Director, Sales

2 weeks ago

New York, United States Crawford Thomas Recruiting Full time

Our Client is a premier event production and execution powerhouse with over 20 years of experience in crafting high-impact custom events, exclusive dinners, and VIP summits. We excel at transforming ordinary events into extraordinary experiences, partnering with some of the world's most prominent companies and brands to foster meaningful connections and deliver measurable business outcomes. We are seeking a dynamic, driven, and charismatic Partnership & Sales Director to lead the continued growth and success of our thriving Events Practice.

As the Sales & Partnerships Director, you will play a pivotal role in driving revenue growth within our Events Practice. You will be joining an established and growing organization, working alongside a fun and hardworking team on a robust portfolio of 100+ annual events. Your primary responsibility will be to sell and expand our "Custom Events" portfolio, which includes developing new relationships and nurturing existing ones with Fortune 500 enterprises, established brands, and emerging technology startups. This portfolio features a diverse array of white-labeled conferences, summits, salons, webinars, fireside chats, breakfasts, showcases, and VIP dinners.

In this role, you will work alongside a dedicated team of 2-3 sales and business development professionals, all focused on achieving annual sales and partnership revenue targets. We understand that crafting exceptional experiences demands meticulous attention to detail. The ideal candidate will thrive on collaborating closely with new clients to ensure that every event exceeds expectations by delivering packed rooms filled with delighted prospects and guests, stunning venues, captivating programs, and flawless execution.

Salary Range: $100-$150k + BONUS

ROLE AND RESPONSIBILITIES

The candidate's role will include:

Strategic Sales Development:

  • Create and implement effective full-cycle sales strategies to meet or exceed revenue targets.
  • Identify and pursue opportunities for growth and expansion, including new markets, products, or services.
  • Develop and execute long-term strategic sales plans, including setting measurable goals and objectives.
  • Evaluate the market to identify trends, opportunities, and competitive landscape. Use insights to refine sales strategies and offerings.
  • Identify areas for improvement within the sales process and implement best practices to enhance efficiency and effectiveness.
  • Develop sales forecasts and regularly report on sales performance to senior leadership, leveraging insights to guide strategic decisions.
Sales Execution:
  • Identify and generate leads, engage and pitch prospects, develop tailored proposals, negotiate terms, finalize contracts, and maintain ongoing relationships with clients.
  • Lead the creation of compelling sales materials, including email copy, pitch decks, digital marketing, customized proposals, and other marketing and sales assets.
  • Leverage our CRM and other sales technology & tools to effectively track progress, measure results, manage relationships, and optimize processes.
  • Oversee an Account Executive to manage and report on the sales pipeline, ensuring the team effectively tracks leads, opportunities, and conversions.
  • Collaborate with our full events team post-sale to ensure sponsorships are executed seamlessly, and to inform renewal strategies.
Relationship Management:
  • Maintain and grow relationships with new and existing clients, ensuring high customer satisfaction, increased annual spend, and year-over-year renewals and growth.
  • Build relationships with prospective and existing clients through personal face to face engagement and networking.
Team Management:
  • Collaborate, mentor, and develop a high-performing sales team of approximately 2-3 Account Executives / Business Development Professionals, fostering a collaborative and results-driven culture.
  • Participate in the recruitment, onboarding, and training of new sales professionals to build a strong, competent team.
  • Set clear performance expectations, conduct regular reviews, and provide coaching to ensure the team meets or exceeds targets.
  • Provide ongoing training and development opportunities for the sales team to keep them up-to-date with industry trends and sales techniques.
Executive Leadership:
  • Contribute as a key member of the Events Practice Leadership Team to ensure alignment of sales strategy / execution with event products / inventory / operations.
  • Stay informed about the Events Team and broader company's products, services, clients, and goals to effectively position sales offerings.
  • Represent the company at industry events, conferences, and networking opportunities.
  • Deliver dynamic and persuasive presentations to external and internal stakeholders.
  • Address large audiences, lead engaging roundtable discussions, and serve as the event host or emcee, ensuring a professional and memorable experience.
DESIRED SKILLS & EXPERIENCE

The ideal candidate has:
  • 8-10+ years direct or related experience in sales, business development, and marketing, preferably in the events industry.
  • Proven track record of meeting or exceeding sales targets and driving revenue growth, with experience in sponsorship sales (or similar).
  • Excellent communication, writing, editing, and presentation skills with the ability to clearly organize and convey key messages and multiple priorities.
  • High EQ, with the ability to pick up on nuances of client interaction and communications.
  • Strong time management and ability to multi-task. Comfortable in a dynamic environment, dealing calmly and effectively with situations under deadlines.
  • Critical thinking, strategic consulting, and conceptualization skills, and can "connect the dots" from one area of the business to another.
  • Strong leadership skills with some experience managing and developing a sales team.
  • Capable in both Microsoft Office Suite (Word, Excel, PowerPoint) and Google Workspace (Sheets, Docs), and Intermediate Experience with a CRM database (ideally Salesforce) including campaign planning and tracking, report management, and forecasting. *If not experienced in these particular systems or a specific database, then candidate should have a strong background in Excel or data management or mathematics or similar.
  • Comfort spending time on email, on the phone, on Zoom, and in-person every day to collaborate with colleagues and clients.
  • Ability to work independently and be self-driven within a team structure.
  • Initiative and creativity, with a "get things done" attitude, "Work Athlete" mindset - someone who is coachable, innovative, focused, and flexible.
  • Comfort in a dynamic environment, dealing calmly and effectively with situations under deadlines.
  • Ability to travel as needed.

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