Senior Manager, Exhibit Sales and Services

Essential Duties and Responsibilities Exhibit Sales and Service

• Develop and execute exhibit and sponsorship sales strategies to achieve annual revenue goals.
• Manage the full sales cycle, including prospecting, lead generation, contract negotiations, renewals, and account management.
• Identify and secure new business opportunities within the food service industry.
• Manage and execute booth sales totaling approximately 40,000 sq feet. (approx. 175-200 exhibitors in total).
• Work closely with event operations team to ensure successful exhibitor onboarding, logistics, and customer satisfaction.
• Serve as primary point of contact with the general contractor.
• Develop sales reporting and analysis.

• Conduct outreach through phone calls, emails, virtual meetings, and in-person industry events.
• Build and maintain strong relationships with current exhibitors, sponsors, and industry partners.
• Analyze sales trends, exhibitor feedback, and market opportunities to support strategic planning.
• Assist in the development of exhibitor prospectuses, sales materials, and event-related communications.
• Attend association events, trade shows, and industry meetings as required.
• Provide excellent customer service and act as a primary point of contact for exhibitors and sponsors.
• Collaborate with Marketing to develop exhibitor communications, newsletters, and promotional materials.

• Bachelor’s degree in business, Marketing, Communications, Hospitality, or related field preferred.
• Minimum of 5–7 years of experience in exhibit sales, sponsorship sales, association management, trade shows, or event sales.
• Proven track record of meeting or exceeding revenue goals.
• Strong relationship‑building and negotiation skills.
• Excellent verbal and written communication skills.
• Ability to manage multiple projects and deadlines in a fast‑paced environment.
• Ability to travel as needed for industry events and conferences.

• Experienced in association exhibit sales.
• Experience working with a2z and  is a plus.
• Strategic thinking and problem‑solving abilities.
• Strong organizational and time management skills.
• Self‑motivated with the ability to work independently and collaboratively.
• Professional and customer‑focused demeanor.
• Experience with sponsorship development and exhibitor retention strategies.

This position operates in a professional office environment with occasional travel required for trade shows, conferences, and industry events. Some evening and weekend work may be necessary during peak event seasons. This position is a hybrid schedule; we are in the McLean office on M, W,

F.

IFDA is an equal opportunity employer and values diversity at all levels of the organization. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, or any other protected status.