Sales Manager

Position: Sales Manager

Reports To: Director of Sales and Marketing

Our growing business is seeking a dynamic Sales Manager responsible for driving revenue growth through a high-performing national sales team. The ideal candidate will demonstrate exceptional communication and coaching skills, a strong understanding of data-informed performance and proven experience in the tradeshow/live event industry. This role requires a leader who can balance strategic vision with hands-on execution, leveraging modern SaaS-based CRM tools and performance metrics to build, manage, and continuously improve team performance.

ESSENTIAL DUTIES AND RESPONSIBILITIES
(Other duties may be assigned as needed.)

Sales Management

• Lead, motivate, and develop our North American team of Territory Sales Representatives to achieve and exceed company sales targets.
• Manage performance through data-informed KPIs, integrating both leading and lagging indicators to guide decision-making and drive accountability.
• Collaborate with leadership to create and oversee comprehensive sales strategies that align with company growth goals.
• Participate in the development of compensation and incentive plans that reinforce strategic objectives.
• Join sales representatives in the field to support key client engagements and close opportunities.
• Negotiate terms of sales and service agreements with clients to ensure profitable outcomes.
• Represent the company and lead sales teams at trade shows and live events throughout the year.

Training and Development

• Recruit, train, and manage Territory Sales Representatives.
• Provide ongoing sales, customer service, and product training to ensure continuous skill development.
• Coach team members to maintain high morale, foster accountability, and promote a culture of continuous improvement.
• Deliver structured onboarding programs for all new sales team members to accelerate ramp-up and performance.

Sales Analysis and Strategy

• Use data-driven analysis to provide accurate sales forecasting and reporting to executive leadership.
• Monitor, analyze, and interpret key sales performance metrics to inform short- and long-term strategy.
• Partner with executive leadership to develop and implement market expansion and customer acquisition strategies.
• Oversee sales budget management and analytics reporting to ensure efficiency and ROI.
• Leverage modern SaaS-based CRM systems to manage pipeline, monitor activity, and optimize sales workflows.

Territory & Compensation Management

• Oversee account distribution and ensure equitable and strategic territory assignments.
• Lead territory planning and target identification based on the company's ideal customer profile.
• Drive proactive prospecting and pipeline development initiatives.
• Manage strategic resource allocation across the sales cycle to ensure successful deal execution.
• Deliver compelling product and service presentations to clients and prospects.
• Meet or exceed assigned sales quotas and contribute to overall organizational growth.

QUALIFICATIONS:

• Bachelor's degree or equivalent experience in business, sales, or related field.
• Minimum of 5 years of verifiable enterprise sales success in the trade show/live event industry.
• Minimum of 3 years of successful sales management experience, including leading distributed or remote teams.
• Demonstrated experience building, implementing, and optimizing modern SaaS-based CRM systems (e.g., Salesforce, HubSpot, or similar).
• Proven ability to develop and execute data-informed sales strategies and manage performance through KPIs and sales analytics.
• Strong understanding of leading and lagging sales metrics and how they influence team performance and forecasting accuracy.
• Excellent communication, coaching, and interpersonal skills, with the ability to inspire and lead a diverse team.
• Highly organized and detail-oriented, with the ability to manage multiple projects simultaneously.
• Strong business acumen and sound judgment under pressure.
• High level of professionalism, integrity, and confidentiality.
• In-depth knowledge of the exhibition, trade show, or live events industry preferred.
• Willingness to travel 30%–60% as required.
• Must be able to work from our of