Emerald Expositions

Category Sales Manager

The Category Manager, Surf Expo will be responsible for strategically selling, cultivating relationships, and managing day to day activities for assigned category/categories of the Show(s) resulting in market growth and value.

Essential Functions/Job Duties:

Develop and execute sales strategies to maximize category sales results. Establish sales targets (overall, monthly and weekly) with SVP.

  • Sell exhibit space via face to face visits, telephone calls, and written communications.
  • Identify and attend appropriate competitive shows to solicit prospects and strengthen industry ties.
  • Develop sales collateral including prospectus, sales letters and emails, etc.
  • Prepare sales reports and analysis to track current progress and historical comparisons.
  • Manage contract mailings and exhibitor invoicing; manage confirmation and collection process.
  • Manage allocation of booth space and floor plan changes.
  • Develop, manage and maintain prospect database.
  • Manage Sales Representative(s) as applicable.
  • Handle own administrative duties, including contracts, mailings, etc.
  • Assist exhibitors, floor managers and show office personnel on-site.
  • Floor manage on-site, as needed.
  • Perform all other duties as assigned per needs of show team.


  • Related sales experience of 5-7 years
  • Experience within the Surf, Action Sports and/or tradeshow industry a plus.


  • Ability to sell face to face and by telephone, with a proven track record in strategically targeting appropriate prospects and closing sales.
  • Strong customer service and interpersonal skills with a proven track record in creating and building relationships.
  • Strong oral and written communication skills.
  • Ability to productively work in a deadline driven, team-oriented environment.
  • Ability to travel 4-6 weeks of year.
  • Computer savvy with the ability to easily learn new programs.