Director, Business Development, Exhibits, & Sponsorship

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Employer of Choice: ABA is recognized with a 2023 Great Company Culture Award and 2024 Great Place to Work designation!

Job Description:

The Director, Business Development will oversee the sales and servicing of conference sponsorships, exhibit space, and digital advertising  opportunities for designated core market segments. This role is responsible for achieving bottom-line results and ensuring customer satisfaction. The Director will cultivate profitable, long-term relationships with industry providers and leverage these connections to sell exhibit space, sponsorships, advertisements, and memberships.

Key Responsibilities: 

Relationship Management and Sales

• Develop and nurture business relationships with companies and key industry providers in assigned segments to maximize sales and meet or exceed sales targets.

• Sales areas include exhibits, sponsorships, digital ads, online events, and Partner Network membership.

• Focus on retention by delivering benefits and ensuring an exceptional member experience.

• Utilize Salesforce to track and report on sales efforts and progress.  

• Lead sponsor and exhibit servicing for assigned conferences, including sending to do lists and collecting graphics.  

Financial Monitoring and Reporting

• Monitor and analyze financial reports, ensuring alignment with business objectives and adherence to goals.

• Collaborate with event Program Managers to ensure a cohesive member experience and consistent strategy across events.

• Manage opportunity pipeline and sales cycle.

• Provide timely financial updates to management.

• Ensure collection of conference payment.

• Ensure expenses align with budget. 

Experience Creation

• Continuously develop and deliver innovative, engaging booth experiences for ABA meetings, keeping members actively involved in the exhibit hall.

• Create new and creative exposure opportunities for vendors to educate and engage with members.

• Recommend exhibit and sponsorship pricing and package benefits. Leverage negotiation skills to close deals.

Internal Collaboration

• Work closely with colleagues to ensure a unique experience for each assigned conference, offering ideas, support, and partnerships.

Marketing and Communications

• Manage marketing and communications efforts in assigned core segments, including creating and distributing relevant, timely information to exhibitors/sponsors and prospects.

• Ensure all opportunities are presented clearly and cohesively to customers.

Industry Knowledge and Supplier Relations

• Stay informed about financial services industry issues and use this knowledge to connect suppliers with appropriate ABA business opportunities, particularly for conferences.

Conference Logistics and On-Site Support

• Collaborate with ABA's decorating company to develop floor plans, signage, and other materials.

• Provide on-site sales and service support during assigned conferences.

Additional Duties (as needed)

• Perform other tasks as assigned based on business needs.

Qualifications: 

• Bachelor’s degree in Sales, Business Marketing, Business Administration or related field.

• Sales skills essential.

• 5+ years’ experience selling conference and exhibit hall space; demonstrated success generating $1 million + in revenue. 

• 5+ years’ experience designing unique experiences for corporate events.

• Experience with interactive floor plan technology, a2z recommended.

• Experience with CRM tools, Salesforce preferred. 

• Association experience preferred.

• Strong organization skills and ability to manage time effectively and successfully manage multiple projects simultaneously.

• Excellent relationship building, communication and collaboration skills, both in writing and orally. 

• Must have strong interpersonal skills and negotiation skills. 

• Highly creative and innovative. 

• Excellent customer service skills and capabilities. 

• Ability to travel (20% – 30%) required.

Target Salary Range: $115,000 - $120,000

Salary Band Range:

$81,848.00 - $108,470.00 - $135,093.00

American Bankers Association (ABA) is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, age, sex, marital status, gender identity, sexual orientation, disability, protected Veteran status, personal appearance, political affiliation, family responsibilities, or any other characteristic protected by applicable law.