Sr. Manager, Exhibits & Sponsorships
The American Institute of Architects (AIA)
AIA will provide you with the opportunity to advocate for the value of architecture and give architects and design professionals the resources they need to do their best work. The collective voice of architects is essential, and our work drives positive change through the power of design.
Each one of us at AIA is a leader committed to demonstrating our mission and values and designing a better future for our country and planet. Even in times of change, AIA’s values remain constant:
- We stand for equity and human rights
- We stand for architecture that strengthens our communities
- We stand for a sustainable future
- We stand for protecting communities from the impacts of climate change
- We stand for economic opportunity
- We stand for investing in the future
- We speak up, and policymakers listen
The American Institute of Architects, as part of the global community, is building a culture of equity, diversity, and inclusion within the profession of architecture to create a better built environment for all. Achieving this vision has a direct impact on the relevance of the profession of architecture and the world's prosperity, health, and future.
Job Summary
Reporting to the Managing Director, Business Development, the Senior Manager of Exhibits & Sponsorships will help drive the expansion and experience of the Conference on Architecture & Design through sales of exhibits and sponsorships. The Conference on Architecture & Design is the largest conference in the world for the architecture industry. Additional responsibilities include assisting with sales of some AIA Specialty Conferences.
The Senior Manager of Exhibits & Sponsorships will work closely with the Managing Director of Business Development to develop and sell new event sponsorships that add value for our clients.
Clients and prospects include building product manufacturers, general contractors, engineering, software, and technology companies, and supporters of the architecture and design community.
J Job Duties:
- Strategize with the Managing Director the sales cycles for the Conference on Architecture & Design.
- In collaboration with the Managing Director and the Director, Exhibit Operations, to ensure that the website is interactive, user-friendly, showcases the Expo, and various sponsorship opportunities.
- Prospect an assigned alphabetical ordering for sales through research, calls, emails, and LinkedIn in order to exceed sales goals.
- Consult with companies on marketing strategies to determine booth sizes, space selection, and sponsorship opportunities to achieve their goals.
- Develop customized packages across multiple AIA events and products, with the Conference on Architecture & Design being the anchor
- Utilize Map Your Show for exhibit assignment and billing.
- Utilize Salesforce in order to manage and build pipeline.
- Serve as a primary point of contact to assist exhibitors with the onboarding and setup process in conjunction with the Operations Manager and Director, Exhibit Operations.
- Maintain knowledge and stay informed of industry trends and AIA initiatives in order to successfully communicate the value proposition to potential customers.
- Work closely with and coordinate with the Accounting & Finance Team on accounts receivable, as needed.
- Work closely with the Corporate Partnership Team (part of the Business Development Team) and the Events Team to deliver an optimal customer experience.
- Work closely with the Managing Director to develop a priority system calculation in preparation for onsite booth sales at the Conference on Architecture & Design.
- Other duties as assigned.
Frequent Contacts:
- Customers and Prospects
- Business Development Team
- Director, Exhibit Operations
- Events Team
- Marketing & Communications
- SVP, Sales, Events and Exhibitions
Qualifications:
- Strong persuasion and negotiation skills.
- Well-organized and creative
- Excellent written and verbal communication, active listening, and creative problem-solving skills.
- Self-starter with the ability to work independently yet contributes positively to a Team environment.
- Proven ability to exceed sales targets
- Intermediate proficiency with all Microsoft Office products
- Knowledge of Salesforce
- Map Your Show experience helpful
Education:
Bachelor’s Degree and a minimum of 5-7 years of experience in sponsorship and exhibit sales. CEM designation preferred. Knowledge of the Architecture/Engineering/Construction and building products industry would be helpful.
Supervisory Requirement: None
What we offer:
We offer a comprehensive benefits package that reflects our company values and workplace culture, including:
- Medical, vision and dental
- 401(k)
- Flexibility
- Paid time off
- Parental Leave
- Flexible spending accounts
- Income protection (Life Insurance Coverage up to 2x salary) & disability plans at no cost.
- Tuition and membership reimbursements
- AIA employees have access to a variety of other programs, including:
- Employee Assistance Program (EAP) for employees and their family members
- SmartBenefits transportation program, featuring up to $55 monthly in public transportation as well as pretax METRO parking
- Computer purchase program
- Fitness club discounts
- Prepaid legal services program
- Identity theft protection
Travel Requirements: 5%
Work Location: The American Institute of Architects is based in Washington, DC
Hybrid from the Washington, DC area metro only (DC, MD, VA)
States not listed are not eligible
This position will periodically be required to be on-site at the AIA Headquarters in Washington, D.C.
Equal Opportunity Employer, including veterans and individuals with disabilities.
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