Account Executive

About EmeraldEmerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit ASD Market Week is one of the largest and longest-running business-to-business general merchandise trade shows in the United States. Held twice annually in Las Vegas, ASD connects thousands of retailers, distributors, importers, and e-commerce businesses with manufacturers, wholesalers, and suppliers from around the world.With more than 1,800 vendors, approximately 30,000 attendees, and over one million products across 19+ merchandise categories, ASD provides exhibitors with a powerful platform to meet new customers, enter new markets, build brand visibility, and write business directly on the show floor.We are seeking a motivated, commercially driven Account Executive to grow exhibitor and sponsorship revenue for ASD Market Week.The Account Executive will manage the complete sales cycle—from identifying and prospecting new business opportunities through discovery, proposal development, negotiation, closing, and renewal. This role will primarily engage manufacturers, wholesalers, distributors, importers, suppliers, and consumer-product brands that would benefit from reaching ASD’s diverse community of retail buyers.The successful candidate will be a proactive new-business hunter who is comfortable conducting high-volume outbound prospecting, building relationships with senior decision-makers, and presenting tailored event solutions that deliver measurable value to customers.Key ResponsibilitiesNew Business Development Identify and prospect manufacturers, wholesalers, distributors, suppliers, and emerging brands that align with ASD Market Week’s buyer community. Generate new business through telephone outreach, email campaigns, LinkedIn, industry research, referrals, inbound leads, networking, and competitive-event prospecting. Build and maintain a healthy pipeline of qualified exhibit and sponsorship opportunities. Develop targeted prospecting strategies across relevant product categories, including general merchandise, fashion and accessories, beauty and wellness, gift and home, toys, convenience-store products, closeouts, liquidation, and private-label manufacturing. Re-engage dormant, lapsed, and previously lost exhibitors with relevant and compelling commercial proposals. Consultative Sales and Closing Own the full sales cycle from initial outreach and qualification through proposal, negotiation, contracting, and close. Conduct effective discovery conversations to understand each prospect’s products, target customers, business objectives, challenges, and growth strategy. Clearly communicate ASD Market Week’s value proposition and demonstrate how participation can help customers generate leads, meet qualified buyers, enter new markets, increase brand visibility, and grow revenue. Recommend appropriate booth packages, sponsorships, digital products, marketing opportunities, and other solutions based on customer needs and objectives. Prepare proposals, negotiate commercial terms, overcome objections, create urgency, and consistently move opportunities toward close. Meet or exceed individual revenue, new-business, renewal, activity, and productivity targets. Account Growth and Retention Develop strong relationships with new and existing exhibitors, serving as a knowledgeable and trusted commercial partner. Manage a portfolio of assigned accounts and identify opportunities for renewal, expansion, upselling, cross-selling, and multi-show participation. Conduct structured post-show follow-up to review exhibitor outcomes, gather feedback, address concerns, and secure future participation. Work proactively to reduce cancellations and improve exhibitor retention. Maintain regular communication with customers throughout the event cycle to ensure expectations are clearly understood and appropriately managed. Pipeline Management and Forecasting Maintain complete and accurate customer, activity, opportunity, and contract information within the CRM. Manage opportunities through clearly defined pipeline stages with documented next steps and realistic close dates. Produce accurate weekly and monthly sales forecasts. Monitor personal pacing against revenue goals, activity expectations, and event deadlines. Use CRM data, category insights, sales reports, and market intelligence to prioritize accounts and identify areas of opportunity. Maintain strong pipeline discipline and immediately escalate material risks, blockers, or forecast changes. Collaboration and Event Delivery Partner closely with marketing, operations, customer success, finance, and event leadership to deliver a strong exhibitor experience. Provide customer