitors and sponsors. Achieve and exceed individual sales goals of assigned events and strategic and non-strategic accounts. Deliver exceptional customer care and execute well-produced logistics and operations.<br /><br /> <p><strong><span style="font-family: Arial; font-size: medium;">Work Environment:<br /><br /></span></strong>Work is regularly performed in a combination of office and conference settings and routinely uses standard office equipment. Travel Required: Moderate 20-30%.</p>
Responsibilities: <br /> <ul> <li><span style="font-family: Arial; font-size: medium;">Manage, sell and maintain exhibit space and sponsorships to companies for assigned event.</span></li> <li><span style="font-family: Arial; font-size: medium;">Work directly with the Director of Exhibits &amp; Sponsorships in developing and executing sales strategies and SHRM marketing materials.</span></li> <li><span style="font-family: Arial; font-size: medium;">Achieve individual revenue and net square footage goals.</span></li> <li><span style="font-family: Arial; font-size: medium;">Utilize effective and accurate forecasting, pipeline management, and contracting process to hit revenue targets.</span></li> <li><span style="font-family: Arial; font-size: medium;">Build and maintain sustainable retention strategies.</span></li> <li><span style="font-family: Arial; font-size: medium;">Manage the signage process with the General Service Contractor pre-show, onsite, and post-event for the SHRM Annual Conference &amp; Exposition.</span></li> <li><span style="font-family: Arial; font-size: medium;">Work directly with the Director of Exhibits &amp; Sponsorships in developing and delivering the sponsorship fulfillment reports from the SHRM Annual Conference &amp; Exposition.</span></li> <li><span style="font-family: Arial; font-size: medium;">Maintain clear, up-to-date records, including notes and activities in CRM on all companies within assigned events.</span></li> <li><span style="font-family: Arial; font-size: medium;">Serve as key point-of-contact for strategic accounts to understand their various lines of business, budgeting process, key stakeholders, and overall goals and objectives for participation in SHRM and help bring to fruition.</span></li> <li><span style="font-family: Arial; font-size: medium;">Participate in all pre and post-show preparation calls, floor plan configuration calls, collection calls, and provide operations/logistical assistance to ensure a premier customer service experience for all accounts in assigned events.</span></li> <li><span style="font-family: Arial; font-size: medium;">Responsible for prospecting, qualifying, and entering leads into Map Your Show/NetSuite, development of sponsorships, writing and presenting proposals, and timely payments.</span></li> <li><span style="font-family: Arial; font-size: medium;">Work directly with the Director of Exhibits &amp; Sponsorships to develop, activate, and manage sponsorships.</span></li> <li><span style="font-family: Arial; font-size: medium;">Work closely with other departments in developing and executing optimal customer experience.</span></li> <li><span style="font-family: Arial; font-size: medium;">Other duties as required by business needs.</span></li> </ul>
Requirements: <br /> <ul> <li><span style="font-family: Arial; font-size: medium;">Bachelor&rsquo;s degree</span></li> <li><span style="font-family: Arial; font-size: medium;">Over 5 years of trade show/exposition experience</span></li> <li><span style="font-family: Arial; font-size: medium;">3-5 years of sales and event management experience preferred</span></li> <li><span style="font-family: Arial; font-size: medium;">Excellent leadership skills. Outstanding communication, interpersonal, and organizational skills required. Excellent telephone manner and written skills essential. Database and PC experience also required. Several travels required.</span></li> <li><span style="font-family: Arial; font-size: medium;">Results-oriented and demonstrated selling skills</span></li> <li><span style="font-family: Arial; font-size: medium;">Customer care/customer experience focused</span></li> <li><span style="font-family: Arial; font-size: medium;">Must be able to work independently, as well as part of a team, and possess a can-do, positive attitude.</span></li> <li><span style="font-family: Arial; font-size: medium;">Demonstrated ability to handle stressful situations and multiple deadline-driven projects and priorities with tact and humility</span></li> <li><span style="font-family: Arial; font-size: medium;">Proficient in MS Word, Excel, PowerPoint, Map Your Show, or basic floor cad systems.</span></li> <li><span style="font-family: Arial; font-size: medium;">Candidates must have a proven commitment to SHRM's six Guiding Principles:</span></li> <ul> <li><span style="font-family: Arial; font-size: medium;">Bold Purpose</span></li> <li><span style="font-family: Arial; font-size: medium;">Excellence &amp; Accountability&nbsp;</span></li> <li><span style="font-family: Arial; font-size: medium;">Flexibility &amp; Agility&nbsp;</span></li> <li><span style="font-family: Arial; font-size: medium;">Smart &amp; Curious&nbsp;</span></li> <li><span style="font-family: Arial; font-size: medium;">Collaborative Openness</span></li> <li><span style="font-family: Arial; font-size: medium;">Push Back to Move Forward&nbsp;</span></li> </ul> </ul> <p><strong><span style="font-family: Arial; font-size: medium;"><br />Certifications:<br /><br /></span></strong></p> <ul> <li><span style="font-family: Arial; font-size: medium;">Certified in Exhibiting Management (CEM) preferred</span></li> </ul> <p><strong><span style="font-family: Arial; font-size: medium;"><br />Physical Requirements:<br /><br /></span></strong></p> <ul> <li><span style="font-family: Arial; font-size: medium;">Must be able to perform essential duties satisfactorily with reasonable accommodations.</span></li> <li><span style="font-family: Arial; font-size: medium;">Work is generally done sitting, talking, hearing, and typing. Visual acuity to use a keyboard, prepare and analyze data and figures; transcribing, viewing a computer terminal; extensive reading.</span></li> </ul> <br /><br />