What can I expect to do in this role?Reporting to the Director, Sales & Marketing, the Senior Account Executive is responsible for client experience during the full sales cycle from initial contact through to post event completion. The senior account executive will develop and implement sales strategies and tactics for the Canadian, US and International corporate market including trade shows, conferences, conventions, and meetings within this assigned industry sector.
- Initiate sales activities such as direct sales cold calls, telemarketing, LinkedIn platforms, social media, industry events, personal networks, direct eblast campaigns, Familiarization Tours, and site inspections to potential clients to obtain booking and rental of exhibit halls, conference centre, meeting rooms, and outdoor spaces, etc.
- Develop and implement sales programs, lead generation and sales plans for Exhibition Place within the GTA, Canadian, U.S. and International market segments.
- Negotiate, create proposals, and quote rental rates and services, ensure there is compliance with all rental contracts via timely, accurate and concise input of client needs, expectations and any negotiated terms or items within the event portfolio in booking software and ensure this sits within the booking guidelines.
- Attend industry tradeshows, conferences, sales missions and participate within the meetings industry associations (MPI, SITE, DSA etc.), to build personal profile as an events industry expert and enhance Exhibition Place brand.
- Collaborate and build and maintain relationships with City of Toronto and Destination Toronto
- officials on City bids and process in order to secure large city-wide business with strong economic impact or multi-year agreements.
- Negotiate license agreements for high value, new, key, repeat and multi-year corporate accounts.
- Provide intelligence on industry tradeshows and conventions that would assist in generating leads and enhancing networking opportunities.
- Meet and exceed sales goals.
- Work cooperatively with suppliers and staff in procuring service estimates and quotes for food and beverage, décor services, audio-visual gear, labour and other Exhibition Place services such as cleaning and production in order to negotiate and qualify potential business within the booking guidelines, keeping in mind our competitive analysis.
- Track and maintain client data base using Momentus application for reporting and auditing purposed.
- Ensure client satisfaction via regular post sale communications with client including pre, during and post event follow up.
- Monitor market conditions and report and share with team members on trends, issues, or other conditions that may require modifications in sales activities and strategies.
- Special projects as assigned.
- Perform other duties as assigned
How do I qualify?
- Post-secondary degree in hospitality/tourism or event management, or equivalent acceptable combination of education and experience.
- Several years proven sales experience in convention centre sales, exhibition services, consumer, and trade show and/or hospitality experience required.
- Experience using Momentus or similar Customer Relationship Management (CRM) software systems.
- Excellent interpersonal skills with the ability to communicate effectively, both verbally and written.
- Good organizational skills including the ability to prioritize and meet strict deadlines.
- Proficient in use of web-based applications (Outlook, Word, Excel, Teams, Zoom etc.).
- Ability to work independently and within a team environment.
- Ability to multi-task in a fast-paced environment.
- Travel required for conferences, tradeshows, industry association meetings and client events are required outside of regular business hours.
Application Process: All applicants must be legally entitled to work in Canada. We carefully review every application - including yours. We're fortunate to have many outstanding people apply to each of our positions. While we appreciate every application that comes our way, due to the high volume we receive, we're not able to follow up with each person individually. If a strong match is found between your qualifications and the needs of the role, we'll contact you.
