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Work experience

19942008

Executive Director

Atlanta Apparel and Accessories Trade Shows
Americasmart* Atlanta- A Portman Company A Malcolm Baldrige Participant AmericasMart® is the largest wholesale marketplace and convention facility of its kind. Sprawling over 7.1 million square feet, the four building campus annually draws more than 235,000 attendees from around the globe to 25+ annual markets and conventions.
  • Selected to establish and manage the Women’s and Children’s Apparel Trade Show department after recognition for proven leadership and sales success in showroom leasing and trade shows.
  • Promoted from Director to Executive Director within two years after doubling gross revenue and increasing bottom line.
Sales/Marketing
  • Managed all sales and operations for 5 trade shows a year, every 8 weeks.
  • Increased gross revenue 100% over 4 years.
  • 100% record for bottom line profit for 20 trade show budgets over 4 1/2 years.
  • Introduced product categorization which diversified sale efforts that consistently increased revenue for all trade shows.
  • Industry expertise and major account contacts in the the following lifestyle categories: Apparel, Gift, Home, Outdoor Living/Gardens, Gourmet, Pampered Pets, Resort, Swim, Young Contemporary, Ready-to-Wear, Immediate Resources, Children’s, Jewelry/ Fashion Accessories, Personal Care/Spa, Shoes, and New Artisans.
  • Initiated and managed all creative strategies for marketing materials including direct mail, email campaigns, magazine and directory advertising, website exposure, special events, sponsorships and product launches.
Event Logistics/ Operations
  • Supervised execution of special event promotions for trade shows which included food and beverage service needs (Aramark), traffic promotions sponsorships, and market events.
  • Conducted site tours and walk-throughs for potential clients and contractors.
  • Designed and managed all floor layouts, staging areas and logistics for a difficult multi-level (14 floors) trade show with many building obstructions.
  • Negotiated pricing and offerings for booth equipment packages, show floor signage and floor decor with all decorating contractors.
  • Negotiated procurement for floral, electrical, sound, lighting, and rigging companies.
  • Worked closely with UPS,Fed Ex, and DHL in managing shipping and receiving logistics for clients.
  • Created all exhibitor manuals and rules and regulations for trade show set-up and move-in/move- out
  • Directed internet kiosks, buyer lounges, seminar and conference logistics.
Show Management/Administrative
  • Mentored 4 sales managers and 2 coordinators in a fast- paced sales environment with shows every 8 weeks. Increased trade show staff from 2 to 6 people in 4 years.
  • Managed over 600 national accounts of women's and children's apparel, accessory, and personal care product manufacturers.
  • Modernized and converted all sales correspondence to paperless application process which included a CD Sales Prospectus and website application increasing revenue and efficiency while cutting expenses.
  • Designed and streamlined all process management for sales force, database management, accounting, invoicing, collections, operations, marketing and special events.
Database/Technology
  • Instrumental in successfully implementing new convention management system (WEM) utilized by 25 trade shows producing more than $40 million in gross revenue. Converted from a DOS program to a windows interactive web- based system.
  • Appointed by President to standardize interfaces for a CRM upgrade that increased customer relation efficiency and improved company communication.
Budget/Forecasting
  • Prepared, managed 5 trade show budgets producing $2,500,000 gross revenue annually. Accountable for bottom line results.
  • Prepared all annual business plans and white papers outlining internal / external industry effects and new initiatives for the Chairman.
  • Managed $30,000 travel budget for prospecting and seeking profitable niches at all industry related trade shows.
20012003

Leasing Sales Manager

The Gardens® Atlanta Merchandise Mart
  •  Managed and leased 200,000 sq ft of showroom space totaling more than 300 accounts/manufacturers in the garden and outdoor lifestyle product.
  •       After 2 months in position, successfully managed a department of 13, maintaining 98% occupancy rate with supervisor on leave.
  •       Sold 43,000 sq ft of new leaseable space that generated more than $4 million in revenue.
  •       Initiated and supervised relocations and expansions of accounts through telephone, direct mail, and personal contact.
  •       Assisted Vice President to develop showroom sales materials, buyer direct mail pieces promotional ads in selected trade publications.
  •       Managed construction projects to completion in a fast paced environment.
  •       Assisted with all space-by-space revenue budgeting and forecasting.
19982001

