Corporate Relations and Exhibits Manager

American Association of Critical Care Nurses • Aliso Viejo, CA

3d • Remote

About The Position

The Corporate Relations & Exhibits Manager provides strategic leadership for the exhibits team, driving the growth and execution of AACN’s National Teaching Institute & Critical Care Exposition® (NTI). Accountable for the full sales lifecycle of exhibits and corporate sponsorships, this role manages partner relationships, oversees financial budgeting, and implements efficient systems to deliver an exceptional exhibitor experience. This position serves as the primary liaison for corporate partners and is responsible for optimizing show management to ensure both commercial success and operational excellence. This role has strategic ownership of the exhibits and sponsorship growth strategy within NTI, translating organizational priorities and market opportunities into strategies and plans that drive revenue growth, exhibitor engagement, and sponsorship performance. The role has accountability for revenue forecasting and variance management, cost forecasting and variance management, cost containment strategies and efficiencies; revenue-maximizing and enhancement strategies; alignment with strategic roadmap and business priorities.

Requirements

• Demonstrated sales leadership and business development experience, with the ability to develop and execute strategies that grow exhibit sales, sponsorship revenue, corporate partnerships, and customer engagement.
• Strong consultative sales, negotiation, and relationship management skills, with the ability to understand customer and partner needs, develop compelling solutions, negotiate effectively, and cultivate long-term relationships with exhibitors, sponsors, corporate partners, and vendors.
• Demonstrated ability to develop and implement strategies and business plans that translate organizational priorities, market opportunities, customer insights, and industry trends into measurable revenue and business outcomes.
• Strong analytical and business acumen, with the ability to analyze sales, financial, customer, and market data; identify trends, risks, and opportunities; and use insights to inform decisions and improve performance.
• Experience managing revenue, budgets, resources, and competing priorities, including revenue forecasting, financial performance monitoring, variance analysis, and identification of opportunities to maximize revenue and improve efficiency.
• Ability to make sound decisions and exercise independent judgment regarding sales strategies, resource allocation, processes, priorities, customer and partner needs, and operational issues within established organizational guidelines.
• Demonstrated ability to lead cross-functional initiatives in a matrixed environment, influence stakeholders, align priorities and resources, and drive successful outcomes across functions and organizational levels.
• Ability to lead and optimize systems, processes, and workflows, using data and technology to improve sales effectiveness, operational efficiency, customer experience, and business results.
• Demonstrated ability to manage complex relationships and business partnerships, including third-party vendors and external stakeholders, while balancing customer needs, organizational objectives, financial considerations, and operational requirements.
• Strong communication and facilitation skills, with the ability to present recommendations, communicate complex information clearly, facilitate productive discussions, and influence decisions with diverse audiences.
• Proficiency with Google Suite and Microsoft Office Suite, with the ability to use technology and data effectively to support planning, analysis, communication, and business decisions.
• Asana and Personify/a2z platforms.
• Bachelor's degree in business or a related field.
• Minimum 10 years of progressive experience in exhibits and sponsorship sales within associations, nonprofits, professional societies, membership organizations, or related environments.
• Demonstrated experience developing and implementing strategies to maintain and grow exhibitor participation, engagement, and retention.
• Demonstrated experience developing and implementing strategies to manage and grow event sponsorship programs and revenue.
• Experience managing budgets, resources, and complex projects, with an understanding of financial performance, revenue goals, and resource allocation.
• Demonstrated ability to manage multiple priorities, complex projects, and competing deadlines while exercising sound judgment and achieving established outcomes.
• Strong relationship-building, communication, negotiation, and customer service skills, with the ability to build and maintain productive relationships with corporate partners, exhibitors, sponsors, vendors, and internal stakeholders.

Nice To Haves

• Certified Exhibition Management (CEM) and/or Certified Meeting Professional (CMP) strongly preferred.

Responsibilities

• Provides revenue and business development leadership of NTI exhibits and sponsorships.
• Leads revenue forecasting and monitors exhibit and sponsorship performance against established goals, analyzing trends and variances and identifying actions to maximize revenue and improve financial performance.
• Develops annual business plans and strategic recommendations for exhibits and sponsorships, aligning revenue opportunities, customer needs, market conditions, and operational priorities with AACN's strategic direction.
• Builds and maintains strategic industry alliances, corporate relationships, and partnerships that drive revenue growth and expand exhibit and sponsorship opportunities.
• Leads financial and operational management of exhibit and sponsorship programs.
• Leads financial planning and ongoing budget management for exhibits and sponsorship programs, including revenue forecasting, expense management, variance analysis, and identification of opportunities to maximize revenue and improve financial performance.
• Monitors financial performance against established goals and develops corrective actions to address revenue, expense, and profitability variances.
• Accountable for achieving annual exhibit and sponsorship revenue targets and managing associated program expenses.
• Negotiates and manages contracts and agreements with exhibitors, sponsors, vendors, and other corporate partners within established organizational guidelines.
• Identifies and mitigates financial, operational, vendor, and customer experience risks associated with exhibits and sponsorship programs.
• Makes decisions regarding exhibit and sponsorship priorities, sales approaches, resource allocation, processes, and customer experience within established organizational goals, policies, and budget parameters.
• Provides leadership of the exhibits team.
• Builds and improves team effectiveness.
• Assures integration of team norms into the work processes and relationships.
• Develops positive, working relationships among AACN team members to optimize organizational outcomes and increase matrix team effectiveness.
• Provides for effective leadership in developing and maintaining optimum team function through coaching, modeling, and creating opportunities for individual and group development.
• Leads cross-functional projects as assigned, ensuring alignment with organizational priorities, effective resource utilization, and successful delivery of intended outcomes.
• Gathers, analyzes, and leverages exhibitor and sponsor feedback, market insights, and performance data to identify opportunities and implement improvements that strengthen engagement, retention, and the overall customer experience.
• Develops and manages strategic relationships with third-party vendors supporting exhibit sales and services; evaluates performance, identifies opportunities for improvement, and ensures vendor partnerships deliver quality, value, and business results.
• Identifies, evaluates, and implements innovative strategies, processes, and approaches to increase exhibit and sponsorship sales, strengthen market positioning, and improve business performance.
• Develops new business opportunities by identifying and cultivating prospective exhibitors, sponsors, corporate partners, events, and other revenue-generating opportunities aligned with AACN priorities.
• Provides oversight and coordination of outsourced advertising sales activities, monitoring performance, aligning priorities and sales objectives, and addressing opportunities or issues to support revenue goals and partner outcomes.
• Monitors industry trends, competitive activity, customer needs, and market opportunities to inform exhibit and sponsorship strategies and identify opportunities for growth and innovation.
• Identifies, assesses, and mitigates financial, operational, vendor, and customer experience risks associated with exhibit and sponsorship programs.
• Upholds the organization’s talent philosophy and values.
• Performs other duties as assigned.

Benefits

• generous paid time off
• low-cost health plans for medical and mental health services
• dental
• vision
• company-paid life and short-term disability insurance
• a variety of other benefits
• a retirement savings program with employer matching and additional company contribution
• various alternative and flexible work arrangements

What This Job Offers

• Job Type: Full-time
• Career Level: Senior