The National Confectioners Association is the trade organization that advances, protects and promotes chocolate, candy, gum and mints, and the companies that make these special treats. As the leading association for the U.S. confectionery industry, NCA helps ensure the public understands and appreciates the unique role that chocolate and candy can play in a happy, balanced lifestyle.
Position Overview: The Sponsorship & Exhibit Sales Manager is responsible for generating non-dues revenue through the sale of traditional event- and product-based sponsorships, as well as trade show exhibits. Importance is placed on identifying and maintaining key relationships, while increasing revenues and awareness of NCA programs, benefits and services in and around the confectionery industry. Key NCA properties include the Sweets & Snacks Expo and State of the Industry Conference; research and category insights; Candy & Snack TODAY Magazine; and digital properties, such as candyusa.com and email promotions.
The ideal candidate has a hunger to close deals and understands the value of the trade association as a year-round sponsorable asset.
Generate non-dues revenue through the sale of solution-based event and product sponsorship packages.
Recruit non-incumbent exhibitors to the Sweets & Snacks Expo (~90+% on-site renewal rate).
Candidate will achieve these objectives by:
Developing and fostering strong relationships with decision makers at target companies in a variety of verticals (confectionery, snack) and business categories (manufacturer, supplier, service provider, broker, etc).
Understanding target companies’ and brands’ business objectives.
Working across departments (to include the publisher of NCA’s trade publication CST Magazine) to fully appreciate and help communicate the NCA (and SSE) value proposition and breadth of offerings.
Having an appreciation for – and a hunger to find – the companies, products and brands that will fulfill the SSE brand promise and advance SSE goals.
Key duties include but are not limited to:
Working with various department heads to create annual budgets, including sales forecasts and expenses.
Structuring, pricing, negotiating and closing all sponsor deals and arrangements.
Assisting in preparation of sales collateral materials that creatively and distinctly differentiate and communicate NCA assets to targeted prospects.
Researching, identifying and cold calling on new, innovative SSE exhibitors.
Utilizing telephone solicitation, electronic and written correspondence and face-to-face meetings as tools in order to reach and exceed revenue and participation targets.
Obtaining sponsor contracts; working with the finance department, developing process to ensure timely and efficient invoicing and collection of payment.
Playing an integral QA/QC role in ensuring fulfillment meets sponsor expectations.
Keeping precise records of communications with all current and potential clients, sponsors and exhibitors; updating the association’s database as required.
Providing excellent customer service to all current and prospective targets.
Maintaining knowledge of conference timelines and consistently meeting sponsorship deadlines.
REQUIRED: Demonstrated sales and negotiation experience and hunger to close business.
REQUIRED: Ability to establish and maintain effective and collaborative relationships with members, exhibitors and key stakeholders to identify their corporate and brand needs and objectives; ability to listen
REQUIRED: True customer service orientation
REQUIRED: Keen attention to detail
REQUIRED: Self-motivation with ability to work in a fast-paced and deadline-oriented environment
REQUIRED: Experience in forecasting and budgeting
PREFERRED: Trade show and/or association sponsorship sales experience – approximately 5-7 years
Understanding of value beyond price
Strong time management skills
Comfort working in team environment
Superior communication skills, oral and written
Highly proficient in Microsoft Office suite
To Apply: Applicants should send resume, cover letter and salary requirements to email@example.com. Please reference Sponsorships & Exhibits in the subject line.
Additional Salary Information: NCA offers a competitive salary commensurate with experience and a comprehensive benefits package.
About National Confectioners Association
The National Confectioners Association is the trade organization that advances, protects and promotes chocolate, candy, gum and mints, and the companies that make these special treats. As the leading association for the U.S. confectionery industry, NCA helps ensure the public understands and appreciates the unique role that chocolate and candy can play in a happy, balanced lifestyle. Confections are produced in all 50 states, creating jobs for approximately 54,000 workers in more than 1,300 manufacturing facilities across the country. For every job created in confectionery manufacturing, another ten are supported in related industries. In total, more than 607,000 American jobs are supported by the U.S. confectionery industry. America’s leading chocolate and candy companies support the Always A Treat Initiative, a commitment to transparency, portion guidance and choice, and consumer education. Learn more at CandyUSA.com, or follow NCA on Facebook, Twitter and Instagram.