Vice President Trade Shows

Department:  Tradeshow Leasing

Date Posted: 3/10/2017

Position Summary: The Vice President of Trade Shows is responsible for the strategic management of Trade Shows and show-by-show sales goals to maintain the profitability of the company.

Position Description:

  • Develop annual sales plan for all categories by setting expense budget and tracking revenue goals
  • Work closely with the operations team to evaluate improvements and changes that meet NOI goals
  • Manage staff in all categories and evaluate responsibilities to drive sales and maximize opportunities
  • Develop and maintain prospecting initiatives to build the pipeline, convert warm prospects, and maintain relationships with customers
  • Attend and prospect other shows with and without the leasing team
  • Represent DMC to the industry in a professional, confident manner to protect and impact our reputation
  • Motivate the sales team to drive performance with incentives, contests and rewards/recognition
  • Work closely with operations, exhibitor services, customer relations, and lease administration on all issues and activities related to Trade Shows; exercise good judgment with communication and flexibility to develop solid working relationships between different service departments
  • Interact on a regular basis with marketing to brainstorm the categories, identify new trends, and create opportunities for growth; provide input on sales support, where applicable, and create awareness for softening segments where revenue is at risk
  • Identify new categories on a regular basis to take advantage of trends and integrate into Trade Show offerings
  • Explore new shows or industries outside our core wholesale base as new business opportunities
  • Assist, as needed, on special projects and assignments as identified by EVP of Leasing
  • Other related duties as assigned

Positions Supervised:

  • Leasing Directors
  • Leasing Administrative Assistant
  • Sales Coordinators

Required Education:

  • Bachelor's Degree in Business or related field

Required Experience:

  • 7-10 years in sales leadership roles
  • Must be able to provide tangible examples of establishing operational and organizational procedures, structuring process, improving efficiency, and increasing profitability
  • Proven track record of providing exceptional customer experience and service
  • Working knowledge of Microsoft Office: Word, Excel, PowerPoint, Outlook
  • Extensive experience in retail and/or wholesale, brand loyalty, and customer loyalty
  • Experience managing Trade Shows and prospecting/new business a must

Physical Requirements:

  • Office Environment - Ability to sit at desk for vast majority of work shift
  • Market Environment - Ability to stand/walk for extended periods of time during markets
  • Must be available to travel as needed

Required Competencies:

  • Communication: Effectively listens to others and makes clear and effective oral presentations to individuals and groups regarding work-unit or organization issues.  Communicates effectively in writing; is clear, concise and easily understood.
  • Conflict Management: Anticipates or seeks to resolve confrontations, disagreements, or complaints in a constructive manner.
  • Decisiveness: Assesses risks and takes the appropriate actions needed to achieve work-unit objectives within appropriate time frames.
  • Evaluation: Monitors work-unit programs, evaluates outcomes, and improves organizational efficiency and effectiveness.
  • Flexibility: Adapts to change in the work environment in ways that help work-unit staff keep projects "on course."
  • Integrity: Firmly adheres to a code of moral values; is honest and forthright in actions and words. 
  • Interpersonal Skills: Considers and appropriately responds to the needs, feelings, capabilities, and interests of others.
  • Leadership: Identifies and adapts to leadership style to situations and people; demonstrates high standards of behavior; empowers subordinates; consistently and effectively motivates work-unit.
  • Management Control: Ensures the integrity of organization or work-unit policies, procedures and processes.
  • Planning: Establishes policies, guidelines, plans, and priorities required to  meet work-unit or organization objectives.
  • Problem Solving: Recognizes and defines problems; challenges others to identify alternative solutions, and plans to solve those problems.
  • Resource Utilization: Responsibly spends financial resources in ways that result in ultimate accomplishment of work-unit or organizational objectives.  Effectively and efficiently uses materials, supplies, equipment, systems or organization facilities.
  • Staffing/Performance Management: Evaluates staffing needs and effectively manages the ongoing performance of all staff assigned to the work-unit.  Communicates regularly and effectively with staff regarding expectations and performance outcomes.  Ensure staffing levels are adequate for the work-unit.
  • Team Building: Builds cohesive and productive work teams, either as part of the work-unit or within the organization.
  • Time Management: Effectively uses the time available to complete work tasks and activities that lead to the achievement of expected work objectives (as results or outputs).
  • Vision: Develops and implements the use of a strategic vision of the organization in the future.