FREEMAN Assistant Director - Client Development - West in San Francisco, California

We’re a global company of thinkers, designers, and doers. Freeman partners with our clients to build a connection with their customers by creating brand experiences that are seamless, innovative, and immersive. From strategy, creative, and digital to logistics and event technology, our teams place the client at the center, helping them connect to people in meaningful and personal ways. What makes us unique is our collaborative culture, intuitive knowledge, global perspective, and personalized approach developed from our 90-year legacy as an industry leader. Freeman connects people to a universe of opportunities that create a spark, build understanding, and inspire action.

SUMMARY

Leads the Exhibitor Sales team in both the Business Development and Client Solutions areas within a defined market or business segment.

  • Differentiators

  • Individual Volume - $1 million or more

  • Team Volume - $3 million or more

  • Leadership

  • Directs team in the successful and profitable production of exhibitor sales revenue opportunities.

  • Determines target show schedule for potential customer solicitation as well as works closely with account teams to generate new exhibitor sales.

  • Directs channel development activity and coordinates sales distribution by establishing territories, quotas, and goals.

  • Reviews job quotations for accuracy and to ensure positive response from customers.

  • Meets with key clients, assisting sales representative with maintaining relationships, negotiating and closing deals. Delivers sales presentations to key clients in coordination with sales team.

  • Collaborates with branch leadership.

  • Business Development

  • Directs team to improve organic growth on all assigned accounts.

  • Reviews market analyses to determine customer needs, price schedules, and discount rates.

  • Establishes cross functional teams for accounts as necessary working with other business leaders.

  • Works with Exposition and FreemanXP sales teams to develop action plans and SMART Campaigns and Regional Campaigns.

  • Client Solutions

  • Develops order lead time, job cost, budget goals per client/event.

  • Identifies execution and profit challenges on accounts and develops business plans for improvement.

  • Assigns personnel as needed for accounts based on customer and business needs.

  • Provides direction on cross functional teams as needed.

  • Budget

  • Directs sales forecasting activities and sets performance goals accordingly.

  • Ensures accurate budgets/forecasts on all accounts in group.

  • Manages within team operational budget.

  • Talent Management

  • Recruits, develops and retains team members.

  • Executes on training programs as determined by regional team leader.

  • Manages account and personnel succession planning.

  • Analytics

  • Ensures Salesforce.com data integrity.

  • Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.

  • Miscellaneous

  • Supports team on major proposals, pricing and presentations.

  • Participates in industry organizations.

  • Conducts random invoice audits to verify accurate account billing.

  • Functions as liaison between sales department and other sales related units.

  • Responds to complaints and resolves problems with internal and external customers.

  • Performs other duties as assigned.

REQUIREMENTS

  • Bachelor’s degree preferred.

  • Less than two (2) years of related leadership experience

  • Three (3) or more years of related Exhibitor Sales experience and/or training

  • Has proven the ability to successfully lead teams in the successful and profitable production of revenue opportunities totaling approximately $500 thousand or more.

  • Key role on major accounts.

  • Knowledge of sales systems such as TSS and Salesforce.com is required.

  • Working knowledge of all Microsoft Office Software applications.

  • Excellent customer service and organizational skills are required.

  • Knowledge of billing procedures

Preferred

  • CEM (Certified in Exhibition Management), CPSP (Certified Professional Sales Person) or CRSP (Certified and Registered Sales Professional).

Freeman is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, veteran status or any other protected status.

Equal Employment Opportunity Poster (English) at http://www1.eeoc.gov/employers/upload/eeocselfprintposter.pdf _* (Español) at http://www.eeoc.gov/employers/upload/eeocselfprintposterspanish.pdf