Manager of Sales & Exhibitor Services

Organizational Context

NCA represents almost 6,000 scholars, teachers, practitioners, students, and affiliates worldwide. NCA is a scholarly society founded in 1914 and categorized as a 501(c)(3) non-profit organization with an annual operating budget of approximately $4 million. NCA is a collaborative environment with a small staff where teamwork is valued.

Position Title: Manager of Sales & Exhibitor Services

Position Type: Full-Time

Job Classification: Non-Exempt

Reporting Structure: Reports to the Director of Convention and Meetings

Summary

The National Communication Association is looking for a results-driven professional to join our Convention & Meetings team as Manager of Sales & Exhibitor Services. In this role, you'll be responsible for generating new and existing revenue and building strong relationships with exhibitors and sponsors for NCA's Annual Convention. You'll create and execute sales strategies for exhibits, sponsorships, and advertising, ensuring we deliver on every customer commitment. Beyond sales, you'll support convention operations by developing signage, ensuring program quality, and helping with session scheduling. We need someone with proven sales skills, a talent for customer service, and the ability to execute operational details flawlessly.

Primary Responsibilities

Revenue Generation & Sales:

• Develop and implement sales strategies for exhibits (general exhibitors, Graduate School Open House, Career Fair), sponsorships, and advertising
• Conduct proactive outreach to prospective and past exhibitors, sponsors, and advertisers to build and maintain relationships
• Manage the full sales cycle - from generating leads to finalizing contracts and tracking payments
• Design persuasive sales materials, including exhibitor and sponsor prospectuses, marketing pieces, and customized package offerings
• Collaborate with the Director to develop pricing structures and partnership packages
• Identify new revenue opportunities and creative sponsorship offerings
• Conduct post-convention analysis and renewal campaigns

Exhibitor & Sponsor Services:

• Serve as the primary point of contact for all exhibitor and sponsor customer service (manage 80+ exhibitors annually)
• Design exhibit hall floor plans and manage booth assignments for all exhibitor categories
• Coordinate with exposition service companies to develop exhibitor kits and handle logistics
• Manage all exhibitor communications, including housing, registration, badges, and operational guidelines
• Ensure compliance with venue safety regulations and obtain necessary fire marshal approvals
• Ensure all sponsorship benefits and contract terms are fulfilled
• Coordinate sponsored events and activations
• Oversee exhibit hall operations, including setup, customer support, and food & beverage coordination
• Manage on-site exhibitor registration and check-in operations
• Coordinate security services for exhibit hall operations, including vendor research, RFP process, and on-site management
• Conduct post-convention surveys and analyze feedback

Convention Operations Support:

• Develop and coordinate all convention signage (directional, sponsor recognition, session identification, wayfinding)
• Review program and mobile app for accuracy, including verifying sponsor recognition and advertisement placement per contracts and exhibitor information accuracy
• Partner with the Convention & Meetings Associate on managing the scheduling of programming in the abstract management system and coordinating ancillary meetings
• Participate in site visits with a focus on exhibit space and sponsor opportunities
• Provide on-site support during the convention for exhibitor services and operations
• Other duties as assigned

Budget & Vendor Management:

• Negotiate and manage contracts with exhibit-related vendors (drayage, expo services, specialty suppliers)
• Track sales revenue, manage invoicing and payment processing
• Assist with budget development and monitor expenses
• Reconcile post-convention billing

Continuous Improvement:

• Monitor sales metrics, conversion rates, and retention trends
• Research emerging exhibit and sponsorship trends, stay current with industry best practices, and provide strategic recommendations to the Director
• Conduct market analysis to identify competitive opportunities and new revenue streams
• Suggest process improvements that boost efficiency and enhance the customer experience

Preferred Qualifications

Required:

• 5+ years of experience in meeting planning, trade show management, event sales, or association management
• Bachelor's degree in hospitality management, business administration, marketing, communications, or related field
• Demonstrated success in B2B sales with a track record of meeting or exceeding revenue targets

Preferred:

• Certified Meeting Professional (CMP) or similar industry certification is a plus
• A strong focus on customer service with excellent relationship management and negotiation abilities
• Comfortable using AMS systems, abstract management software (X-CD Technologies preferred), registration platforms, and Microsoft Office Suite
• Experience with trade show floor plan design, exhibitor services, sponsorship fulfillment, and exhibit hall logistics (including drayage, shipping, and AV requirements)
• Knowledge of exhibit hall safety regulations, venue compliance requirements, fire marshal approval processes, and lead retrieval services
• Familiarity with mobile app platforms, digital advertising, and print program production
• Solid project management skills with the ability to juggle multiple projects and competing deadlines
• Sharp attention to detail, especially when it comes to quality control and contract compliance
• Strong communication skills—both written and verbal—and excellent interpersonal abilities
• Flexibility to shift priorities based on seasonal demands and the convention timeline
• Willing to travel domestically several times a year for site visits and on-site event support
• Professional approach with a positive, solutions-oriented attitude and dedication to creating exceptional customer experiences

Benefits

• Competitive salary commensurate with experience
• Health, dental, and vision insurance
• Retirement savings plan
• Opportunities for professional development
• Collaborative and inclusive work environment

Work Mode

The National Communication Association (NCA) operates in a hybrid work mode; two days in the office and three days at telework. Staff are expected to be in the office on Tuesdays for strategic planning and other ongoing discussions.

The position requires travel to the NCA Annual Convention in November and approximately 2-3 additional trips per year for site visits and other annual events. This position will work in the office on Tuesdays and Wednesdays. The work mode is regularly reviewed to meet the association's evolving needs. Such a review may necessitate changing the work mode designation for a position.