The Sales Specialist will be responsible for adding new members with a specific focus on new venues including universities, arenas, convention centers, amphitheaters, fairgrounds, race tracks, casinos, stadiums, etc. This position requires strong sales experience. The Specialist is responsible for generating, researching, and qualifying new prospect leads through sales activities such as cold calls, prospecting, telemarketing and relationship building. In addition, the Specialist will effectively utilize and optimize informational leads from on-going marketing activities and lists. The Specialist will create reporting to substantiate sales that help the association achieve its revenue and membership goals. The position reports to the Director of Membership.
Process, track, and nurture qualified membership leads with the goal of converting them to members.
Collaborate with other teams and staff members to leverage existing programs and activities for the acquisition of new members.
Proactively drive revenue growth by achieving new member goals as defined in the budget.
Focus will be to generate new business/new members in sectors defined above.
Specific Duties include:
Responsible for new sales generation and reporting; review goals each month to ensure numbers are met, specifically new members in all membership categories – Professional, Allied, Young Professionals, Faculty, Students and Group Members.
Follow-up with prospects attending IAVM conferences and schools to convert them to membership.
Make formal sales presentations via phone and follow-up calls. Some direct sales opportunities may be required at local venues or companies.
Draft and implement sales emails, mailings, etc. for recruitment purposes.
Attend industry events to promote IAVM as needed, specifically VenueConnect annually
Respond to general inquiries about IAVM to prospects and past members.
Devise and implement strategies and initiatives to grow database and cultivate new leads.
2-3 years of association membership, marketing, or sales experience preferred; involvement in the sports and entertainment industry a plus.
Degree preferred in Marketing, Business Management, Hotel Management or a related field. An equivalent of both education and experience will be considered.
History of proven track record demonstrating sales success. Examples required.
Competitive, goal-oriented, ambitious, motivated and self-starter with the ability to sell and close deals while demonstrating good judgment.
Experience with member databases, association management software, and/or customer relationship management software.
Capacity and motivation to develop an action plan to target potential audiences, i.e., add new members.
Excellent written, verbal, analytical and organizational skills.
Demonstrated ability to effectively manage multiple simultaneous projects and demands.
Proficiency with Microsoft Office products.
Commitment to customer service excellence.
Strong interpersonal skills and ability to work well with different personality types.
Ability to travel as needed.
Additional Salary Information: Please provide salary history and salary requirements with application. Commission opportunity based on experience and goals.
The International Association of Venue Managers, Inc. is an organization committed to the professional operation of amphitheaters, arenas, auditoriums, convention centers/exhibit halls, performing arts venues, race tracks, stadiums and university complexes. IAVM provides leadership development, education and research, life safety and security training, networking, and resources for the industry.