Account Executive- Glamping Show Americas + Overland Expo

Emerald, a leader in building dynamic market platforms that integrate live events and media, is seeking a motivated sales professional to join our Glamping Show Americas and Overland Expo team as an Account Executive.

The Account Executive owns the full sales cycle and is responsible for prospecting new opportunities, developing leads, building relationships, and closing sales to deliver sponsorship and advertising revenue across two brands. This position will need to partner closely with the event sales teams on both brands to ensure customer needs are met and ensure the sales process for any crossover customers is as efficient as possible. In addition, you’ll support customers to ensure they have a successful experience with us and work closely with the show marketing and operations teams to coordinate sponsorship fulfillment for your accounts.

Our Account Executives are consultative, data-informed, strategic sellers. They are embedded in the industries they support and are consistently innovating our products and approach to meet the evolving needs of our customers. The best candidate for this position will thrive in a collaborative, team-oriented culture with the ability to compromise, cooperate, and drive outcomes that provide mutual success for individual brands and the group as a whole.

Glamping Show Americas is the premiere B2B tradeshow supporting the business of the outdoor hospitality and glamping industry. Reporting to the show director, the account executive is the primary seller on this brand and will be responsible for delivering against assigned revenue targets, supporting our customers on their journey from sale to show.  As the Glamping Show Americas Account Executive, you’ll manage accounts to sell booth space, sponsorships, and advertising for one show annually, and a print and digital publication.

Overland Expo is the premiere B2C consumer event series for the overland and vehicle-based adventure travel enthusiast.  Reporting to the sales director of Overland Expo, the account executive is part of the sales team and is responsible for delivering against assigned revenue targets, supporting our customers on their journey from sale to show.  As an Account Executive, you’ll manage accounts to sell booth space, sponsorships, and advertising for five national shows each year, and a print and digital publication.

This position can be performed from any of our US-based offices or remotely from anywhere within the US.

Responsibilities:

• Sell sponsorships, advertising, and digital products across the Glamping Show Americas and Overland Expo brands to meet new business and retention revenue goals
• Utilize multiple channels to develop new business pipelines, including existing databases, industry networks, social media, and tradeshows
• Effectively use Salesforce CRM to monitor growth and performance, including maintaining customer details and creating accurate forecasts
• Collaborate closely with event sales teams on both brands to continuously analyze the needs of current clients as well as new products and industry trends to identify opportunities for up-selling and cross-selling
• Relay challenges and opportunities to brand teams; collaborate to strategize revenue growth opportunities, solve client issues, and share competitive information
• Deliver proposals fitting the needs of the customer to secure their business
• Attend competitive or industry related events to stay connected with current clients and prospect for new opportunities
• Engage with influential and advocate accounts, and seek out opportunities to gain industry knowledge and understand market complexities.
• Maintain an understanding of functions that interface with sales, including contracts/payments/collections, operations, marketing, CRM and admin functions

Requirements

• Experience selling b2b or b2c events and/or media products across multiple brands
• Active listener and persuasive communicator, with the ability to effectively translate client needs into competitive proposals, negotiate, and close sales with executive-level presentation skills
• Demonstrated ability to learn quickly and proactively identify resources to maintain industry knowledge; knowledge of the kitchen and/or bath design industry is a plus
• Ability to build relationships and collaborate successfully within the sales team as well as with multiple cross functional groups (marketing, editorial, etc.)
• Proactive, independent work style that demonstrates the ability to effectively prioritize, multitask, and identify potential challenge areas with limited oversight
• Experience using Salesforce or a similar CRM dashboard to manage and prioritize work
• Willing and able to travel overnight for up to 15-20% of the time