• Sponsorship Sales

    Job Locations US-NC-Charlotte
    Posted Date 3 months ago(3/5/2018 9:25 AM)
    # of Openings
    Wilmington FRA
  • Company Outline





    Since 2001, Financial Research Associates (FRA) has provided the retail and institutional financial markets with crucial educational and networking opportunities covering issues and topics that are often news to even the news media! With the FRA partners’ 65+ years of combined conference experience, our seamless operational processes and the extensive, original research that goes into each topic, FRA has established itself as the leading provider of substantive, topical information for C-suite financial executives. FRA is part of Wilmington plc Healthcare Division. 


    Main Purpose of Role


    The Sponsorship & Exhibit Sales Representative is responsible for securing sponsorship and exhibit commitments from vendors interested in marketing their services to our finance, government and healthcare markets.  Working closely with the conference producers, you will drive sponsorship sales for upcoming events.



    • Meet and exceed KPI’s and sales targets
    • Develop and maintain market knowledge through internal and external resources and keep up to date with Conference Content/ Knowledge
    • Establish relationships with new customers and grow relationships with existing key accounts by developing account plans as a roadmap for success to grow YOY spending by sponsors.
    • Utilizing a consultative approach, create and engage in new business opportunities, in order to expand the existing client base.
    • Liaise with the conference producers to fully understand upcoming events and to accurately determine viable commercial options as well as suggesting content ideas
    • Work closely with the conference producers to synchronize content and sales relationships through attending meetings and events together
    • Accurately forecast revenue across your portfolio and develop contingency plans of action to address any foreseeable shortfalls
    • Ensure advance bookings by utilizing annual contracts with existing accounts, when possible, thereby, providing time to focus on new business and ad hoc clients
    • Account manage the sponsor through the duration of their campaign
    • Achieve KPIs set by senior management
    • Utilize CRM to manage your accounts and maintain up to date information

    Skills and Experience Required



    • Natural networker who functions well in a fast-paced, deadline-driven environment
    • 5+ years’ experience with sponsorship sales achieving annual quotas in $3-5M range
    • Able to quickly gain enough in-depth market understanding to engage in discussions with top-level industry experts
    • Strong selling skills utilizing a consultative sales style
    • Self-motivated and goal-oriented
    • Creative thinker with strong commercial awareness
    • Excellent communication skills both written and verbal
    • Negotiation skills
    • Time management skills, ability to thrive under pressure and meet deadlines
    • Able to multitask
    • Able to build good relationships internally with conference producers and marketing team
    • Intermediate Word, Excel and PowerPoint skills



    • Bachelor’s degree
    • 5+years of sales experience with sponsorship sales
    • Demonstrated superior organizational and communication skills
    • General working knowledge of the healthcare and/or finance industries is a plus.
    • Advanced computer skills in Microsoft Word, Excel, PowerPoint and Outlook
    • Ability and willingness to travel domestically on behalf of the company (25% travel)




    We are focused on ensuring that Wilmington remains a great place to work. We value our people and we continue to invest in their career development. We encourage learning, and career opportunities are possible across all Wilmington companies

    “We are committed to equality, equality of opportunity and valuing diversity”





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