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SHRM National Account Manager in Alexandria, Virginia

National Account Manager

1800 Duke St, Alexandria, VA 22314, USA

Req #292

Monday, January 31, 2022

At SHRM, we are committed to making work, workers and workplaces better through insights-driven policy solutions, learning and development, thought leadership and research. We are shaping the ways employers and employees thrive together. SHRM is empowering our more than 300,000+ members, including HR professionals, business executives, and people managers, to lead as strategic business partners and effective stewards of workplace culture, business productivity, and employee engagement.

Responsible for managing various aspects of the exhibits and sponsorship programs at SHRM events. These events bring the SHRM brand to life and provide a platform for member engagement with vendors – exhibitors and sponsors. Achieve and exceed individual sales goal of assigned events and strategic and non-strategic accounts. Deliver exceptional customer care and execute well-produced logistics and operations.

Your Day:

  • Manage, sell and maintain exhibit space and sponsorships to companies for assigned event.

  • Work directly with the Director of Exhibits & Sponsorships in developing and executing sales strategies and SHRM marketing materials.

  • Achieve individual revenue and net square footage goals.

  • Utilize effective and accurate forecasting, pipeline management, and contracting process to hit revenue targets.

  • Build and maintain sustainable retention strategies.

  • Manage the signage process with the General Service Contractor pre-show, onsite, and post-event for the SHRM Annual Conference & Exposition.

  • Work directly with the Director of Exhibits & Sponsorships in developing and delivering the sponsorship fulfillment reports from the SHRM Annual Conference & Exposition.

  • Maintain clear, up-to-date records, including notes and activities in CRM on all companies within assigned events.

  • Serve as key point-of-contact for strategic accounts to understand their various lines of business, budgeting process, key stakeholders, and overall goals and objectives for participation in SHRM and help bring to fruition.

  • Participate in all pre and post-show preparation calls, floor plan configuration calls, collection calls, and provide operations/logistical assistance to ensure a premier customer service experience for all accounts in assigned events.

  • Responsible for prospecting, qualifying and entering leads into Map Your Show / NetSuite, development of sponsorships, write and present proposals and timely payments.

  • Work directly with the Director of Exhibits & Sponsorships to develop, activate, and manage sponsorships.

  • Work closely with other departments in developing and executing optimal customer experience.

  • Other duties as required by business needs.

Must Haves:

  • Bachelor’s degree

  • Over 5 years of trade show/exposition experience

  • 3-5 years of sales and event management experience preferred

  • Excellent leadership skills. Outstanding communication, interpersonal, and organizational skills required. Excellent telephone manner and written skills essential. Database and PC experience also required. Several travels required.

  • Results-oriented and demonstrated selling skills

  • Customer care / customer experience focused

  • Must be able to work independently, as well as part of a team and possess a can-do, positive attitude.

  • Demonstrated ability to handle stressful situations and multiple deadline-driven projects and priorities with tact and humility

  • Proficient in MS Word, Excel, PowerPoint, Map Your Show or basic floor cad systems.

  • Candidates must have a proven commitment to SHRM's six Guiding Principles:

  • Bold Purpose

  • Excellence & Accountability

  • Flexibility & Agility

  • Smart & Curious

  • Collaborative Openness

  • Push Back to Move Forward


  • Certified in Exhibiting Management (CEM) preferred

Physical Requirements

  • Must be able to perform essential duties satisfactorily with reasonable accommodations.

  • Work is generally done sitting, talking, hearing, and typing. Visual acuity to use a keyboard, prepare and analyze data and figures; transcribing, viewing a computer terminal; extensive reading.

Work Environment

  • Work is regularly performed in a combination of office and conference settings and routinely uses standard office equipment.

  • Travel Required: Moderate 20-30%

Our employment practices are in accordance with the laws that prohibit discrimination against qualified individuals on the basis of race, religion, color, gender, age, national origin, physical or mental disability, genetic information, veteran’s status, marital status, gender identity and expression, sexual orientation, or any other status protected by applicable law.

SHRM is an equal opportunity employer (Minority/Female/Disabled/Veteran).

We do not sponsor applicants for work visas.

Other details

  • Job Family Sales

  • Job Function Sales

  • Pay Type Salary

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  • 1800 Duke St, Alexandria, VA 22314, USA