Emerald

Account Executive

• Identify and prospect manufacturers, wholesalers, distributors, suppliers, and emerging brands that align with ASD Market Week’s buyer community.
• Generate new business through telephone outreach, email campaigns, LinkedIn, industry research, referrals, inbound leads, networking, and competitive-event prospecting.
• Build and maintain a healthy pipeline of qualified exhibit and sponsorship opportunities.
• Develop targeted prospecting strategies across relevant product categories, including general merchandise, fashion and accessories, beauty and wellness, gift and home, toys, convenience-store products, closeouts, liquidation, and private-label manufacturing.
• Re-engage dormant, lapsed, and previously lost exhibitors with relevant and compelling commercial proposals.
• Own the full sales cycle from initial outreach and qualification through proposal, negotiation, contracting, and close.
• Conduct effective discovery conversations to understand each prospect’s products, target customers, business objectives, challenges, and growth strategy.
• Clearly communicate ASD Market Week’s value proposition and demonstrate how participation can help customers generate leads, meet qualified buyers, enter new markets, increase brand visibility, and grow revenue.
• Recommend appropriate booth packages, sponsorships, digital products, marketing opportunities, and other solutions based on customer needs and objectives.
• Prepare proposals, negotiate commercial terms, overcome objections, create urgency, and consistently move opportunities toward close.
• Meet or exceed individual revenue, new-business, renewal, activity, and productivity targets.
• Develop strong relationships with new and existing exhibitors, serving as a knowledgeable and trusted commercial partner.
• Manage a portfolio of assigned accounts and identify opportunities for renewal, expansion, upselling, cross-selling, and multi-show participation.
• Conduct structured post-show follow-up to review exhibitor outcomes, gather feedback, address concerns, and secure future participation.
• Work proactively to reduce cancellations and improve exhibitor retention.
• Maintain regular communication with customers throughout the event cycle to ensure expectations are clearly understood and appropriately managed.
• Maintain complete and accurate customer, activity, opportunity, and contract information within the CRM.
• Manage opportunities through clearly defined pipeline stages with documented next steps and realistic close dates.
• Produce accurate weekly and monthly sales forecasts.
• Monitor personal pacing against revenue goals, activity expectations, and event deadlines.
• Use CRM data, category insights, sales reports, and market intelligence to prioritize accounts and identify areas of opportunity.
• Maintain strong pipeline discipline and immediately escalate material risks, blockers, or forecast changes.
• Partner closely with marketing, operations, customer success, finance, and event leadership to deliver a strong exhibitor experience.
• Provide customer and marketplace feedback to support product development, pricing, marketing campaigns, and show-floor strategy.
• Coordinate the successful handoff of contracted exhibitors to the appropriate operational and customer-success teams.
• Attend ASD Market Week and other relevant industry events, supporting customers onsite and developing new sales opportunities.
• Represent ASD and Emerald professionally in all customer and industry interactions.