Senior Sales Manager

Position Summary

The Senior Sales Manager is responsible for selling sponsor ships for Novogradac’s twelve annual national conferences and advertising in the Novogradac Journal of Tax Credits, on the company’s website and in email campaigns. The Senior Sales Manager participates in sales activities that drive revenue, such as lead generation, gathering competitive intelligence, win-back strategies and building relationships with industry customers. This position will plan and implement sales strategies, measure and report on results, and adjust strategies accordingly.

Additionally, the Senior Sales Manager will represent sponsorship and advertising sales onsite at select conferences to support client engagement, prospecting and revenue development. The firm has one available position in either Cleveland, Atlanta, Portland, Long Beach, or Walnut Creek, CA.

Maintain and grow the current client base as well as develop new relationships with potential advertisers and sponsors. Enter, update, and maintain daily sales activities and client/customer information into the customer relationship database, Salesforce. Design, implement, and manage sponsorship and advertising plans, focused on growing sponsor ships across industries and sectors as well as growing revenue across print, web and digital media.

Using a consultative selling approach, work with prospects to gain a clear understanding of their needs, then develop customized sponsorship/proposal packages as well as customized advertising space packages to win business and acquire new sponsorship and advertising revenues. Maintain accurate and updated records of all contracts and revenue projection pipeline of opportunities, highlighting the prospecting, research, networking, outbound calls, and attendance at conferences and industry events.

Own the full sales cycle: prospecting, cold-calling, lead follow-up, win-back strategies, and closing new business. Identify and launch new revenue opportunities, including new ad products, placements, and campaign-driven initiatives. Perform regular follow-up on inbound leads and sales inquiries. Establish, develop, and maintain positive business and customer relationships. Achieve or exceed sales targets and outcomes within designated schedule. Coordinate sales efforts with Marketing Department team members by exchanging relevant data such as logos, benefit arrangements and other related considerations.

Track performance metrics and generate reports and dashboards to measure sales effectiveness. Gather and summarize marketplace intelligence relative to sales. Assist with other duties and projects as assigned.

Bachelor’s degree and 8 or more years of progressively responsible experience in sponsorship sales, advertising sales, business development, account management, or a related sales role, preferably within professional services, media, conference, real estate, or related industries or an appropriate balance of education and work experience. Consultative sales skills, with the ability to understand client goals and recommend relevant sponsorship or advertising solutions.

Salesforce or similar CRM proficiency, including accurate activity tracking, account updates, pipeline management and reporting. Strong pipeline management and prioritization, with the ability to manage multiple events, products, deadlines and client relationships ellent written and verbal communication, including proposal development and client-facing presentations. Relationship management and customer service skills, with a responsive, professional and solutions-focused approach. Ability to clearly explain firm products, services and advertising/sponsorship opportunities to clients and prospects.

Strong research and prospecting skills, with the ability to identify target accounts, market trends, and new revenue opportunities. Ability to meet deadlines and effectively prioritize a fast-paced and varied workload, effectively manage a variety of projects and concurrent/shifting priorities.

Our firm is committed to providing our people with opportunities to excel…