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Associate Director, Exhibits and Sponsorship Sales

Job Details

American Psychiatric Association HQ - Washington, DC



The Associate Director will be responsible for the full strategic sales cycle for the APA Annual Meeting and the Mental Health Services Conference. This position will be responsible for lead development and sales of exhibit and sponsorship packages, targeting various companies, organizations, and associations. This includes monitoring industry trends and developing strategies to maintain a competitive lead in the market. Must be self-motivated to create sales results and can build strong relationships.

  • Developing and maintaining excellent relationships with key sponsors and exhibitors providing them with insights and comprehensive campaigns that leverage APA’s platforms and programs.
  • Selling to existing and potential exhibitors to meet and exceed sales revenue targets.
  • Nurturing enduring relationships with sponsors and supporters
  • Cold calling prospects and selling the benefits of sponsoring or exhibiting at APA events.
  • Researching potential sponsors and securing financial sponsorships
  • Research and develop a list of potential exhibitors when required.
  • Maintaining telephone contact with key sponsorship contacts to establish their promotional strategies.
  • Developing inventive sponsorship strategies that align with our programming and revenue goals, managing all sponsorship and event prospectuses, and overseeing the implementation of sponsorships.
  • Visiting similar events to solicit new business opportunities and clients and potential clients when necessary.
  • Keep precise records of conversations with all clients, sponsors and exhibitors.
  • Floor plan management and allocation of exhibit space in conjunction with the Exhibits Specialist
  • Keeping up to date on market developments and identifying and researching new growth areas for sales
  • Attend various industry and trade events.
  • Compile and analyze competing events.
  • Support onsite execution of the event.


Exhibits, Advertising, and Sponsorships

  • Identify and establish new exhibits, advertising, and sponsorship funding opportunities.
  • Analyze and establish exhibit space rental rates based on sales history and budget.
  • Maintain sales process and financial reports, in addition to providing revenue projections for budgeting.


  • Coordinate the design, content, and publishing of the Exhibitor Prospectus as the main marketing piece.
  • Develop marketing information for Program Guide, eblasts, PsychNews, and online catalog of sponsorship offerings.
  • Collaborate with Publishing, PMI, and the Foundation in marketing additional offerings to exhibitors.


  • Oversee and approve the concept, design, and appearance of the Exhibit Hall floor plan.
  • Approve branding and placement of APA and sponsoring companies in meeting facility.

Administration and Supervisory Responsibilities

  • Oversee accuracy of exhibitor database to ensure integrity of customer information.
  • Oversee the overall management of exhibit program and onsite exhibit floor setup with the Exhibits Specialist.
  • Manage the RFP process for selecting events conference vendor for exhibits.
  • Collaborate with General Counsel Department on executing contracts and agreements.
  • Oversee the agreements/request for proposals handled by the Exhibits Specialist.
  • Supervise the Exhibits Specialist in providing guidance and direction through weekly project review meetings, review of timelines, workflow approval, and performance reviews.
  • Serve as the principal, on-site contact to monitor supplier and facility services concerning the exhibits and sponsorship.



  • Excellent communications skills: written, verbal and personal presentation.
  • Proficiency in Microsoft Office and Excel
  • Demonstrate skills with the ability to sell to decision makers and maintain relationships.
  • Must be able to travel to domestic locations.
  • Fast creative thinker
  • Knowledge of trade shows, events, conferences and/or sponsorship sales is a plus.

EOE, including disability/vets