Sales Manager, Corporate Engagement

American Association Of Airport Executives
Alexandria, VA

Job Description

Job Description

The Sales Manager, Corporate Engagement, plays a key role in supporting exhibit and sponsorship sales efforts for assigned events and programs. This position is responsible for prospecting, pipeline development, client relationship management, and sponsorship sales coordination. Working collaboratively with Corporate Engagement, Marketing, Finance, and Meetings teams, this individual will support revenue generation activities, exhibitor and sponsor engagement initiatives.

Primary duties and responsibilities:

  • Sell tabletop displays and sponsorship packages for events assigned.
  • Conduct outbound prospecting (calls, email campaigns, LinkedIn outreach).
  • Assist in developing and executing sales strategies for exhibit space and sponsorships to include new sponsorship ideas and creation of packages.
  • Meet and exceed assigned revenue targets.
  • Negotiate pricing within approved guidelines and approval from Supervisor as needed.
  • Close contracts and secure payment commitments.
  • Prospect and manage a pipeline of exhibitors and sponsors, including aviation product manufacturers, consulting firms, technology providers, and other companies aligned with the association’s audience and industry vertically.
  • Build and segment prospect lists (by product category, size, prior participation, geography).
  • Monitor industry trends, competitor events, and new market entrants.
  • Serve as a primary point of contact for exhibitors and sponsors.
  • Consult with clients on booth selection, sponsorship opportunities, and event marketing strategies.
  • Support renewal campaigns for existing exhibitors and sponsors.
  • Conduct post-event follow-up calls to assess ROI and gather feedback.
  • Support exhibitor onboarding, logistics, and on-site experience in collaboration with fulfillment team.
  • Work with department and Marketing to develop sales collateral and promotional messaging.
  • Coordinate with team on exhibitor logistics, floor plan updates, and sponsorship ideas and inventory.
  • Review websites.
  • Assist in collecting outstanding payments.
  • Maintain accurate sales pipeline and reporting using appropriate vehicles.
  • Coordinate with Finance on invoices and accounts receivable as needed.
  • Perform additional duties as needed to support departmental objectives and organizational goals.

Education, prior work experience, and specialized skills and knowledge:

  • Bachelor’s degree preferred
  • 3-5 years of experience in exhibit sales, sponsorship sales, or event revenue generation
  • Demonstrated success in meeting or exceeding sales goals
  • Strong negotiation, communication, and client management skills
  • Research and lead-generation capability
  • Professional communication skills
  • CRM proficiency, experience with iMIS, HubSpot, eShow, or other event management software preferred
  • Ability to manage multiple event timelines simultaneously
  • Understanding of value-based selling (ROI justification for sponsors and exhibitors)
  • CEM designation a plus

Typical physical demands/work environment:

To successfully perform the essential functions of this job, with or without reasonable accommodation, an employee is occasionally required to stand; walk; sit; use hands to grasp objects; reach with hands/arms; balance, stoop, kneel, or crouch; speak or listen; lift and/or carry up to 25 pounds; use close, distance, color, peripheral, depth perception, and focused vision. While performing the duties of this job, the employee is not exposed to weather conditions, and the noise level is moderate.

AAAE is an AA/EOE.

Posted 2026-05-13

Recommended Jobs

Data Engineer (All Levels) - Crystal City, VA

Silverthorne Advisory Group LLC
Arlington, VA

Job Description Job Description Benefits: ~ Retirement Plan ~401(k) ~401(k) matching ~ Bonus based on performance ~ Company parties ~ Competitive salary ~ Dental insurance ~ Health…

View Details
Posted 2026-06-05

Aegis Combat Systems Engineers - Norfolk

General Dynamics Information Technology
Norfolk, VA

Public Trust: None Requisition Type: Pipeline Your Impact Own your opportunity to support our nation's defense. Make an impact by connecting and securing critical operations across the glo…

View Details
Posted 2026-06-12

R410 - Full stack Developer

FHR
Richmond, VA

** Candidate will be allowed to work remote mostly. Candidate will be required to come on-site in Raleigh, NC when requested by management. Candidate must work EST business hours. All work m…

View Details
Posted 2025-09-07

Overnight Engineer | JW Marriott Reston Station Hotel

Crescent Hotels & Resorts LLC
Reston, VA

Job Description Job Description Crescent Hotels & Resorts is honored to announce an exciting opportunity for a talented Overnight Engineer for the JW Marriott Reston Station Hotel! Experience a…

View Details
Posted 2026-03-20

HubSpot Strategist

Geear
Richmond, VA

Job Description Job Description Geear is looking for a bright and motivated individual with a passion for the online space. About the Job Geear, a HubSpot Diamond Partner and voted one of the…

View Details
Posted 2026-06-24

Caregiver CNA, PCA, HHA

Senior Helpers of Warrenton
Warrenton, VA

Job Description Job Description On-Call Caregiver CNA, PCA, HHA Senior Helpers of Warrenton is hiring caregivers, CNAs, PCAs, and HHAs in  Warrenton/Culpeper, VA, and other surrounding cities…

View Details
Posted 2026-04-11

Home Improvement Sales Consultant

MLM Home Improvement
Manassas, VA

Uncapped Income | Paid Training | Six-Figure Opportunity MLM Home Improvement is one of the fastest-growing exterior renovation companies in the Mid-Atlantic. Since 2007, we’ve built a performance…

View Details
Posted 2026-05-11

UI/UX Web Designer (Secret Clearance)

System One
Quantico, VA

Job Description Job Description UI/UX Web Designer Quantico, VA – 1 day a week onsite Secret clearance is required to start Must be able to get Top Secret This position is for a use…

View Details
Posted 2026-06-26

Dishwasher/Utility

McLean, VA

For this position, pay will be variable by location - See additional job details and benefits below Our Dishwasher/Utility Team Members are the soul of our kitchens. They keep us runnin…

View Details
Posted 2026-01-19

Amazon Delivery Driver

Mercury Parcel Service LLC
Hampton, VA

Job Description Job Description Company Description Mercury Parcel Service is a locally owned and operated Amazon DSP dedicated to providing exceptional delivery service to our community. …

View Details
Posted 2026-04-05