Senior Acount Executive (Event Sales)
Fairplex (Los Angeles County Fair Association) - Pomona, CA

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Responsible for identifying and attaining public and non-public events for Fairplex. The Senior Account Executive (Event Sales), having a proven track record in event sales, must successfully contract new indoor and outdoor events by promoting Fairplex's uniqueness and versatile campus. Event types include, but are not limited to: consumer shows, festivals, concerts, specialty races, trade shows, auto research, filming, etc. In addition to contracting new business, the Senior Account Executive must be able to maintain the established customer base as well as meet their personal sales goal through new business.

Principal Duties and Responsibilities :
  • Promote and market Fairplex to a variety of clients
  • Seek out events that abide by the Fairplex mission statement
  • Identify potential new events and their requirements through a variety of resources (internet, industry publications, attending events, focused telemarketing, etc.)
  • Develop, update and maintain sales contact lists via EBMS software program
  • Conduct a minimum of 20-30 outbound phone calls or in person visits per day geared towards new business; follow-up with sales materials and secondary calls
  • Visit potential events taking place in the Southern California area (a minimum of 12-15 times per year)
  • Focus on getting the potential client to visit Fairplex and conduct site tours as required
  • Represent and promote Fairplex within various key industries and trade shows
  • Must possess a strong ability to negotiate (internally and externally) and exceptional closing skills
  • Ask probing questions to uncover any expectations that the potential client may have ahead of time
  • Throughout the sales process, work with the various operational departments at Fairplex to include their input and obtain approvals, when necessary
  • Ensure that the client is aware of all Fairplex policies during the negotiation process; including any requirements by state and local governing authorities
  • Prepare comprehensive proposals and detailed contracts; any exceptions to the contract template must be made clear in the Agreement
  • Perform formal hand-off procedure to Event Manager upon contract execution
    • Visit every assigned Fairplex client during their event on-site and follow-up by phone within 48 hours after their event for feedback
    • Represent Fairplex in a professional manner at all times, in attire and attitude
    • Meet or exceed personal sales goal, as well as annual team sales goal
  • Perform other duties as assigned

Required Skills
  • Four-year degree from an accredited college or university
  • 3 to 5 years of sales experience in a related industry is preferred
  • Must have the ability to communicate effectively orally and in writing
  • Advanced computer skills and experience with sales related software packages preferred
  • MS, Powerpoint, Excel, Outlook software knowledge
  • Must have the ability to analyze current market trends, research appropriate business opportunities and follow through on leads
  • Must possess the ability to set and revise goals as the market situation changes
  • Requires organizational skills and the ability to perform in a fast-paced environment
  • Requires the ability to work weekends and some evenings

Required Experience
  • Ability to move around the grounds
  • Ability to lift a minimum of 25 pounds

Fairplex (Los Angeles County Fair Association) - 18 months ago - save job - block