Account Manager Exhibits Sponsorships Digital

Society Of Corporate Compliance &•Eden Prairie, MN

4d•$43 - $50

About The Position

The Account Manager manages and grows SCCE & HCCA’s exhibitor, sponsor, and digital advertiser relationships across its conference portfolio, digital channels, and other sponsorship opportunities. This relationship-driven, revenue-accountable role focuses on retaining and expanding an established customer base while developing new business. The Account Manager understands customer objectives, recommends relevant offerings, and seeks to increase participation and revenue through expanded relationships, multi-event packages, and year-round agreements. The role contributes to pricing and packaging recommendations, exhibit planning, and coordination of billing and fulfillment information. In partnership with Conferences, Marketing, Member Services, and other internal teams, the Account Manager ensures customer commitments and related information are communicated accurately and promptly, while the appropriate teams manage routine administrative and fulfillment activities. The ideal candidate is a commercially minded relationship builder who combines consultative selling and sound business judgment with organized account management, strong follow-through, and collaboration. They are motivated by customer retention, new relationships, revenue growth, improved profitability, and better ways to package and position offerings.

Requirements

Bachelor’s degree in Business, Marketing, Advertising, or a related field, or equivalent relevant experience.
5+ years of relevant experience in B2B account management, sponsorships, exhibits, digital advertising, consultative sales, or a closely related field.
Demonstrated success retaining and expanding customer relationships, developing new business, and contributing to revenue goals.
Ability to understand customer marketing objectives, present and package multiple offerings, negotiate within established guidelines, and close agreements.
Strong commercial judgment, relationship-building, written and verbal communication, and cross-functional collaboration skills.
Ability to manage multiple accounts, priorities, proposals, deadlines, and customer commitments while maintaining accurate CRM and forecast information.
Comfort working with revenue, pricing, customer, and market information to recommend business improvements.
Ability and willingness to travel to conferences and events an estimated 4–8 times per year, including occasional weekends.

Nice To Haves

Experience with associations, professional membership organizations, or nonprofit organizations.
Experience with conference exhibits, sponsorships, and digital media advertising, including sponsored content or webinars.
Familiarity with exhibit floor plans, booth assignments, general service contractors, and onsite rebooking.
Experience contributing to pricing, media kits, sponsorship packaging, or annual customer agreements.

Responsibilities

Manage existing exhibitor, sponsor, and digital advertiser relationships, with accountability for retention, renewals, account expansion, and established revenue goals.
Understand customer audiences, marketing objectives, and budgets; recommend appropriate exhibit, sponsorship, and digital advertising opportunities across conferences and year-round channels.
Identify upsell and cross-sell opportunities, including converting single-event or single-channel purchases into multi-event and year-round agreements.
Identify and cultivate prospective customers through research, outreach, referrals, industry relationships, and inbound inquiries.
Develop proposals, negotiate, and close agreements within approved pricing, inventory, and contractual guidelines; escalate exceptions and nonstandard terms for approval.
Maintain accurate CRM records, pipeline activity, account plans, revenue forecasts, and renewal and rebooking information.
Assess customer feedback, sales performance, inventory, competitor offerings, and market trends to identify revenue growth and business expansion opportunities.
Collaborate with the Director of Conferences & Exhibits and other leaders on exhibit pricing, rebooking rates, sponsorship packages, digital advertising rates, and annual agreements.
Recommend new or enhanced sponsorship, exhibit, and digital advertising opportunities aligned with customer needs and revenue potential.
Explore sponsorship and advertising opportunities across virtual and hybrid events, using platform capabilities, attendee engagement features, and reporting insights.
Provide Marketing with accurate pricing, inventory, offering descriptions, deadlines, and other information for sales materials; review drafts and changes for accuracy.
Collaborate with the Conferences team on exhibit hall planning, booth configurations, inventory, assignments, and exhibitor preferences, balancing customer needs and operational constraints.
Coordinate with general service contractors on exhibitor service kits, furniture-ordering information, and exhibit-related vendor requirements.
Attend designated conferences to build customer relationships, meet exhibitors and sponsors, gather feedback, and help resolve customer-facing issues with onsite operations staff.
Lead onsite exhibitor rebooking at designated major conferences, including planning around floor plans, approved rates and packages, customer outreach, and future-event commitments.
Use onsite conversations and participation trends to identify renewal risks, expanded sponsorship and advertising opportunities, and prospective customers.
Communicate complete and accurate customer agreements, sold services, pricing, special terms, deadlines, and fulfillment requirements to responsible internal teams, including changes affecting billing or delivery.
Coordinate exhibitor and sponsor communications across assigned events, serving as primary customer contact when appropriate and guiding staff who support communications and fulfillment.
Collaborate to resolve customer questions, exceptions, and service concerns in a timely manner.
Partner with Member Services to confirm billing information and communicate contract adjustments, cancellations, credits, and other issues affecting invoicing or payment; follow up with customers when relationship support is needed or standard collection efforts have not resolved an outstanding balance.
Identify opportunities to simplify agreements, packages, and customer processes, including bundling services where it improves customer value and reduces administrative work without undermining profitability.
Gather customer feedback after delivery and apply insights to renewals, relationship development, and recommendations for future offerings.