Career Center

Exhibit and Sponsorship Sales Manager (hybrid)

As the Exhibit and Sponsorship Sales Manager at the Association for the Advancement of Medical Instrumentation (AAMI), you will manage a $1M+ book of business that is expected to double in the next 3 to 5 years. Our community includes medical device manufacturers, regulators, clinicians, healthcare technology management (HTM) professionals, healthcare sterilization professionals, many of the world’s largest technology firms, healthcare delivery organizations, and independent healthcare service organizations. AAMI eXchange is the largest and most renowned HTM exhibition in the world, with 200 exhibitors and 2,800 attendees. Our employees enjoy a hybrid schedule that balances flexibility with support and face-to-face collaboration, working from our office in Arlington, Virginia 2 days per week.

Reporting to the Senior Director of Education Solutions, and coordinating with our marketing and membership teams, you will identify prospects and build and maintain future and existing relationships with sponsors and exhibitors. Owning the relationship from first outreach, to crafting tailored offerings, to sales, contracting, and delivery, you will work with each organization to identify how AAMI can best serve their needs with advertising and sponsorship packages. Our events, meetings, and forums are a critical component of AAMI’s ability to support our mission. AAMI is not an advocacy organization but a trusted neutral convener – and the primary source of consensus standards for the medical device industry, as well as practical information, support, and guidance for healthcare technology professionals. When standards or needed tools don’t exist, we find ways to develop them. We improve patient safety by bringing together key stakeholders in a consensus-based process.

In 2023, we are looking to grow our event menu to include regional meetings and increase sponsorship opportunities for the standards conference and industry events. Naturally, we will rely on your negotiation skills, entrepreneurial spirit, and exemplary customer service skills to develop and implement key account management strategies, catering to small, midsize, and large accounts, building programs and packages starting with $250 ads and scaling to $30K+ for educational sponsorships. You will travel domestically to support events and conferences, about 20-30 days a year, including a week at the eXchange supporting exhibitors and completing onsite sales for the following year. (Historically, about 85% of our exhibitors renew for the coming year onsite at the eXchange.)

Responsibilities

• Lead all aspects of sponsor and exhibit sales from prospecting and initiating client sales for sponsorship, exhibition, and advertising for the AAMI eXchange and other events.
• Responsible for contract management, exhibit layout, and customer service. Lead the sales effort for exhibits for all year-round programs.
• Serve as key point-of-contact for customers and develop relationships that go beyond the space sale; understand their relationship with AAMI—including membership and committees—and their overall goals and objectives for participating in an AAMI event.
• Maintain an accurate and up-to-date sales pipeline, including contact information and precise records of conversations with exhibitors and sponsors.
• Generate and identify new sales opportunities through research, analysis, and discovery, following up on leads in a timely manner and qualifying new companies to exhibit.
• Manage exhibit hall for AAMI eXchange and other events, including inspecting and monitoring all exhibits and booths to ensure compliance with show rules and regulations. Collaborate with program staff liaison on logistics for any educational initiatives on the exhibit hall show floor.
• Manage year-to-year exhibitor priority points system.
• Develop, update, and distribute the Exhibitor Service Kit, Exhibitor Directory, Exhibitor Prospectus, internal sales reports, exhibitor bulletins, and other assigned communications.
• Communicate with exhibitors regarding logistics, hotel accommodations, exhibitor kit, etc. Collect required information from exhibitors and sponsors for all events and input information into the CMS (including certificates of insurance, company descriptions, etc.).
• Develop and manage the sponsor/exhibit webpage for conferences and events.
• Prepare progress reports and budget reports on a regular basis (weekly).

Qualifications

• 3+ years of revenue generation through the fulfillment of target sales for sponsorships, exhibit packages, exhibit floor space and advertisements.
• A Bachelor’s degree is required; a CEM is highly preferred.
• Expertise in developing and selling new strategic partnerships at the $10-50K level.
• Skill in managing a $1M+ portfolio of clients and sponsors is a plus.
• Familiarity with key account management strategies, catering to small, midsize, and large accounts, building programs and packages that align with their ROI.
• Healthcare experience is appreciated but not required.

Attributes

• Project manager. You juggle multiple tasks, allocate and optimize resources, and manage timelines. You enjoy creating and implementing processes and procedures that uphold rigorous standards. You manage a task from start to finish.
• Supreme relationship builder. You have a proven track record of getting results by building strong relationships and partnerships.
• Open and collaborative. You develop strong and trusting relationships internally and externally. You listen to and respect the views of others.
• Great communicator.  You understand the importance of tone and how to communicate clearly, whether it’s over email, the phone, or face-to-face.  Your writing, oral and presentation skills are excellent.
• Scrupulous, ethical, and honest. You are beyond reproach in business dealings and sincere in maintaining the trust and confidence in AAMI.
• Results-oriented and self-motivated. You have a hunger and passion to succeed, driven by a need to deliver exceptional results. You are self-confident, assertive, approachable, and responsive.
• Service-driven. You understand the mission, needs, and direction of the organization.
• Perceptive. Smart and creative, you intuitively recognize opportunities and take action.

What’s Attractive to the Right Candidate?

• This is yours to develop, to own, and to grow substantially – you will have the opportunity to take something successful and cultivate new relationships to expand our sponsorship and exhibitor portfolios.
• AAMI has a collaborative, high-growth culture where innovation and ideas are welcomed. Working here, you will enjoy a high degree of communication, trust, and mutual respect among employees. Your work will be appreciated.

• AAMI was founded in 1967 and has a very solid reputation throughout the national and international healthcare and health-related technology community.

• We offer an excellent total compensation package including medical, vision, dental, and life insurance; long-term and short-term disability; 401(k); education reimbursement; 10 paid holidays and 10 sick days; 2 weeks’ vacation the first year; flexible hybrid schedule; and more.

To Apply

Use the "Apply" button on this page or simply email your resume to Aileen Hedden at resumes@staffingadvisors.com with “AAMI – Exhibit Sponsorship Sales Manager #2022-2700 ASAE” as the subject of the email.

We encourage you to apply even if your experience is not a 100% match with the position description; we will consider people from a variety of backgrounds and career experiences.

Job responsibilities are similar to the following position: Sponsorship and Exhibit Sales Manager, Account Manager, Sales Manager, Manager, Sales and Sponsorship.

Please note: our practice is to not disclose the salary ranges our clients would consider. Any salary information included in this posting was estimated without our input.

Staffing Advisors is committed to reducing bias in every aspect of the hiring process. We have long recommended an evidence-based approach to hiring. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other basis protected by law. This position may require pre-employment screening potentially including a criminal background check, verification of academic credentials, licenses, certifications, and/or verification of work history. You can learn more about our actions on our blog.