Associate Show Director

The Kitchen & Bath Industry Show (KBIS) owned by the National Kitchen & Bath Association (NKBA) and produced by Emerald is one of the largest expositions held annually in the United States. KBIS is co-located with the National Association of Home Builders (NAHB)’s International Builders’ Show (IBS) at Design & Construction Week (DCW) held at the Las Vegas Convention Center (). The Associate Show Director (ASD) plays a critical leadership role in driving the commercial success of KBIS and the Kitchen & Bath Canada Expo (KBC). This position is accountable for exhibitor sales leadership, key account management, sponsorship revenue, and strategic partner relationships, while overseeing the sales team’s efforts from prospecting through onsite execution.The role serves as the day-to-day sales team leader (leading a team of 5 including the National Sales Director, Sr. Account Executive, Account Executive, Account Services Manager and Sales Coordinator), ensuring strong execution, revenue growth, and alignment across internal teams, association partners (NKBA/NAHB), and key industry stakeholders.The Associate Show Director has an assigned sales territory and is accountable for personal sales of $8mil+ of annual event revenue.Key Responsibilities1. Sales Leadership & Revenue GrowthLead exhibit and sponsorship sales and execution for KBIS and KBCOwn and manage the sales pipeline, forecasting, and pacing across all product categoriesIdentify and drive revenue growth opportunities, including new product offerings and category expansionMonitor and actively manage exhibit floorplans and inventory optimization to maximize revenue yieldLead weekly sales meetings, set priorities, and ensure accountability across the sales teamResponsible for personal exhibitor sales revenue generation within a defined territory2. Key Account ManagementDirect ownership of top-tier strategic accounts (e.g., major exhibitors, anchor brands)Build and maintain executive-level relationships with key customersDrive renewals, upsells, and cross-sell opportunities across exhibit space, sponsorships, and mediaSupport account executives on complex negotiations, pricing decisions, and issue resolution3. Sponsorship RevenueLead sponsorship sales strategy and packaging opportunitiesDrive acquisition and renewal of high-value sponsorship accountsOversee sponsorship inventory management and fulfillment alignmentPartner with marketing on development of exhibitor sales collateral, new product promotion, and go-to-market campaigns4. Association & Industry Partner ManagementServe as sales management liaison with NKBA and NAHB (IBS)’s sales leadership teams.Maintain alignment on shared accounts, sponsorships, and co-located show opportunitiesParticipate in KBIS and KBC advisory committees, partner meetings, and strategic planning discussionsSupport international partnerships (e.g., pavilions) and key organizational relationships5. Sales Operations, Reporting & Performance ManagementManage the deliver of weekly and monthly sales reporting, including pacing, forecasts, and activity trackingEnsure accurate use of CRM (Salesforce), Gong and event management system (A2Z) for pipeline management and reporting integrityMonitor collections, cancellations, and inventory release timing to protect revenue6. Cross-Functional Leadership & Campaign ExecutionWork strategically and closely with KBIS/KBC marketing and operations teams to support:Exhibit and sponsorship sales campaignsNew product launches and revenue initiativesSpecial events and onsite activationsKey show initiatives aligned to brand and growth strategyEnsure strong alignment between sales strategy, marketing messaging, and operational execution8. Team Leadership & Show ExecutionProvide direct leadership, coaching, and oversight to the sales teamDrive execution across all sales cycle phases: prospecting, contracting, fulfillment, and onsite deliveryOversee sales-related onsite execution, including sponsorship delivery and exhibitor experienceAct as primary advisor to Show Director on sales performance, risks, and opportunitiesQualifications7+ years of trade show, media, or event sales leadership experienceProven track record in key account management, sponsorship sales, and revenue growthStrong experience with CRM systems (Salesforce), Gong and event management software (A2Z)Demonstrated ability to lead teams, influence stakeholders, and execute cross-functional strategiesHighly organized with strong urgency, ownership, and follow-throughKnowledge of the building, construction, remodeling, kitchen & bath and related industries a plus.About EmeraldAt Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams. COMPENSATION & BENEFITSTarget Compensation: $110,000-130,000 (Sales Incentive Eligible)Please note that this range reflects a reasonable estimate of the target compensation for this position. This range may ultimately vary based on a candidate’s qualifications and may be higher where required by applicable law. We offer a competitive benefits package designed to strengthen our employees’ physical and mental health, including unlimited vacation for exempt employees, flexible working locations, 401(k) plan with a company match, medical/dental/vision coverage with inclusive provisions including transgender services and fertility benefits, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs like Toastmasters, and mental wellness tools.If you need accommodation in our application process or have questions about our posted salary range, please email our Talent Acquisition team at View email address on click.appcast.io EmeraldEmerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit