Account Executive

Role Overview

Account Executive at ASD Market Week (Emerald) responsible for growing exhibitor and sponsorship revenue. You will own the full sales cycle from prospecting through closing and renewal, presenting tailored event solutions to manufacturers, wholesalers, distributors, importers, suppliers, and consumer-product brands.

Responsibilities

New Business Development

• Identify and prospect companies aligned with ASD’s buyer community (manufacturers, wholesalers, distributors, suppliers, emerging brands)
• Generate new business via outbound phone, email campaigns, LinkedIn, industry research, referrals, inbound leads, networking, and competitor-event prospecting
• Build and maintain a qualified pipeline for exhibit and sponsorship opportunities
• Develop category-specific prospecting strategies across: general merchandise, fashion & accessories, beauty & wellness, gift & home, toys, convenience-store products, closeouts, liquidation, and private-label manufacturing
• Re-engage dormant, lapsed, and previously lost exhibitors with compelling proposals

Consultative Sales and Closing

• Own the full sales cycle: outreach/qualification → discovery → proposal development → negotiation → contracting → close
• Run discovery conversations to understand products, target customers, objectives, challenges, and growth strategy
• Communicate ASD Market Week’s value proposition and translate participation into measurable outcomes (leads, qualified buyers, market entry, brand visibility, revenue)
• Recommend booth packages, sponsorships, digital products, marketing opportunities, and other solutions
• Prepare proposals, negotiate commercial terms, handle objections, create urgency, and drive opportunities to close
• Meet or exceed individual targets for revenue, new business, renewal, activity, and productivity

Account Growth and Retention

• Build trusted relationships with new and existing exhibitors
• Manage a portfolio: pursue renewals, expansions, upsells, cross-sells, and multi-show participation
• Conduct structured post-show follow-up to review outcomes, gather feedback, resolve concerns, and secure future participation
• Proactively reduce cancellations and improve retention
• Maintain regular communications during the event cycle to ensure expectations are met

Pipeline Management and Forecasting

• Maintain complete, accurate records in the CRM (customer, activity, opportunities, and contracts)
• Manage deals through defined pipeline stages with documented next steps and forecasts