Account Executive

Emerald X; New York (NY); On-site; USD 90,000 - 120,000; Full time

Benefits offered by this job

Unlimited vacation

401(k) with company match

Flexible working locations

Job summary

Emerald X is seeking an Account Executive to drive exhibit and sponsorships revenue for the U.S. Antique Show portfolio, including the Original Miami Beach Antique Show, Las Vegas Antique Jewelry and Watch Show, and the Coconut Grove Antique Jewelry and Watch Show.

You will manage a territory of existing customers, grow the base through net new sales, up-selling, and cross-selling beyond exhibit space, including sponsorships. Travel up to 25% to meet clients and attend events.

Qualifications

• Experience in B2B sales, with a strong preference for tradeshow or media sales.
• Demonstrated ability to build strategic relationships with customers, partners and attendees while 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 in targeting prospects and closing sales while building relationships.
• Strong knowledge of MS Office and Salesforce; experience with A2Z is a plus.

Responsibilities

• Execute and implement sales strategies to maximize exhibit space and sponsorship sales, targeting new and retention revenue goals.
• Identify new products, markets and opportunities to increase revenue or attendance; communicate challenges and opportunities to management.
• Build strong relationships with customers, focusing on influential accounts.
• Maintain and grow the customer base through prospecting and timely fulfillment of customer requests.
• Deliver proposals that fit the business and ROI needs of the customer and secure their business.
• Attend industry events and coordinate cross-brand lead-sharing within Emerald brands.

Skills

B2B sales

Relationship building

Sales negotiation

Salesforce

MS Office

Tools

Salesforce

Job description

Forge (Previously Emerald) is seeking an Account Executive to drive exhibit and sponsorships 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 sponsorships 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.

RESPONSIBILITIES

• 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)

REQUIREMENTS

• 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 analyze and present data
• Ability to travel up to 25% of the year

About Emerald

At Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams.

COMPENSATION & BENEFITS

Please note that this range reflects a reasonable estimate of the target compensation for this position. This range may ultimately vary based on a candidate’s qualifications and may be higher where required by applicable law.

We offer a competitive benefits package designed to strengthen our employees’ physical and mental health, including unlimited vacation for exempt employees, flexible working locations, 401(k) plan with a company match, medical/dental/vision coverage with inclusive provisions including transgender services and fertility benefits, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs like Toastmasters, and mental wellness tools.

About Emerald

Emerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit http://www.emeraldx.com.