Account Executive

Forge (Previously Emerald) is seeking an Account Executive to drive exhibit and sponsor ships revenue for the U.S. Antique Show portfolio of events.

The U.S. Antique Show portfolio currently consists of three pinnacle events for the industry, the Original Miami Beach Antique Show (OMBAS), the Las Vegas Antique Jewelry and Watch Show (LVAJWS), and The Coconut Grove Antique Jewelry and Watch Show (CGAJWS) providing both exhibitors and attendees with the opportunity to source unique, one-of-a-kind products from the most well-respected purveyors in the world.

The expertise and integrity of our dealers is one of our most distinctive characteristics and, coupled with their wide range of product offerings, presents buyers with access to a veritable treasure hunt for distinctive merchandise.

The Account Executive is responsible for managing a territory of existing customers, and growing the customer base through net new sales, up-selling, and cross-selling beyond exhibit space (including and not limited to sponsor ships and other non-booth products) for The U.S. Antique events. Responsibilities also include sales prospecting, managing customer service inquiries from exhibitors, sponsors, advertisers, etc., and providing other support to the event team as needed.

The best candidate for this position will be a self-motivated relationship builder with a strong attention to detail, exceptional follow-through, and the ability to proactively solve tough client problems. Successful candidates should also be highly goal-driven, work with a sense of urgency, and collaborate with other members of the show team.

• Execute and implement sales strategies to maximize exhibit space and sponsorship sales via face-to-face visits, telephone calls and electronic communications to meet new business and retention revenue goals. Territory size is roughly $3.5m
• Identify new products, trends, markets and opportunities to increase revenue or attendance where appropriate; provide consistent communication to management, team, and clients regarding challenges and opportunities
• Build strong relationships with customers with a special focus on influential and/or advocate accounts
• Maintain established customer base while identifying new customers through prospecting and timely fulfillment of customer requests
• Manage allocation of booth space, sponsorship, and floor plan changes as needed
• Effectively use Salesforce CRM to monitor growth and performance, including maintaining customer details and creating accurate forecasts
• Support customers in the development of their show goals and objectives
• Deliver proposals fitting the business and ROI needs of the customer to secure their business
• Continuously analyze the industry and needs of current clients and work with leadership to propose programs that meet those needs
• Attend competitive or industry related events
• Have pan-Forge mindset and be a collaborative partner with other Emerald brands (i.e. pass leads to other appropriate brands)

• Experience in B2B sales, with a strong preference but not limited to tradeshow or media sales
• Experience and/or knowledge of the watch and jewelry industries is a plus, but not required
• Demonstrated ability to build strategic relationships with customers, partners, and key attendees while consistently identifying new leads
• Ability to sell face-to-face, by telephone, via video conferencing and by email, with a proven track record in creating and building relationships
• Strong sales/negotiation skills with a proven track record with targeting appropriate prospects and closing sales while effectively building relationships
• Strong knowledge of MS Office programs, and Salesforce- A2Z knowledge a plus.
• Strong research skills, with the ability to…