Department: Conventions and Business Operations
Reports To: Senior Director, Strategic Accounts
Employment Type: Non-exempt
Education Level: Four-year degree
Years of Experience: 3-5 years
Travel Requirements: n/a
The Account Executive, Sponsorship and Advertising will drive and support the sales of opportunities designed to enhance the customer experience across NAB event platforms including NAB Show Las Vegas and NAB Show New York. This includes sponsorships, advertising, exhibits (where applicable) and any custom opportunities that arise. The Account Executive will be responsible for achieving their own individual sales targets for each event and assist in achieving the overall sales budget. In addition, the Account Executive will work in consultation with other members of the NAB sales team to develop package opportunities that will help drive overall team sales.
Specific Duties and Responsibilities:
Develop and maintain both an individual and team sales pipeline for all NAB Events along with providing accurate sales forecast.
Achieve assigned individual and team sales targets.
Maintain inventory for sponsorship and advertising opportunities and provide frequent updates to the sales teams and leadership.
Serve as team liaison and "knowledge base" for sponsorship's and advertising to support an integrated sales process that allows NAB customers to engage with a single contact.
Participate as needed in both individual and team sales presentations to drive sponsorship and advertising sales.
Seek out, evaluate and recommend new offerings that are either being sought out by customers or helps NAB Events provide leading trade show industry solutions.
Work in coordination with marketing to develop supporting collateral that includes the clear articulation of sponsorship and advertising features, advantages and benefits along with the overall product value proposition.
Recommend and develop any rate cards as needed.
Serve as an effective ambassador of NAB. Provide feedback to the NAB sales team and leadership as needed.
Demonstrates a genuine interest and sensitivity in the thoughts, opinions, values and needs of co-workers and customers and views differences in these areas as both inevitable and acceptable. Avoids speaking, writing or doing other things that could be seen as disrespectful, exclusionary, discriminatory or offensive in nature. Deals with others in a professional manner. Recognizes and shows respect for the strengths and contributions of others. This is in clear contrast to behaviors that leave people feeling that their thoughts, opinions, values and needs are of little interest or are somehow inappropriate and unacceptable; a tendency to habitually say, write or do things that are disrespectful to individuals who are not present or who are otherwise unaware what has been communicated; and/or a strong tendency to notice and recognize missed expectations and failures.
Communicates effectively and appropriately. Uses good judgment as to what to communicate to whom and to when as well as the best way to get that accomplished (written, verbal). Speaks in a clear and credible manner, selecting the right tone for the situation and audience. Provides appropriate feedback when needed. Listens to others and allows them to make their point. This is quite different than those who tend to select the wrong means of communicating, or who communicate information to inappropriate people. It also contrasts with those whose messages are not clear or lack credibility, as well as those who demonstrate poor listening skills and are unreceptive to feedback.
Takes a proactive approach to anticipating and preventing problems. Uses logic and methods to solve difficult problems resulting in effective solutions. Seeks a variety of resources and data as part of the problem solving process. The majority of the decision made result in correct and accurate results. Decides whether solving the problem should involve others. This differs from those who are not proactive, typically get surprised when problems occur, attempt to solve problems without the right mix of people involved, push too quickly for solutions or generate solutions that are not viable.
Manages sales accounts in a manner that ensures that customer needs are understood and met. Builds relationships with key decision makers while showing respect for each and every person in a customer organization. Expands sales within existing accounts and/or by adding new accounts. Keeps track of the competition and how their strategies and tactics work in order to respond to new developments and changes. Has mastered knowledge and understanding of all relevant NAB services and products understands the marketplace and shares expertise with others. This is in contrast to those who are unaware of customer needs; are unsuccessful at building relationships with key decision-makers; treat some individuals in a discourteous or disrespectful manner; are unsuccessful at expanding sales within existing accounts; and/or are frequently unaware of account activity that could trigger a customer contact and, consequently, miss opportunities for the business.
Possesses sufficient job skills and knowledge to perform the job in a competent manner. Is able to demonstrate skills and knowledge in day-to-day situations. Demonstrates a high level of dependability in all aspects of the job; an understanding of the link between one's own job responsibilities/performance and overall organizational goals. This is distinctly different from those individuals who lack sufficient job skills or knowledge to meet job requirements or who have the skills and knowledge, yet struggle to apply them to day-to-day situations on the job.
Handles multiple assignments and priorities yet still fulfills all commitments. Readily accepts new responsibilities and adapts well to changes in procedures. Gives appropriate priorities to various work demands. Follows through on commitments. Values the time of others by: coming prepared to meetings, being on time, responding to emails and communications in a timely manner. This is quite different from those who struggle to stay focused when faced with multiple priorities; focus only on one or two job priorities while neglecting others; and/or hesitate, complain or refuse to accept new procedures or assignments.
Personally demonstrates that external or internal customers are a high priority. Identifies customer needs and expectations and responds to them in a timely and effective manner. Anticipates and prevents delays or other things that can adversely affect the customer. Consistently acts with the customers in mind. Establishes and maintains effective relationships with customers and gains their trust and respect. Keeps customers informed about the status of pending actions. This is in sharp contrast to behavior patterns that tend to disappoint customers, leave them feeling forgotten and unimportant or that otherwise result in unmet needs or expectations.
Internal RelationsWorks with NAB staff members to ensure that the customer’s needs are met.
Works with organizations, vendors and customers that do business with NAB around the various conventions.
Self-starter with a high caliber of business acumen and the ability to work in a fast-paced TEAM environment and handle numerous projects simultaneously.
Proven consultative sales experience and the ability to engage senior level decision makers is essential.
Can-do attitude, creativity and overall high degree of professionalism are all also a must.
Computer Skills - Proficient in Microsoft Office Suite (Excel, Word, PowerPoint, Outlook); Salesforce. Knowledge of an Exhibitor Management System (MYS, a2z, Expocad) is a plus.
Please email your cover letter with salary range and resume (PDF documents only) to HR@nab.org. You may fax it to (202) 775-2983 if you prefer. Please include the title of the position that you are applying to in the subject line of your email or fax cover sheet. Incomplete applications may not be considered. We require all applicants to provide cover letters and resumes in portable document format (PDF). Microsoft Word documents will not be opened or reviewed.
The National Association of Broadcasters is a trade association that advocates on behalf of free, local radio and television stations and also broadcast networks before Congress, the Federal Communications Commission and the Courts.
NAB is an equal opportunity employer.