DIRECTOR OF SALES

The Trade Group is a full-service exhibit house dedicated to delivering world class creative solutions partnered with superior customer experiences. We specialize in designing, fabricating, delivering, installing, dismantling, storing and managing trade show exhibits and corporate events for a diverse range of clients.We are seeking a sales leader that brings energy, a drive for excellence and proactivity, and a desire to contribute to a 180+ person community both professionally and culturally.JOB SUMMARY:The Trade Group is seeking an experienced Director of Sales to lead, develop, and optimize our revenue-generating organization. This role owns sales execution, pipeline management, CRM discipline, proposal strategy, sales process improvement, and team performance across new business and account growth initiatives.The Director of Sales serves as the operational leader of the sales organization, ensuring that opportunities move efficiently through the funnel, pricing integrity is maintained, organizational processes are followed, and the sales team is equipped to achieve revenue and profitability goals.This individual will report directly to the Vice President of Sales and work closely with Business Development, Account Management, Project Management, Finance, Operations, and Executive Leadership to improve client outcomes, increase sales effectiveness, and support company growth initiatives.ESSENTIAL FUNCTIONS:Sales LeadershipLead, coach, and develop Account Executives and Business Development personnelConduct regular pipeline reviews, forecasting sessions, and performance discussionsAssist in recruiting, interviewing, onboarding, and developing sales talentIdentify skill gaps and implement coaching and training initiativesContribute to organizational staffing decisions and succession planningEmbrace, promote and optimize TTG’s sector-specialist sales modelRevenue & Pipeline ManagementOwn CRM governance and ensure opportunity data accuracyEstablish forecast discipline and improve visibility into future revenueMonitor sales activity, conversion rates, win rates, and pipeline healthDrive accountability around prospecting, opportunity progression, and follow-upPartner with leadership to achieve annual revenue growth targetsSales Process & Operational ExcellenceEvaluate and improve sales workflows, procedures, and best practicesWork cross-functionally with Account Management and Project Management leadership to streamline client handoffs and project executionChampion adoption of sales technology, AI tools, and automation initiativesEnsure compliance with sales processes, documentation standards, and internal policiesDrive continuous improvement initiatives across the commercial organizationProposal & Pricing LeadershipReview and contribute to strategic opportunities and major proposalsApprove discounting within established guidelinesProtect company margins while maintaining competitivenessProvide guidance on positioning, pricing strategy, and value articulationSupport complex client negotiations and major contract discussionsRFP StrategyEvaluate incoming RFP opportunitiesDetermine strategic fit and likelihood of successCoordinate pursuit strategy and response developmentAssist sellers in positioning TTG effectively against competitorsImprove RFP qualification processes to maximize return on pursuit investmentSales Enablement & Playbook OwnershipMaintain and enforce the TTG Sales PlaybookStandardize sales methodologies and customer engagement practicesDevelop tools, templates, and training materialsEnsure consistency in proposal development, forecasting, CRM usage, and client communicationsCross-Functional LeadershipPartner closely with Operations, Finance, Account Management, and Project ManagementHelp identify operational issues affecting retention and client satisfactionDrive resolution of process gaps impacting customer experiencePromote accountability and collaboration across departmentsFinancial OversightMonitor discounting practices and revenue leakageAnalyze write-offs, concessions, and profitability trendsSupport strategic initiatives to improve margin performanceReport key sales metrics and team performance to executive leadershipStrategize and coordinate effective travel plansREQUIRED EDUCATION AND EXPERIENCE:5+ years of B2B sales leadership experienceExperience leading consultative sales teamsStrong CRM management experience, preferably Microsoft Dynamics 365Proven forecasting and pipeline management expertiseExperience with pricing strategy, proposal development, and contract negotiationsStrong analytical and business acumenExcellent communication and coaching skillsDemonstrated ability to influence cross-functional teamsPreferred QualificationsExperience in trade shows, events, experiential marketing, exhibit fabrication, or related industriesExperience leading both hunting and organic (existing) account sales strategiesFamiliarity with ERP, CRM, and business intelligence platformsExperience implementing AI and automation tools within sales organizationsSuccess Metrics (First 12 Months)The Director of Sales will be measured on:Revenue attainment versus team quotaNew business growthPipeline growth and qualityCRM compliance and forecasting accuracyReduction in discounting and profitability leakageOpportunity-to-win conversion ratesSales team development and retentionCross-functional collaboration effectivenessAdoption of sales processes and playbook standard. #J-18808-Ljbffr Paycom