Senior Sales Executive (United States)

Summary:

The Senior Sales Executive is responsible for event and media solutions including: exhibit space, sponsorships, listings, Converge, and digital media customers, exhibitors, sponsors, advertisers, and agencies serving the energy industry. The incumbent independently administers and manages the business affairs of the territory and exercises discretion and independent judgment with respect to matters of significance throughout the selling process. The Senior Sales Executive plans and directs the strategy for the territory, evaluates customer needs, customizes designs and structures, integrated events and media solutions on behalf of the Company and its clients. The ideal candidate is consultative, analytical, and a strong negotiator who provides superior service to existing customers while generating new business, building relationships, and closing sales. Because the role involves frequent client presentations, networking events, and trade shows, the Senior Sales Executive must be personable, professional, and capable of acting on the Company's behalf with limited direct supervision.

Essential Functions:

Administrative Responsibilities & Territory Management

The Senior Sales Executive's primary duty is the performance of non-manual, administrative work directly related to the management and general business operations of the Company and its customers, including:

• Independently plan, organize, and administer all sales and business-development activity within an assigned territory, including setting priorities and allocating time, effort, and resources to meet revenue objectives.
• Develop, execute, and continually refine a strategic territory business plan, exercising independent judgment in determining how best to achieve assigned goals.
• Analyze market conditions, customer needs, and competitive activity to formulate account strategies and identify business opportunities within the territory.
• Serve as the Company's authorized representative within the territory, committing the Company's resources and making representations to customers within delegated authority.
• Manage the full sales cycle from prospect identification through close, determining the approach, sequencing, and tactics appropriate to each account across both event and media product lines.
• Maintain and interpret account and pipeline data in the CRM to forecast results, prioritize opportunities, and inform territory and management decisions.

Discretion & Decision-Making Authority in the Selling Process

In carrying out these duties, the Senior Sales Executive customarily and regularly exercises discretion and independent judgment with respect to matters of significance, including:

• Designing and structuring customized, solution-based selling proposals — spanning exhibit space, sponsorships, listings, Converge, and digital advertising — that meet each customer's event and advertising objectives.
• Determining proposal pricing, packaging, and terms within established Company guidelines, and negotiating agreements with customers, exhibitors, sponsors, and advertising agencies.
• Evaluating and selecting which prospects and accounts to pursue based on independent assessment of opportunity, fitness, and revenue potential.
• Formulating recommendations to management on pricing strategy, product positioning, and territory planning, on which the Company relies.
• Resolving customer issues and making commitments on behalf of the Company within the scope of delegated authority.
• Exercising independent judgment in representing the Company's brands and interests at client meetings, networking events, and industry trade shows.

Additional responsibilities include, but are not limited to:

• Meet or exceed established revenue targets across events and media product lines.
• Build and sustain long-lasting relationships with existing and prospective customers.
• Prospect, penetrate, and create new relationships with clients, exhibitors, sponsors, advertisers, and advertising agencies.
• Build customer trust and learn each customer's event marketing and advertising needs, objectives, and goals.
• Create solution-based, integrated proposals spanning exhibit space, sponsorships, listings, Converge, and digital advertising in a timely fashion.
• Collaborate across the organization — including Marketing, Editorial, Production, Operations and Leadership — to align campaign strategy, content, and execution to maximize sales opportunities and deliver integrated solutions to customers.
• Visit customers throughout the year at their locations/offices to maintain relationships and confidence in our brands, company, and solutions.
• Attend sales meetings, key industry events, tradeshows, and training as required.
• Continuously develop market and product knowledge across both events and media offerings to support business development.
• Utilize sales CRM tools to track all pertinent account information and sales progress, and to forecast and prioritize quarterly quota goals.
• Other duties as assigned

Requirements:

• Bachelor's degree and 2+ years of successful sales experience (energy industry a plus).
• Strong self-starter; confident and persuasive presenter of information with a strong work ethic and exceptional analytical skills.
• Strong understanding of event sales — including exhibit space, sponsorships, listings, and Converge, as well as digital media, contemporary marketing strategies, and advertising solutions.
• Ability to overcome customer objections.
• Ability to forecast and close sales.
• Excellent organizational, interpersonal, and time-management skills, as well as written and verbal communication.
• Ability to interact with customers, earn their trust, and close business.
• Ability to work cross-functionally with a wide range of employees with different skill sets in a highly dynamic, rapidly changing environment.
• Creative and enthusiastic, with a fresh perspective and new ideas.
• Able to utilize sales CRM tools such as Salesforce or a comparable program.
• Proficient in Word, Excel, Outlook, PowerPoint, and Salesforce.
• Proven track record in establishing a network of contacts and prospects.
• Demonstrated performance in a commission-based or incentive-based compensation program.

Compensation : 75,000-95,000 base plus $30,000-40,000 commission potential

Physical Demands

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this role. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk, use hands to finger, handle or feel, and reach with hands and arms. While at events/shows, this job may require extensive standing and walking and some pulling and lifting of products, supplies and/or equipment.

Equal Employment

Clarion Events provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, veteran status, disability, or genetics. In addition to federal law requirements, Clarion Events complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has offices. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, and transfer, leaves of absence, compensation, and training.