Responsible for driving growth in non-dues revenue by leveraging existing business and effectivelymanaging the sales pipeline. This includes lead generation, relationship-building,qualification and closing sales. Sponsorships, advertising, merchandise, the Alumni Travel program.

Implement real time statistics at all Washington Capitals home games.

Develop & execute strategic sales plans to maximize revenues for corporate sponsorships, events, virtual programming, social media. Build and enhance current strategic partnerships and new business development.Corporate Sponsorship & Event Sales. Generated revenue for Corporate Sponsorships, ILTACON related sponsorships, LegalSEC Summit, and ILTACON Europe. In 2019, efforts resulted in 12% increase for ILTACON Corporate Sponsorship revenue; 13% increase for LegalSEC Summit; 25% increase for ILTACON related sponsorships; 58% increase in ILTACON Europe sales. Local and Virtual Event Sales. Collaborated with marketing and events departments in selling small local and virtual events. This included Winter Socials, Legaltech Social in NYC, Ohio Litigation Conference, virtual education webinars, virtual exhibit hall at 2020 LegalSEC Summit.

Directed prospecting, closing, and retaining corporate members in partnership with membership manager. Strategize with marketing team to implement membership marketing campaigns through HubSpot CRM and social media. Identify new prospects by attending trade shows. Managed sales process. Serve as staff liaison four committees. Relationship Building. Creatively engaged non-members by attending competitor conferences and member-sponsored client events. Conducted informal needs assessments, re-recruited lost members, and established business Facebook page to bolster relationships. Efforts resulted in 13% increase in new member recruitment. Member Dues Generation. Conducted due diligence on new members to ensure accuracy of reported revenues. When needed, involved CEO to encourage payment at appropriate dues level. Resulted in 16% increase in new member revenue.New Member Recruitment. Secured high profile membership of the third largest TV network in direct response industry. Over two-year period intensively courted CEO and CMO by demonstrating membership value including advocacy efforts, providing conference incentives, and conducting face-to-face visits.Member Engagement. Spearheaded creation of Industry Women’s Council. First pilot meeting was attended by 50 women business leaders who wanted to overcome marginalization among predominantly male membership. Program is currently fostering new marketplace relationships and providing innovative thought leadership forum.

Optimized leads and securing business for selling exhibits at various industry trade shows. Partnered with Graphic Design and Production Management teams to provide potential clients with custom booth designs based on individual company needs and goals. Managed client relationships from installation to post-show.Client Engagement. Sold and managed account with largest revenue exhibitor at Saudi Arabia Job Fair. Liaised with exhibit designer in London to build out elaborate booth in US; and maintained hands-on relationship with Saudi client. Generated $150,000 in revenue and secured client for following year.Client Win-Back. Saved high-maintenance client after disgruntled relationship with previous sales executive. Provided high-touch service to ensure that exhibit specs were delivered with excellence and within budget. Final product generated $50,000 in revenue and retained client for following years.

Prompted advertising sales for leading associations in the finance, club management, and electrical manufacturing industries. Attended numerous trade shows to increase prospect database for clients.Advertising Sales. Successfully sold advance advertisements for Electronic Retailing Association’s magazine two weeks prior to annual trade show. Secured meetings with exhibitors and sold all major positions within magazine. Account Sales. Re-established relationship with Pivotal Health Solutions, a former client. Provided opportunities for bi-coastal face-to-face relationship building including private tour of printing facilities. Resulted in client ending prior printer relationship of 10 years, and converting to $75,000 account.

Propelled sales & business development for Annual Convention, magazine and Winter Leadership Forum including developing trade show floor plan and ensuring that needs of exhibitors and sponsors were met.Exhibit and Sponsorship Sales. Creatively sold exhibits, sponsorships and golf tournament five months prior to annual conference. Conducted intensive member, exhibitor and sponsor outreach and recruited at competitor trade shows. Resulted in 14% increase in exhibit sales and 54% increase in sponsorship sales.

Negotiated exhibition and sponsorship sales of association conventions, conferences, and trade shows. Managed floor plans, contract negotiations, and on-site management. Provided mentoring for account services coordinator.Trade Show Sales. Increased trade show revenues for an association client by 25% through increased sponsorship opportunities and mixing of high and low price points. Through intensive networking and upselling, sold out exhibit hall for six consecutive years.Exhibitor Engagement. Instituted pre-selling exhibit point system based on membership status, advertising and sponsorship levels which increased on-site space selection signings from 50% to 75%.

Engineered exhibits and sponsorship sales for government sponsored technology conferences. Generated $200,000 for the Department of Defense Intelligence Conference (DoDIIS)Increased revenue for Government Symposium on Information Sharing and Homeland Security by 15%Developed exhibitor point system to increase sales for all conferencesManaged floor plan and served as on-site exhibit manager

Increased exhibit sales for their annual conference and Retail Industry Forum. In addition, I drove growth for their official publication, AFP Exchange.Produced $1.6 million in revenue for the AFP Annual ConferenceIncreased sponsorship for the Retail Industry Forum by 99% to $141,500Served as on-site liaison to 150 major corporations such as Wells Fargo and JPMorgan Chase

Negotiated exhibiting sales for the NAB Show and the Radio Show. In addition, I started at NAB in their Radio department before being recruited to join the Conventions and Expositions department.Executed exhibit sales strategies to exceed budget for NAB expositionsManaged a territory that represented $10 million dollars and 400 exhibitors for the 2000 NAB Annual ConventionNegotiated NAB membership to broadcasters from 1996-1998

Galvanized media guide production and all aspects of game day operations.

Transformed selling of sports radio programming such as NFL, Major College Football, and the Olympics.Marketed sports programming to radio stations in the Central U.S. RegionDirected sales for the 1996 Summer Olympics in AtlantaOperated as sports producer and sports reporter from 1989-1991