Emerald Expositions

Sales Director

Emerald Expositions, a leader in the B2B tradeshow industry, seeks a strong sales leader for a Sales Director position on our NY NOW team. As a Sales Director, you will be responsible for selling and managing strategic sales of exhibit space, sponsorships and advertising for NY NOW’s HOME Collection to meet and exceed targets. You will also uncover new exhibitor markets and opportunities for square footage and revenue growth.

As a Sales Director, your key responsibilities will include:

  • Prepare and present sales plans, revenue growth strategies, and regular sales reports tracking ongoing progress, challenges and opportunities
  • Develop and execute strategies to maximize exhibit space and sponsorship sales via face to face visits, telephone calls, and electronic communications to meet and exceed goals
  • Execute sales campaigns as assigned by VP, Show Director
  • Provide day to day management of assigned internal sales team and key agents as necessary.
  • Mentor, train and assist team in selling process as needed
  • Track overall performance of assigned sales team as well as directly maintaining a key account base
  • Uncover new markets/channels to generate new sales and grow prospecting database
  • Build strong relationships with influential and/or advocate accounts
  • Continually analyze the needs of current clients and propose programs that meet those needs
  • Engage with existing and prospective customers to understand their needs and identify how NY NOW can address them
  • Willingness and ability to travel up to 10-20% of the time to trade shows, meet with clients, attend industry events and stay abreast of market conditions
  • Take initiative to promote self-development and team development
  • Facilitate and provide industry, sales training programs that improve team’s sales, presentation, time management, and communication skills.
  • Work with team and clients to identify strengths and weaknesses of current offerings and develop initiatives to improve them for our customers
  • Lead weekly team meetings to strategize revenue opportunities, client issues, and competitive information
  • Be accessible to team and clients by maintaining an open line of communication where active listening and feedback principles are practiced
  • Provide consistent communication to VP on client challenges and opportunities

As a qualified candidate, you will have:

  • 7+ years sales experience with demonstrated success in sales management
  • Four-year college degree preferred, advanced degree a plus
  • Trade show industry experience a plus
  • Home décor and/or tableware industry strongly preferred
  • A minimum of 2 years’ experience managing a sales team
  • Telemarketing and phone sales experience
  • Salesforce and/or CRM database experience a plus
  • Strong organizational and interpersonal skills with a keen attention to detail
  • Excellent communications skills, oral and written.
  • Ability to work self-directed and to motivate and lead a sales team
  • Computer savvy with a high comfort level with all aspects of MS Office and in learning new computer systems