Account Manager Exhibits Sponsorships Digital

Position Summary

The Account Manager is responsible for managing and growing SCCE & HCCA's exhibitor, sponsor, and digital advertiser relationships across its conference portfolio, digital channels, and other sponsorship opportunities.

This relationship-driven, revenue-accountable position focuses on retaining and expanding an established customer base while proactively identifying and developing new business opportunities. The Account Manager understands customer objectives, recommends relevant offerings, and pursues opportunities to increase customer participation and revenue through expanded relationships, multi-event packages, and year-round agreements.

The role also contributes to pricing and packaging recommendations, exhibit planning, and effective coordination of billing and fulfillment information. Working closely with Conferences, Marketing, Member Services, and other internal teams, the Account Manager ensures customer commitments and related information are communicated accurately and promptly, while the appropriate teams manage routine administrative and fulfillment activities.

Key Responsibilities

Account Management & Revenue Growth

• Manage and grow relationships with existing exhibitors, sponsors, and digital advertisers, with accountability for retention, renewals, account expansion, and established revenue goals.
• Understand customer audiences, marketing objectives, and budgets. Recommend appropriate exhibits, sponsorship, and digital advertising opportunities across conferences and year-round channels.
• Identify upsell and cross-sell opportunities, including converting single-event or single-channel purchases into multi-event, and year-round agreements.
• Identify and cultivate new prospective customers through targeted research, outreach, referrals, industry relationships, and responses to inbound inquiries.
• Develop proposals, negotiate and close agreements within approved pricing, inventory, and contractual guidelines. Escalate exceptions and nonstandard terms for approval.
• Maintain accurate CRM records, pipeline activity, account plans, revenue forecasts, and renewal and rebooking information.

Pricing, Packaging & Business Development

• Assess customer feedback, sales performance, available inventory, competitor offerings, and market trends to identify opportunities for revenue growth and business expansion.
• Collaborate with the Director of Conferences & Exhibits and other leaders on exhibit pricing, rebooking rates, sponsorship packages, digital advertising rates, and annual agreements, considering customer value, market demand, direct costs, and opportunities to increase profitability.
• Identify and recommend new or enhanced sponsorship, exhibit, and digital advertising opportunities that align with customer needs and create additional revenue opportunities.
• Explore opportunities to expand sponsorship and advertising offerings across virtual and hybrid events, leveraging platform capabilities, attendee engagement features, and reporting insights to create additional value for sponsors.
• Provide Marketing with accurate pricing, available inventory, sponsorship and advertising descriptions, deadlines, and other information needed to develop and update prospectuses, websites, exhibitor applications, media kits, and related sales materials. Review drafts and changes for accuracy before publication.

Exhibit Planning & Event Engagement

• Collaborate with the Conferences team on exhibit hall planning, booth configurations, inventory, assignments, and exhibitor preferences while balancing customer needs and operational constraints.
• Coordinate with the general service contractors on exhibitor service kits, furniture-ordering information, and exhibit-related vendor requirements.
• Attend designated conferences to build customer relationships, meet exhibitors and sponsors, gather feedback, and help resolve customer-facing issues in partnership with onsite operations staff.
• Lead onsite exhibitor rebooking at designated major conferences, including advance planning around available floor plans, approved rates and packages, customer outreach, and future-event commitments.
• Use onsite conversations and participation trends to identify renewal risks, expanded sponsorship and advertising opportunities, and potential new customers.

Account Coordination & Fulfillment Oversight

• Communicate complete and accurate customer agreements, sold services, pricing, special terms, deadlines, and fulfillment requirements to Conferences, Marketing, Publications, Finance, and other responsible teams promptly, including any subsequent changes that affect billing or delivery.
• Coordinate exhibitor and sponsor communications across assigned events, serving as the primary customer contact when appropriate and providing guidance and oversight to staff supporting exhibitor communications and fulfillment. Collaborate to resolve customer questions, exceptions, and service concerns in a timely manner.
• Partner with member services to confirm billing information and communicate contract adjustments, cancellations, credits, and other customer issues that may affect invoicing or payment; follow up with customers when member services needs relationship support or standard collection efforts have not resolved an outstanding balance.
• Identify opportunities to simplify agreements, packages, and customer processes, including bundling appropriate services when doing so improves customer value and reduces administrative work without undermining profitability.
• Gather customer feedback after delivery and apply insights to renewals, relationship development, and recommendations for future offerings.

Qualifications

Required

• Bachelor’s degree in Business, Marketing, Advertising, or a related field, or equivalent relevant experience.
• 5+ years of relevant experience in B2B account management, sponsorships, exhibits, digital advertising, consultative sales, or a closely related field.
• Demonstrated success retaining and expanding customer relationships, developing new business, and contributing to revenue goals.
• Ability to understand customer marketing objectives, present and package multiple offerings, negotiate within established guidelines, and close agreements.
• Strong commercial judgment, relationship-building, written and verbal communication, and cross-functional collaboration skills.
• Ability to manage multiple accounts, priorities, proposals, deadlines, and customer commitments while maintaining accurate CRM and forecast information.
• Comfortable working with revenue, pricing, customer, and market information to recommend business improvements.
• Ability and willingness to travel to conferences and events (estimated 4-8x per year, including occasional weekends).

Preferred

• Experience with associations, professional membership organizations, or nonprofit organizations.
• Experience with conference exhibits, sponsorships, and digital media advertising, including sponsored content or webinars.
• Familiarity with exhibit floor plans, booth assignments, general service contractors, and onsite rebooking.
• Experience contributing to pricing, media kits, sponsorship packaging, or annual customer agreements.

Ideal Candidate

The ideal candidate is a commercially minded relationship builder who enjoys growing an established portfolio while actively pursuing new opportunities. They combine consultative selling and sound business judgment with organized account management, strong follow-through, and a collaborative approach. They are motivated by customer retention, new relationships, revenue growth, improved profitability, and identifying better ways to package and position offerings for customers.