MHI has a unique opportunity for an experienced Exhibition Operations, Business Development and Sales executive who will develop, plan and execute the operational, production and exhibit sales strategic plan and budget for MHI’s two Top 100 US tradeshows — ProMat and MODEX. As a senior leader in the organization, the Vice President of Exhibitions sets the strategic direction for MHI trade expos and ensures that event management, including operational and exhibit sales goals, are achieved. This position reports directly to the CEO.
With a strong customer focus, you will rely on your ability to see the big picture, analyze the impact of major initiatives and industry trends, and effectively allocate resources to each functional area, ensuring that resources are properly aligned toward strategic results. You will establish procedural, quality control, and financial accountability and be responsible for monitoring trends in our budgets, revenue, and expenses. Staff will see you as an approachable, visible, engaged, resilient and credible leader.
With a keen knowledge of event management, as well as the material handling and supply chain industries, you will not simply maintain our current direction, you will conceptualize, strategize, identify, and implement new opportunities and strategic initiatives, developing winning domestic and international partnerships and leverage existing successful programs that support our membership. You will partner with our leadership to ensure that our efforts are successful in growing corporate membership, sponsorships and exhibits, expo attendance, and industry programs.
Strategic Planning, Vision, and Leadership
Collaborate with the CEO to develop and implement MHI overall exhibition and industry vision and strategies for achieving the vision of the association.
Responsible for counteracting with exhibition venues.
Organize and interpret data (including internal content, competitive and comparative) to understand trends and lead expo improvements and changes, both financial and non-financial.
Develop relationships with vendors, international and domestic partners and industry leaders.
Develop strategic plans, with support and direction from the CEO, advisory committees, and key stakeholders. Create specific goals, tactics, and implementation plans in order for these programs to successfully expand and differentiate the MODEX and ProMat events.
Work with staff to provide high-level project oversight, approving project scope, budget and deliverables within the department.
Direct trade show operations and production management to insure seamless event operations including, managing vendor contracts and relationships, floor space planning, show related utility services, site work orders, transportation/logistics coordination and coordination of the on-site responsibilities of internal staff of 30 in addition to all vendors.
Together with the CEO, establish and monitor progress against program and organizational metrics and milestones.
Advise the volunteer leadership, as needed, on department activities, initiatives, goals and results.
Set and implement policies and procedures for committee management. Develop, ensure implementation and enforce the use of systems that facilitate smooth workflow, equitable and efficient work allocation, quality control, monitoring and evaluation and communication within and among programs and with other OSA departments.
Collaborates with Marketing Team, IT Team, Membership Team and Education Team to develop event programs and plans to meet attendance, membership, educational and operational strategic objectives.
Manages the exhibit selection process, booth assignments, booth moves and exhibit hall floor plans/exhibitors in order to ensure that the sales goals of each event are achieved.
Direct and oversee the organization’s sales policies, objectives and initiatives.
Develop short and long-term sales strategies and goals.
Work with Sales Team to ensure revenue goals are appropriately set and measures are in place to track progress, and ensure we reach quarterly, monthly, and annual targets.
Directly manage major accounts and critical developing accounts, and coordinate the management of all other accounts.
Develop sales selling cycles and methodology.
Research and identify emerging equipment and technology sectors within the industry to develop new sales opportunities.
Establish compensation, training and sales incentive programs.
Work with Marketing Team to develop programs to meet exhibit sales objectives.
Oversee the development of new exhibitor education strategies and assist with planning and execution of exhibitor educational events (i.e. ShowPro, webinars) in order to aid exhibitors in maximizing trade show ROI.
Manage strategic relations with organizations who collocate with MHI Exhibitions.
Oversee the professional development of the Sales Team.
Successful candidate will have the following skills and competencies:
Demonstrated record of strategic planning and tactical execution.
Fifteen years of professional work experience in progressively more responsible roles in exhibitions and sales or new business development.
Experience managing a Top 100 U.S. tradeshow with 950+ exhibitors and 400K net square feet of exhibit space.
Experience working with a membership organization or a material handling/supply chain-based organization is a plus.
Experience managing vendors, volunteers and customers that are both domestically and globally based.
Ability to execute a high level of engagement within target market areas including corporations, academic institutions and government agencies/research institutions.
Experience in managing budgets in excess of $10 million and a good understanding of accounting practices and statistical trend analysis.
Leadership skills that foster staff development and team building.
Excellent project management skills with extreme attention to detail and ability to multi-task and set priorities.
Strong interpersonal skills and professional demeanor.
Outstanding problem-solving ability and ability to make sound decisions.
Excellent presentation, oral and written communication skills.
Ability to travel 30%-40%, depending on the year, both domestically and internationally.
Bachelor’s degree required; Master’s degree in a business-related field is a plus.
Computer proficient in all MS Office Suite applications.
Extensive experience utilizing CRM and event software tools such as iMIS and Expo Cad
Additional Salary Information: •Competitive salary commensurate with experience
•Excellent benefits package includes: Health, Dental, Vision, Life, and Disability Insurance and Long-Term Care Coverage, 401K Plan
•Convenient Charlotte, NC corporate location