Senior Director, Business Development, Exhibits, & Sponsorship

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Job Description:

The Senior Director, Business Development will oversee the sales and fulfillment of conference sponsorships and exhibit space, and manage the sales process for ads in email bulletins and online communities for designated core market segments. This role is responsible for achieving bottom-line results and ensuring customer satisfaction. The Senior Director will cultivate profitable, long-term relationships with industry providers and leverage these connections to sell exhibit space, sponsorships, advertisements, memberships, and online opportunities.

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, online ads, online events, and Partner Network membership.

• Drive and manage the sales process for electronic ads in email bulletins and online Community Groups, including prospect outreach, selling, and overseeing the full ad sales cycle in collaboration with the internal team to ensure successful fulfillment.

• Prospecting for assigned conferences.  

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

• Utilize SalesForce and Excel to track and report on sales efforts and progress.  

Conference Logistics and On-Site Support

• Responsible for exhibit and sponsor servicing and fulfillment for assigned conferences. 

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

• Responsible for the fulfillment of sponsored experiences.  

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

Financial Monitoring and Reporting

• Responsible for ensuring invoicing and collections. 

• Monitor and analyze financial reports, ensuring alignment with business objectives and relevance 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.

Experience Creation

• Continuously develop and deliver innovative, engaging 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.

• Develop and price sales packages, leveraging 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.

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 recommended, but not required.

• Sales skills essential.

• A minimum of 10 years of sales experience generating $2 million + in revenue per year.

• Budget experience required.

• 9-11+ years’ experience selling conference and exhibit hall space; demonstrated success generating $2 million + in revenue. 

• 9-11+ years’ experience designing unique experiences for corporate events.

• Experience with CRM tools, Salesforce preferred. 

• 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:

$130,000 - $140,000

Salary Band Range:

$90,069.00 - $122,708.00 - $155,348.00

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.