Manager, Event Sales

Position Purpose:

Drive revenue and achieve all budgeted goals for a growing portfolio of in-person events focused on technology and innovation in the healthcare space. Products include sponsorships, exhibit space, and integrated media solutions including content extensions, video-based products, and lead generation services. The successful candidate will work collaboratively with teams across HIMSS to ensure sales goals are achieved and customer’s needs are satisfied.

Essential Functions:

• Achieve all direct budgeted revenue goals.
• Support other sales teams in presenting in-person events opportunities to clients.
• Be a subject matter expert on in-person events, demonstrating superior product and market knowledge about the HIMSS value proposition to clients and internal stakeholders.
• Convert existing HIMSS customers to clients of HIMSS events products.
• Aggressively solicit new clients by telemarketing and formulating follow-up plans. Find and qualify prospects, gather information about prospects, present value proposition, understand company policy and procedures and explanations and summit price quotes and proposals.
• Interpret contracts and manages contract process working with finance, legal and others, while overseeing the delivery of products and services as expected.
• Provides regular pipeline reports and analysis of sales activity.
• Attend tradeshows and industry events to prospect and to develop competitive intelligence to assist in the refinement of HIMSS’ portfolio.
• Travel as needed to generate new business.

Other Functions:

• All duties as assigned to achieve HIMSS goals and objectives.
• Manage and maintain Salesforce
• Assist marketing and other support teams in updating sales collateral and in-market presentations.
• Has contact with external vendors and maintains a consistent corporate image throughout all product lines, promotional materials, and events.
• Supports execution of strategies as part of overall HIMSS revenue objectives. Drives the effective coordination and teamwork between all functional areas.

Internal Relationships:

• Has contact with all product owners and representatives in order to develop, market, and sell products. Business Units include, but are not limited to: HIMSS Americas, Enterprise Marketing and Communications, Enterprise Innovation and Technology, HIMSS Media, and HIMSS Global Partnership Team.
• Has contact with various departments across HIMSS.

External Relationships:

• Has contact and interaction with clients, consultants and communities at highest level to sell products and to develop new ones.

Required Qualifications:

• Bachelor’s degree or equivalent experience.
• A minimum of seven (7) years of successful and progressive experience in sales and account management with preferred experience in trade show or event sales.
• A minimum of five (5) or more years in a similar level of management responsibility.
• Demonstrated success in developing and executing the sales process and achieving sales goals.
• Highly developed and seasoned skills in consultative selling, selling intangible products, ability to bundle products and services.
• Knowledge of the Healthcare industry required.
• Ability to work independently to achieve specific goals.
• Customer focused with assertive, self-confident personality.
• Outstanding analytical skills with ability to achieve results in a complex environment.
• Outstanding interpersonal skills and strong personal integrity.
• Use of industry experience to identify, understand and address issues and dynamics in the healthcare and association environments.

Strong Skills in:

• Development of account strategies, revenue forecasting, project management.
• Proficient in PC based applications (Excel, Access, and PowerPoint).