Business Development
The Exhibit Sales role is responsible for driving revenue growth by identifying, pursuing, and closing new business within the trade show and exhibit industry. This position focuses on proactive business development, strategic prospecting, and consultative selling, while building long-term client relationships and delivering tailored solutions that align with client marketing objectives.
RESPONSIBILITIES
Proactively research, target, and engage prospective clients, presenting customized solutions based on a strong understanding of firm’s capabilities, infrastructure, and team expertise.
Build and manage a robust pipeline by generating leads, developing account strategies, and moving opportunities through the full sales cycle to close.
Establish and maintain strong relationships with client stakeholders to understand business goals and deliver value-driven exhibit solutions.
Clearly define scope, budgets, timelines, roles, and expectations with clients and internal teams to ensure alignment and accountability.
Stay engaged from project kickoff through execution, collaborating with project leads and internal teams to ensure client objectives and deliverables are met.
Partner closely with marketing, creative, and project teams on proposals, RFIs, RFPs, and presentations, contributing to a collaborative, solution-oriented sales culture.
Maintain accurate and up-to-date reporting of sales activity, pipeline, and forecasts using Salesforce or similar CRM tools.
Represent agency at industry events, trade shows, and forums to generate new opportunities and strengthen market presence.
Gather client feedback, anticipate challenges, and contribute to the evolution of sales strategies and processes.
QUALIFICATIONS
Bachelor’s degree or equivalent experience.
7+ years of experience in trade show or exhibit sales.
Proven track record of new business development, including prospecting, qualifying, and closing complex sales opportunities.
Strong ability to develop and execute effective sales strategies.
Excellent communication, relationship-building, and negotiation skills.
Self-driven, goal-oriented, and resilient in a fast-paced sales environment.
Willingness to travel for client meetings, trade shows, and industry events.
Experience using Salesforce or similar CRM platforms.
Entrepreneurial mindset with strong problem-solving skills.
Highly organized, detail-oriented, and comfortable working cross-functionally in a dynamic agency environment.
