Reporting to the Show Director of Overland Expo, the sales director is responsible for leading the sales strategy and team, forecasting and managing all sales revenue streams across the brand’s consumer events and content properties. The role will focus on growing existing revenue channels and delivering new products to deliver topline portfolio growth. The sales director is a strong, strategic, and experienced leader, with a proven track record using Salesforce to manage sales teams and pacing, while also managing key customer accounts.   Collaborating with the marketing team, the sales director oversees sales marketing and prospecting campaigns.  

This position is can be based out of our Alpharetta, GA or New York, NY offices, or remotely in the US for the right candidate.

Responsibilities 

• Hires and develops staff and sales contractors, managing performance to deliver profitable growth against revenue goals  
• Hosts weekly sales meetings and 1:1 pipeline meetings with sellers
• Promotes a culture of success and collaboration, characterized by an emphasis on coaching, learning and development 
• Defines and manages sales staff targets, territories, compensation and incentive programs that motivate desired behavior   
• Manage all sales CRMs including but not limited to Salesforce, A2Z, Hubspot, holding sales team accountable for CRM adoption and utilization
• Defines the customer success and retention strategy paying attention to the customer experience and building strategies for sellers to close accounts
• Manages effective rebooking processes, rebook marketing and onsite sales strategies
• Contributes to the strategic brand operating plan and writes sales plans to achieve revenue goals
• Development + presentation of sales pacing & strategy for meetings with upper management
• Manage sales pricing strategy collaborating with show director and working with Pricing Director to create effective pricing strategies for media and events
• Provides detailed and accurate sales reforecasting, budgeting and actuals for month-end close.
• Ensures product range, value proposition and performance align with exhibitor, sponsor and advertiser objectives
• Identifies opportunities to introduce new products and services to benefit customers and deliver incremental revenue
• Collaborate with marketing to oversee sales marketing and lead gen/prospecting strategies including email, SEO, social, etc, and to develop sales materials, sales packaging, and pitch decks.
• Provides detailed and accurate sales budgeting and forecasting including proactive sharing of updates, risks and opportunities
• Manages key customer relationships and participates in closing key accounts  
• Builds and maintains relationships with key personnel and partners in the industry.
• Manage sales operations team on the build out of show floor plans, exhibitor move in strategy, client trouble shooting with billing, collections process, post event reporting and the development of sales correspondence templates.  
• Produce weekly sales revenue and pacing reports for management