Exhibit & Sponsorship Sales Manager

Optica is recruiting for an Exhibit & Sponsorship Sales Manager. This position is an integral part of the sales team. The Sales Manager has responsibility for selling print and digital advertising for Optica’s OPN Magazine, as well as responsibility for selling exhibit space and sponsorships for Optica’s Congresses and Topical Meetings, CLEO (the Conference on Lasers and Electro-Optics), FiO (Optica’s annual conference, Frontiers in Optics), and OFC (Optical Fiber Communication) Conference and Exhibition. The sales manager must take the initiative, ownership, and strong sales management and administrative skills to succeed. They will be assigned as Project Lead on behalf of a segment of the meetings and exhibitions portfolio each year. As Project Lead, the sales manager will need to provide weekly sales and financial reports in Excel and Google Sheets for each event. The sales manager will need to be an effective communicator and build strong relationships between Optica and optics and photonics companies. The Sales Manager will need to communicate regularly with prospects by phone, email, and videoconference, document the interactions and maintain the client records. The main goal in this position is to meet or exceed revenue goals.

Primary Responsibilities:

• Sales lead on assigned exhibitions and meetings. Responsible for managing sales budget, sales goals and administrative responsibilities related to maximizing sales pre-show, on-site and post-show.
• Manages each day effectively to efficiently and proactively manages their calendar to maximize daily responsibilities (including sales calls, administrative duties, and meetings)
• Make high volume outbound sales calls daily to domestic and global clients.
• Manage sales leads by tracking and following up on sales promptly.
• Initiate conference calls and meetings (pref. in Outlook calendar and Zoom) with current and potential clients to determine sales and marketing objectives, budget, and timing.
• Proactively research and identify new sales prospects, always having a top prospect list readily available
• Maintain an accurate and robust prospect list for all projects to include past participants and use competitive publications, websites and trade shows to identify and communicate with new prospects.
• Utilize CRM system to track efforts (including notes and opportunities), update contact details, and create accurate sales projections.
• Collaborate with Director, Exhibit, and Sponsorship Sales to draft and email prospects.
• Create insertion orders for advertising sales and communicate sales to the advertising team.
• Regularly update and utilize the shared Advertising Sales Report and Production Schedules.
• Participate in weekly Advertising Meetings to offer sales updates.
• Provide regular sales updates to the Director, Exhibition and Sponsorship Sales, on sales and pipeline activity at weekly meetings and through maintaining renewal reports.
• Write copy and execute outbound e-blasts and mailings.
• Review and email completed exhibit space and sponsorship contracts to the Sales Administrative Coordinator.
• Regularly maintain and update the exhibit sales pages using web content software.
• Regularly maintain and update the Expocad or Map Your Show exhibit floor plans.
• Maintain regular contact with committee members to leverage personal connections to maximize potential exhibitor and sponsor revenue.
• Actively and collaboratively participate in regularly scheduled individual, departmental, and organizational team meetings.
• Reports to the Director, Exhibit and Sponsorship Sales for meeting and exceeding revenue goals.
• Perform other special assignments as directed by the Director, Exhibition and Sponsorship Sales or another senior department leadership
• Ability to problem solve and provide stewardship of association meetings.

Education and Experience

• College degree required
• Minimum of three to five years of sales experience, preferably event/tradeshow experience (advertising sales is helpful)
• Management position; does not supervise staff
• Association and/or optics industry experience preferred

Skills and Abilities:

• Experience and proven track record in effective follow-up and negotiation skills, specifically related to working within established product prices and closing sales to maximize customer decision-making.
• A self-starter with a high level of initiative and attention to detail is required.
• Required proficiency in Microsoft Word, Excel, Outlook, PowerPoint; Google Sheets and Docs; and Zoom.
• Proficiency with contact relationship management (CRM) software, preferably ACT or SalesForce.
• Experience with preparing email blasts, writing copy, and creating hyperlinks to web content.
• Experience with NetForum or other association management software systems.
• Familiarity with web content management software.
• Prefer experience with Expocad or other exhibit floor plan space-draw programs.
• Ability to type quickly and accurately.
• Positive attitude with a willingness to learn
• Strong interpersonal and customer oral, written and presentation skills.
• Ability to focus effectively on multiple tasks at all times.
• Works well and efficiently under pressure.
• Ability to meet deadlines.
• Ability to travel required. (Sales Manager travels 3 – 4 times on average/per year)

Located in the Dupont Circle neighborhood of Washington, DC, Optica, formerly OSA, offers a competitive salary and excellent benefits. Send resume, cover letter, and salary requirements to resumes@optica.org. 

All employees are required to be fully vaccinated.