Events and Sales Operations Manager at Greenway Waste & Recycling

United States

<p>Description</p><p>&nbsp;</p><h2><strong>About Brightstep Family of Companies</strong></h2><p>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 <strong>Events &amp; Sales Operations Manager</strong> to take complete ownership of our trade show calendar, marketing automation, and inbound lead pipeline. &nbsp;<strong>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.</strong></p><h2><strong>Position Summary</strong></h2><p>This role owns GreenWay &amp; 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.</p><p>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.</p><h2><strong>Key Responsibilities</strong></h2><h3><strong>Event Strategy &amp; Operations Ownership</strong></h3><ul><li><strong>End-to-End Calendar Management:</strong> 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.</li><li><strong>Event Execution &amp; Logistics:</strong> 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.</li><li><strong>Centralized Budgeting:</strong> Maintain a master events calendar and budget across GreenWay &amp; Affinity, tracking committed spend, vendor/sponsorship costs, attendee lists, and scheduled pre-/post-event meetings.</li></ul><h3><strong>Campaigns, Nurture Journeys &amp; Marketing Automation</strong></h3><ul><li><strong>Targeted Event Outreach:</strong> 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.</li><li><strong>Automated Nurture Sequences:</strong> Build, send, and monitor email marketing campaigns and automated nurture journeys (using Zoho Campaigns) across regional markets.</li><li><strong>Sales Support Blasts:</strong> Launch specialized sales campaigns to drive inbound leads, including new-rep market introductions, valet/bulk promotions, MSA client announcements, and promotional offers.</li></ul><h3><strong>Inbound Lead Qualification &amp; Hand-Off</strong></h3><ul><li><strong>Rapid Engagement:</strong> Act as the primary point of contact for all inbound website and campaign leads, responding quickly to capture interest.</li><li><strong>Qualification &amp; Pitching:</strong> Conduct initial outbound calls and take inbound calls to verify property legitimacy, identify decisionmakers, discover current provider needs, and deliver a compelling service pitch.</li><li><strong>Sales Enablement:</strong> Seamlessly transitioning warm, fully context-rich leads to the account sales team with pre-scheduled appointments. &nbsp;Ensure all leads are recorded in the CRM (Zoho) from initial lead to closed, ensuring each lead is tracked properly through the handoff.</li></ul><h3><strong>Reporting, Analytics &amp; ROI</strong></h3><ul><li><strong>Event ROI Readouts:</strong> Track totals spend, meetings booked, pipeline generated, and closed business per event. Publish pre-event goals and post-event ROI summaries for leadership.</li><li><strong>Campaign Performance:</strong> Analyze send, open, click, and lead conversion metrics for email sequences and report findings alongside event data.</li></ul><p>&nbsp;</p><h2><br/></h2><p>Requirements</p><p>&nbsp;</p><h3><strong>Education &amp; Certifications</strong></h3><ul><li><strong>Education:</strong> Bachelor’s degree, preferred, in Marketing, Business Administration, Communications, Sales Operations, or a related field (or equivalent combination of professional experience and functional certifications).</li><li><strong>Preferred Certifications:</strong> Zoho Certified Associate/Professional, HubSpot Email Marketing/Sales Software Certification, Mailchimp/Salesforce certifications, or project/event management credentials (CMP/CAPM).</li></ul><h3><strong>Professional Experience</strong></h3><ul><li><strong>5 Years of Experience:</strong> Proven background spanning corporate event management, marketing automation, inbound sales qualification, or sales operations.</li><li><strong>Event Management:</strong> Hands-on experience evaluating trade show ROI, managing logistics, coordinating displays, and leveraging lead-capture tools (e.g., Mobly).</li><li><strong>Marketing Automation:</strong> Demonstrated capability in building and monitoring email campaigns and automated nurture sequences using platforms like Zoho Campaigns, Mailchimp, or HubSpot.</li><li><strong>Inside Sales / Phone Pitching:</strong> Comfortable making introductory calls, qualification outreach, and solution pitching to engage prospects.</li><li><strong>CRM Fluency:</strong> Working knowledge of Zoho CRM (or Salesforce/HubSpot) for lead tracking, pipeline attribution, and reporting accuracy.</li></ul><h3><strong>Skills &amp; Attributes</strong></h3><ul><li><strong>Persuasive Communication:</strong> Strong written skills for crafting email copy, paired with confident phone presence for prospect qualification.</li><li><strong>Detail-Oriented &amp; Organized:</strong> Exceptional ability to manage multiple events, campaigns, and incoming leads simultaneously.</li><li><strong>Data-Driven:</strong> Comfortable analyzing metrics, calculating event ROI, and delivering transparent performance reports to leadership.</li><li><strong>Self-Motivated:</strong> Able to independently drive the events and campaign calendar with minimal supervision.</li></ul><h3><strong>Physical &amp; Travel Expectations</strong></h3><ul><li><strong>Travel:</strong> Ability and willingness to travel up to 20–30% for regional and national trade shows, industry conferences, and company events.</li><li><strong>Mobility:</strong> Ability to stand and navigate trade show floors for extended periods (8+ hours per day during events).</li><li><strong>Logistics &amp; Lifting:</strong> Capacity to lift, transport, set up, and dismantle event displays and promotional materials weighing up to 35–50 lbs.</li><li><strong>Standard Work Environment:</strong> Ability to perform desk-based computer work, campaign building, and phone calls during non-travel periods.</li></ul>