Senior Sales Manager

Atlanta Int’l Gift & Home Furnishings Market
  • Promoted to Sales Manager after surpassing sales goals for the new garden category.
  • Promoted from Sales Manager to Senior Sales Manager after consistently surpassing sales goals.
  • Managed exhibit sales for 200,000 sq ft and over 500 national and international accounts for trade show generating more than $9 million in revenue twice annually.
  • Achieved and surpassed 100% of sales goals for 3 years. 
  • Managed accounts, show production, operations, and sales activities in a fast paced environment.
  • Successfully increased show floor size from 3 to 10 floors by selling the following  product collections: Garden Products, Handcrafted Design, Children’s World, Tabletop & Fine Gifts, Museum, Jewelry & Fashion Accessories, Cash & Carry, Pampered Pets and New Resources.
  • Managed database which included lead generation and recruiting prospects.
  • Created marketing programs for traffic promotion, buyer attendance, advertising and collection launches.
  • Assisted advertising sales for AmericasMart.com website.
19971998

Trade Show Coordinator

Atlanta Int’l Gift & Home Furnishings Market
  •         Appointed to lead sales effort for new floor / product collection after    demonstrating sales strength and competency as coordinator.
  •       Coordinated and provided customer service for all exhibitor services  which included booth equipment, publishing, marketing and drayage needs. 
  •         Updated and maintained exhibitor database of 200,000 trade show prospects.
  •       Prepared all reports and materials for weekly department and sales meetings.
  • Hired staff and coordinated logistics for trade shows.
  • Updated and distributed all show materials including extensive exhibitor manuals, sales prospectus and marketing packets.
19951997

Sales Representative/Showroom Manager

The Gardens® Atlanta Merchandise Mart

·Sales Representative for more than 150 garden / outdoor lifestyle accounts.

·Top Sales for department. Chosen to cover entire wing due to proven sales capability.

Education

19901995

BS

Skills

SalesLogix, EMS, WEM, ACT, MerchantOS. Webs.com
MS Word, MS Office, Excel, JDEdwards

References

Jo Ann Miller- Marshall

It has been my pleasure to work with Suzanne Gregory for the past 10+ years at AmericasMart.Suzanne started at AmericasMart as an Apparel Intern, and was later hired full-time as a Senior Sales Manager working on the Atlanta International Gift & Home Furnishings Market – the industry’s largest trade show of its kind.

Suzanne was soon promoted into the Apparel Division, where she led the charge in the complete re-organization of our Apparel events, where she was instrumental in the introduction of numerous new product collections.Suzanne also played a vital role in the development of the Apparel sales team and served as a mentor to new employees.

During her tenure at AmericasMart, Suzanne consistently demonstrated herself to be a mature, focused and highly effective team member with special acumen in the areas of sales, time management, problem resolution and customer service.

Throughout the duration of her employment, Suzanne exceeded the expectations of Senior Management through her goal-oriented and task-driven approach to her work load, regardless of the product sector she represented.

Suzanne’s pleasant nature, easy going demeanor and outstanding work ethic make her an outstanding asset to any organization seeking leadership sales, management or customer service.

I give Suzanne Gregory my highest possible recommendation.

I would be delighted to discuss the details of Suzanne’s AmericasMart employment if it would assist you in making your hiring decision.Please feel free to contact me at 404-220-2235 or [email protected].

Sincerely,

Jo Ann Miller Marshall

Sr. Vice President – Trade Shows

AmericasMart Atlanta

Portfolio

Summary

A highly motivated, team oriented executive with 17 years of experience in sales and event management of a wholesale convention facility and B2B trade shows.Successful in managing multiple accounts and projects while increasing profits in fast-paced environments. Strong ability to identify and launch viable niches by motivating sales-driven teams and devising creative marketing strategies. Natural ability to develop account loyalty and enhance customer experience.

Interests

Traveling, Sailing, Hiking, Biking, Volunteering

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