Events and Sales Operations Manager

Description

**About Brightstep Family of Companies**
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At GreenWay Waste + Recycling and Affinity Waste Solutions (members of the Brightstep Family of Companies), we are expanding our market reach and driving sales growth through strategic events, high-impact marketing campaigns, and swift lead qualification. We are seeking a proactive, execution-focused **Events & Sales Operations Manager** to take complete ownership of our trade show calendar, marketing automation, and inbound lead pipeline.  **This is a fully remote position, and the selected candidate will be near a major or regional airport. The selected candidate is not required to be based in Indiana.**

**Position Summary**
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This role owns GreenWay & Affinity’s trade show and event process end-to-end—deciding which events drive true return on investment (ROI), managing event execution from initial goal setting to published results, and building the marketing campaigns and cross-market nurture journeys that generate qualified inbound traffic.

In addition to event management, you will own every inbound lead generated by campaigns and website inquiries: conducting swift outreach, qualifying property and decisionmaker fit, and delivering warm, well-contextualized leads to our sales team. This is a highly focused, hands-on role for a self-starter who excels at driving events, marketing automation, data reporting, and inside sales outreach without administrative drag.

**Key Responsibilities**
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### **Event Strategy & Operations Ownership**

* **End-to-End Calendar Management:** Research and evaluate trade show opportunities using established sales event playbooks and qualification scorecards. Recommend go/no-go decisions based on costs, target audience fit, and anticipated ROI.
* **Event Execution & Logistics:** Assign clear ownership and roles for every event attended. Coordinate registration, vendor platforms (including Mobly), booth logistics, displays, and promotional collateral to ensure flawless execution.
* **Centralized Budgeting:** Maintain a master events calendar and budget across GreenWay & Affinity, tracking committed spend, vendor/sponsorship costs, attendee lists, and scheduled pre-/post-event meetings.

### **Campaigns, Nurture Journeys & Marketing Automation**

* **Targeted Event Outreach:** Design and execute pre-event marketing campaigns to drive booth traffic and pre-scheduled meetings, followed by post-event sequences to convert attendees into pipeline opportunities.
* **Automated Nurture Sequences:** Build, send, and monitor email marketing campaigns and automated nurture journeys (using Zoho Campaigns) across regional markets.
* **Sales Support Blasts:** Launch specialized sales campaigns to drive inbound leads, including new-rep market introductions, valet/bulk promotions, MSA client announcements, and promotional offers.

### **Inbound Lead Qualification & Hand-Off**

* **Rapid Engagement:** Act as the primary point of contact for all inbound website and campaign leads, responding quickly to capture interest.
* **Qualification & Pitching:** Conduct initial outbound calls and take inbound calls to verify property legitimacy, identify decisionmakers, discover current provider needs, and deliver a compelling service pitch.
* **Sales Enablement:** Seamlessly transitioning warm, fully context-rich leads to the account sales team with pre-scheduled appointments.  Ensure all leads are recorded in the CRM (Zoho) from initial lead to closed, ensuring each lead is tracked properly through the handoff.

### **Reporting, Analytics & ROI**

* **Event ROI Readouts:** Track totals spend, meetings booked, pipeline generated, and closed business per event. Publish pre-event goals and post-event ROI summaries for leadership.
* **Campaign Performance:** Analyze send, open, click, and lead conversion metrics for email sequences and report findings alongside event data.

Requirements

### **Education & Certifications**

* **Education:** Bachelor’s degree, preferred, in Marketing, Business Administration, Communications, Sales Operations, or a related field (or equivalent combination of professional experience and functional certifications).
* **Preferred Certifications:** Zoho Certified Associate/Professional, HubSpot Email Marketing/Sales Software Certification, Mailchimp/Salesforce certifications, or project/event management credentials (CMP/CAPM).

### **Professional Experience**

* **5 Years of Experience:** Proven background spanning corporate event management, marketing automation, inbound sales qualification, or sales operations.
* **Event Management:** Hands-on experience evaluating trade show ROI, managing logistics, coordinating displays, and leveraging lead-capture tools (e.g., Mobly).
* **Marketing Automation:** Demonstrated capability in building and monitoring email campaigns and automated nurture sequences using platforms like Zoho Campaigns, Mailchimp, or HubSpot.
* **Inside Sales / Phone Pitching:** Comfortable making introductory calls, qualification outreach, and solution pitching to engage prospects.
* **CRM Fluency:** Working knowledge of Zoho CRM (or Salesforce/HubSpot) for lead tracking, pipeline attribution, and reporting accuracy.

### **Skills & Attributes**

* **Persuasive Communication:** Strong written skills for crafting email copy, paired with confident phone presence for prospect qualification.
* **Detail-Oriented & Organized:** Exceptional ability to manage multiple events, campaigns, and incoming leads simultaneously.
* **Data-Driven:** Comfortable analyzing metrics, calculating event ROI, and delivering transparent performance reports to leadership.
* **Self-Motivated:** Able to independently drive the events and campaign calendar with minimal supervision.

### **Physical & Travel Expectations**

* **Travel:** Ability and willingness to travel up to 20–30% for regional and national trade shows, industry conferences, and company events.
* **Mobility:** Ability to stand and navigate trade show floors for extended periods (8+ hours per day during events).
* **Logistics & Lifting:** Capacity to lift, transport, set up, and dismantle event displays and promotional materials weighing up to 35–50 lbs.
* **Standard Work Environment:** Ability to perform desk-based computer work, campaign building, and phone calls during non-travel periods.