Summary / Objective
The Director of Sales will be responsible for developing and implementing sales strategies that result in achieving IFT’s exhibit, sponsorship, and advertising sales revenue targets for both IFT FIRST and our year‑round advertising opportunities. This role requires strong interpersonal skills to identify and anticipate client needs, experienced team management skills to guide a team of Account Managers to hit quota, and knowledge of how to leverage strategic partnerships to drive show growth and our international sales strategy. The ideal candidate will have extensive experience in sales leadership, a strong understanding of the tradeshow industry, and a proven track record of driving sales success.
Essential Responsibilities
- Develop and implement comprehensive and strategic sales plans to achieve exhibit space sales and revenue targets.
- Create a cohesive upsell and cross‑sell strategy to drive meeting room, upgraded listing, sponsorship, and advertising sales.
- Lead, mentor, and manage a team of sales professionals to ensure high performance and achievement of sales goals.
- Identify and develop a new business acquisition strategy through market research that includes industry events, networking, and a digital outreach strategy.
- Build and maintain strong relationships with key exhibitors and industry stakeholders.
- Develop and promote weekly, monthly, and quarterly sales objectives.
- Collaborate with the marketing team to create effective promotional campaigns and materials.
- Work closely with clients to understand their business needs and goals to inform our sales strategy.
- Establish and manage strategic partnerships that drive growth for IFT FIRST.
- Monitor industry trends and competitor activities to stay ahead of market changes and identify new sales opportunities.
- Assess costs, competition, and supply and demand to set competitive selling prices.
- Prepare and present sales reports, forecasts, and performance metrics to senior management.
- Negotiate contracts and close high‑value sales deals.
- Ensure exceptional customer service and support for exhibitors throughout the sales process and event lifecycle.
- Represent the company at industry events, tradeshows, and conferences.
Travel Required
- Occasional domestic travel is expected, including the ability to attend evening, weekend, and overnight meetings.
Required Education and Experience
- Bachelor's degree in Business, Marketing, or a related field; MBA preferred.
- Extensive experience in sales leadership within the tradeshow or events industry.
- Proven track record of achieving and exceeding sales targets.
- Strong leadership, team management, and mentoring skills.
- Excellent negotiation, communication, and interpersonal skills.
- Strategic thinker with the ability to develop and execute effective sales strategies.
- Proficiency in CRM software and Microsoft Office Suite.
Other Duties
This position, and all others at IFT, may be modified at any time. To ensure operational efficiency and meet the changing needs of our customers and business, other duties may be assigned as needed.
Physical Requirements
While performing the essential duties of this job, the employee is required to sit and stand for sustained periods, frequently talk, hear, and use hands and fingers to feel, handle, and operate objects or controls, and occasionally stand, bend, stretch, stoop, kneel and crouch. The employee is required to have close visual acuity to perform activities such as preparing and analyzing data and figures, transcribing, and viewing a computer terminal.
Compensation & Benefits
Salary Range: $120,000 to $125,000 Per Year (commensurate with experience and qualifications)
Benefits: IFT offers a comprehensive benefits package designed to reward and energize our employees, so they can live a balanced life and maintain their well‑being. We offer medical, dental, and vision plans at affordable rates. Life and long‑term disability insurance is completely free to all employees. Most benefits begin the first of the month following the employee’s start date.
To learn more about IFT and our benefits, visit
#J-18808-Ljbffr