Emerald Expositions

Retail Relations Specialist

REPORTS TO: Sr. Marketing Director
LOCATION: San Juan Capistrano, CA

Emerald Exposition’s goal is to create, market, sell and produce high quality tradeshows and educational conferences in conjunction with our leading industry publications and associations. Our top priority is to produce, develop and acquire events of strategic significance and value.

Outdoor Retailer (OR) brings together retailers, manufacturers, industry advocates and media to conduct the business of outdoor recreation through tradeshows, product demo events and web-based business solutions. Produced by Emerald Expositions and based in San Juan Capistrano, California, Outdoor Retailer also provides and promotes retailer education, advocacy, responsibility and critical face-to-face business initiatives within the outdoor industry.

-Outdoor Retailer is seeking an Attendee Acquisition-Retail Relations Specialist to act as lead for VIP and new buyer development.
-Manage targeted buyer outreach, work with show teams and marketing to directly enhance the Outdoor Retailer shows by promoting attendance among key regional, national and international retailers and targeted attendees through personal contact and relationship development.
-Increase show (s) attendance by outreach to target attendees. Telemarketing as well as in person visits across the Outdoor industry events as directed by show management.
-Identify, analyze and assess new strategic opportunities that enhance attendee development and execute a plan with show teams to pursue approved attendee targets.
-Build key attendee relationships and identify and tier buyers in the database. Develop new prospects that are not currently in the database.

•Educate buyers/attendees on all aspects of events within the division; including but not limited to, assisting with registration, VIP and New buyer events, matchmaking services, walking tours, educational offerings, review of floor plan and navigational tools such as the online show planner and App
•Increase attendee awareness to all social media marketing channels within the division.
•Cultivate relationships with key industry groups to drive more attendance
•Develop legacy/ VIP and advocate buyer/ attendee programs and target lists
•Work in tandem with marketing team to drive key retailer information and testimonials for promotional marketing purposes
•Work with attendee marketing manager to maintain and develop comprehensive attendee highlights on website and social media sites to promote webinars, new buyer orientations, shopping hints, etc.
•Assist marketing with development and facilitation of attendee related educational programs.
•Work in tandem with marketing/show teams in developing and facilitating buyer events.
•Have a thorough understanding of the business and the industry to translate that knowledge into solid attendee development practices.
•Develop strong understanding of the competitive landscapes current industry trends.
•Become expert on assigned verticals buyer data and act as liaison between sales and marketing teams.
•Attend exhibitor sales calls to understand exhibitor targets, connecting exhibitors to the right attendees, and to promote the group’s attendee outreach efforts.
•Report results, track projects and list development as well as data integrity.
•Other duties as assigned.

•Knowledge of outdoor industry a must.
•Knowledge of the retailers, brands, community extremely important.
•Strong client service, and both telephone and in-person sales prospecting skills.
•Able to multi task in a deadline driven, goal-oriented environment.
•Highly organized; excellent oral and written communication skills;
•Focused attention to detail; a professional demeanor with exceptional interpersonal and customer service skills;
•Able to work independently and as a team player across several team platforms.
•Highly proficient with all aspects of Microsoft office; and CRM management (such as Goldmine, Salesforce or other)
•Working knowledge of Hoovers, Dun and Bradstreet( research analytics is a plus)
•Demonstrated ability to take initiative and interact with all levels of management.
•Able to travel for a minimum of 6 trips per year for up to one week is required

•Experience building strategic relationships with key attendees while consistently developing new attendee leads to prospect to.
•Social media marketing experience desired
•Google analytics experience a plus, but not required.
•SEM experience desired, but not required.