Position Overview

The International Sales Coordinator is responsible for driving revenue across assigned international markets by managing sales cycles from prospecting to close, building and maintaining strong client relationships, and working closely with international sales representatives (ISGs) and sales agents. The role requires strategic market development, cross-cultural collaboration, and meticulous attention to the entire show cycle for designated events.

He/She serves as the primary liaison between internal teams, international partners, and exhibitors, ensuring sales targets are met while upholding company standards for client service, process compliance, and event delivery.

Key Responsibilities

Sales & Revenue Generation

• Develop and execute sales strategies for assigned territories and events to meet or exceed revenue targets.

• Manage the full sales cycle: lead generation, prospect qualification, needs assessment, proposal creation, contract negotiation, and closing.

• Maintain and grow relationships with new and existing international exhibitors, ISGs, and sales agents.

• Sell directly to international companies in markets where there is no ISG or agent coverage, ensuring these exhibitors receive full sales support and integration into the event.

• Identify upselling and cross-selling opportunities, including sponsorships and premium packages.

• Location: São Paulo - Brazil (This is a hybrid position with in-office work twice a week).

• Employment Type: Full-time

• Proficiency in English is required, and Mandarin is strongly preferred.

Market and Client Management

• Collaborate with ISGs and international agents to plan, monitor, and achieve market-specific sales goals.

• Ensure ISGs and agents consistently have up-to-date sales materials, floor plans, and product knowledge.

• Conduct regular check-ins with partners to review pipelines, pacing, and market insights.

• Provide guidance and support to ISGs and agents on processes, pricing, and client management.

Event Cycle & Process Management

• Participate in pre-show, onsite, and post-show activities, including space selection and customer engagement.

• Ensure compliance with booking, contracting, and payment processes in line with internal guidelines.

• Manage paperwork for ISGs and agents (e.g., SPAs, Form Bs, Form Cs, sales reports, commission payouts).

• Track and report sales performance, pipeline status, and pacing internal stakeholders.

Travel and Budget Coordination for Sales Cycle

• Plan and coordinate ISG and agent travel to competitive international shows as part of the sales cycle strategy, ensuring alignment with market priorities and sales objectives.

• Allocate budgets for each ISG business unit strategically, ensuring the greatest ROI by targeting competitive events that will yield the highest potential sales impact.

• Monitor travel budgets and performance outcomes to evaluate the effectiveness of competitive show participation.

• Coordinate ISG and agent travel directly to/from their assigned RX event for in-person sales – provided sales performance goals and budget criteria are met.

Cross-Functional Collaboration

• Partner with marketing, operations, and customer success teams to ensure exhibitor satisfaction and retention.

• Provide market intelligence and exhibitor feedback to improve event products and services.

• Contribute to the development of sales enablement tools, international sales playbooks, and training resources.

Qualifications & Skills

Required:

• Bachelor’s degree in business, marketing, international relations, or related field (or equivalent experience).]

• 5+ years of sales experience, preferably in international B2B event sales, exhibitions, or related industries.]

• Proven track record of meeting or exceeding sales targets.

• Strong communication and negotiation skills, with cultural awareness and sensitivity.

• Ability to manage multiple priorities, timelines, and stakeholders across time zones.

• Proficiency in CRM systems (e.g., Salesforce), Microsoft Office Suite, and virtual meeting tools.

Preferred:

• Experience working with agents, distributors, or partner networks.

• Multilingual skills and/or experience living or working abroad.

• Knowledge of trade show operations, sponsorship sales, or event marketing.

Competencies:

• Commercial Acumen: Ability to identify and act on revenue opportunities.

• Relationship Management: Builds trust and long-term partnerships across cultures.

• Organizational Skills: Manages complex timelines and deliverables efficiently.

• Adaptability: Works effectively in a fast-paced, global environment.

• Strategic Thinking: Aligns territory plans with broader event and company goals.

Performance Metrics

• Achievement of sales targets by event and territory, 15% of which should come from New Business or First-Time Rebookers.

• Retention and growth of existing exhibitor base.

• Agent and ISG satisfaction and engagement.

• Accuracy and timeliness of reporting and contract processing.

• Effective use of travel budgets to meet strategic sales goals.