Sr. Manager, Event Sales

HIMSS Media Sales
USA Home-Based

Position Purpose

Consider joining the talented staff at HIMSS as our Sr. Manager, Event Sales as we transform health through information technology.  The Sr. Manager, Events Sales will execute sales strategies and develop strong client relationships with assigned and new accounts to achieve the revenue goals for the HIMSS Media event portfolio and custom events as defined by the approved budget. This is a hands-on sales position, personally performing complex sales and account management support work.  This position will work with other sales managers within the department in selling and exceeding the goals of the HIMSS Media event portfolio. Additionally this position will be responsible for launching new events and has responsibility for significant revenue goals.

Primary Accountabilities

  1. Participates in setting sales plans and strategies.  Establishes and attains sales goals by event working with the HIMSS Media conference team and product line staff and support departments such as marketing.
  2. Manages the processes and activities needed to achieve assigned sales goals for a significant set of products and services across the organization.  Assists in formulating standard/routine proposals in conjunction with team members and vendors   Manages internal and external resources in order to accomplish event revenue goals.  Develops and maintains keen understanding of overall product dynamics, market trends, competitor features and consumer rationale.
  3. Interprets contracts and manages the contract process working with Finance and others, while overseeing the delivery of products and services as expected by Corporate Members and others. 
  4. Prepares revenue forecasts for all product lines.  Designs new reports and maintains existing sales reports as needed.  Develops tracking techniques, reporting formats and evaluation criteria for obtaining results. Assists in the maintaining of regular reports and analysis of sales revenues and expenses.  Provides regular reports concerning trends within each of the product lines.
  5. Serves as a resource to other departments in the areas of product development, service and program needs, positioning and pricing.  Offers recommendations concerning corporate member and sponsorship benefits, programs and services that support and attract customers.
  6. Establishes and maintains relationships with industry influencers and key strategic partners.
  7. Aggressively solicit new clients by telemarketing and email 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.
  8. Works with stake holders to recommend sales and marketing programs to increase revenue and profit.
  9. Delivers sales presentations to key clients.
  10. Travels to competitive trade events, independently and with territory sales team as needed to service accounts. 

Required Qualifications

  1. Bachelor’s degree or equivalent experience
  2. A minimum of five (5) years of successful and progressive experience in sales and account management with experience in trade show or event sales. 
  3. Knowledge of the Healthcare IT industry desirable
  4. Ability to work independently to achieve specific goals.
  5. Customer focused with assertive, self-confident personality
  6. Outstanding analytical skills with ability to achieve results in a complex environment
  7. Excellent written and verbal communication and presentation skills.  Effective listener.
  8. Outstanding interpersonal skills.  Strong personal integrity
  9. Highly developed and seasoned skills in consultative selling, selling intangible products, ability to bundle products and services.
  10. Strong skills in:
    • Development of account strategies
    • Revenue forecasting
    • Project management and independent action.
    • Managing internal and external alliances with clients
  11. Proficient in PC based applications (Excel, Access, and PowerPoint).
  12. global technical, technology or business environment; proven team player; superior organizational skills, ability to think tactically and strategically.
  13. Excellent written and verbal communication skills with sensitivity to political environment; effective listener; outstanding interpersonal skills; strong personal integrity; be customer-focused with energetic, assertive, self-confident personality. Ability to work effectively in both independent and team-based situations with co-workers, volunteers, volunteer groups and other organizations worldwide.
  14. Mastery of IT/communication applications including MS Project, Outlook (mail and cross-time-zone scheduling), Word (polished documents), Excel (reporting & project management), PowerPoint, SharePoint and web-based collaboration tools such as wiki use and management.
  15. Proven strengths in strategic planning, strategic and tactical problem solving, analytical and abstract thinking, and a demonstrated ability to manage and successfully implement complex projects.
  16. National travel required (Approximately 10%)

 

Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individual with Disabilities.