Experience

National Trade Productions

• United States
• Events Services
• 1 - 100 Employee

• Senior Sales Manager - Coverings International Tile & Stone Exposition, ASPE 2012 & 2014

  • Dec 2009 - Present

  • Sales team leader for exhibitor booth and sponsorship packages, and international pavilions in Coverings International Tile and Stone Exposition, 2010, 2011, 2012 and 2013. • Annual event stages over 4 days each spring as the largest tile, stone and machinery purchasing exposition in North America. • Multi-million dollar annual exhibit and sponsorship sales, 800-1000+ exhibiting companies, 35+ countries represented. 18 international pavilions. • Sales team leader for 2012 and 2014 ASPE Convention and Exposition. Targeted sales of exhibitor booths and sponsorships for industry manufacturers demonstrating current technology to specifying engineers, designers and general contractors. NTP has managed sales, marketing and operations activities for 20+ years. • 3+ years experience with Salesforce.com CRM platform, integrated with a2z event floor planning software. High proficiency with MS Office, primarily Word, Excel and Outlook integrated with Salesforce.com. About NTP: National Trade Productions (NTP) is a closely held, private company founded and owned by Robert Harar. We are proud of our 35 years in operation with no change in ownership. We specialize in B2B tradeshows and events, with expertise in strategic planning, attendee, exhibitor, sponsor, advertiser sales, marketing and promotion, conference planning and logistics, housing and registration management, and full-scope operations management and services. NTP manages nine events, ranging in size and including three Tradeshow 200 events. Critical to our success has been the entrepreneurial nature of our company. This desire to develop new ideas and focus on innovations that grow shows is cornerstone to our corporate philosophy. Show less



National Trade Productions, Inc

• Interim VP of Sales

  • Dec 2009 - Apr 2011

  Position: Interim Vice President of Sales and Exhibitors Services • Responsible for sales of exhibitor and sponsorship packages in trade shows managed for clients by NTP. • Direct reports included sales directors, account executives and exhibitor services representatives. • Reported to owner and COO. Accomplishments: • Reorganized department; built show specific teams; changed mission focus from strictly sales to sales and exhibitor services. • Updated job descriptions; created new positions and applicable job descriptions. • Recruited, validated and hired mid-level managers as Directors of Sales and Exhibitor Services. • Recruited and hired new Account Executives and contract Sales Associates to achieve 100% fulfillment of the department’s planned head count and trade show sales goals. • Instituted core training procedures in newly acquired CRM (Salesforce) and floor management (a2z) software programs. • Implemented weekly sales training and cross training events with other departments to strengthen exhibitor services goals. • Established standardized sales reporting, trending and forecasting methodologies for managers and their direct reports. • Energized accounts receivable procedures to generate collections earlier, reduce collections costs, and minimize impact on trade show revenue losses. • Adapted procedures and personnel to enable effective deployment of “one off” sales opportunities. • Participated in new business RFP generation and presentation activities. • Met or exceeded sales goals of managed shows for 2010 leading to renewal of each client for next show cycle. Two client shows (Coverings and AOTA) certified as TW Fastest Fifty for 2010. Show less



Progressive Realty and Bay Creek Resort Realty

• General Manager and Principal Broker

  • Jun 2002 - Oct 2008

  • Managed sales teams, training and on site sales strategies. • Coordinated lead generation initiatives and project promotions with developer’s marketing team. • Sold developed lots to established project builders and custom residence general contractors. Registered and sold condominium project units, golf and marina resort lots and vacation homes. Specialized in high end custom building packages from lot acquisition through plan approval, construction and mortgage financing, and eventual settlement of completed home. Licensed Real Estate Broker in Virginia. Show less



William E. Wood & Associates

• Consulting Broker

  • Jan 1999 - Jan 2002

  Consultant on New Initiatives and Market Acquisitions Created "Service Center" to drive additional revenues to company bottom line. Developed company franchise documents and licensing agreements for affiliate office expansion. Directed financial assessment and acquisition of a multi-office North Carolina real estate firm to expand company's territory. 1997-2005 General Nutrition Centers 3 Locations in VA Franchisee Opened, built and operated 3 GNC retail stores Show less



Long & Foster Companies

• United States
• Real Estate
• 700 & Above Employee

• Regional Manager

  • Jan 1991 - Jan 1997

  Directed company expansion from Williamsburg to North Carolina. Instilled "company" culture in acquired offices. Grew market share with oversight of 12 branch offices, 450 agents and 50 regional employees. Responsible for acquisition of competing firms and recruitment of experienced agents. Integrated affiliate mortgage, marketing, warranty and insurance services. Implemented regional training and quarterly meetings, unified office and regional marketing budgets and programs, coordinated new home sales, property management, relocation and referral services. Show less



Professional Realty Corporation

• Sales Associate, Sales Manager and General Manager

  • Jan 1977 - Jan 1991

  Initial sales in general brokerage, and site management of new construction projects. Appointed sales manager of single office and later general manager, opening multiple offices, coordinating hiring, staffing, training and administrative support of managers, sales agents and builder clients. Initial sales in general brokerage, and site management of new construction projects. Appointed sales manager of single office and later general manager, opening multiple offices, coordinating hiring, staffing, training and administrative support of managers, sales agents and builder clients.