DIRECTOR OF SALES

Job Description

Job Description

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 Leadership

• Lead, coach, and develop Account Executives and Business Development personnel
• Conduct regular pipeline reviews, forecasting sessions, and performance discussions
• Assist in recruiting, interviewing, onboarding, and developing sales talent
• Identify skill gaps and implement coaching and training initiatives
• Contribute to organizational staffing decisions and succession planning
• Embrace, promote and optimize TTG’s sector-specialist sales model

Revenue & Pipeline Management

• Own CRM governance and ensure opportunity data accuracy
• Establish forecast discipline and improve visibility into future revenue
• Monitor sales activity, conversion rates, win rates, and pipeline health
• Drive accountability around prospecting, opportunity progression, and follow-up
• Partner with leadership to achieve annual revenue growth targets

Sales Process & Operational Excellence

• Evaluate and improve sales workflows, procedures, and best practices
• Work cross-functionally with Account Management and Project Management leadership to streamline client handoffs and project execution
• Champion adoption of sales technology, AI tools, and automation initiatives
• Ensure compliance with sales processes, documentation standards, and internal policies
• Drive continuous improvement initiatives across the commercial organization

Proposal & Pricing Leadership

• Review and contribute to strategic opportunities and major proposals
• Approve discounting within established guidelines
• Protect company margins while maintaining competitiveness
• Provide guidance on positioning, pricing strategy, and value articulation
• Support complex client negotiations and major contract discussions

RFP Strategy

• Evaluate incoming RFP opportunities
• Determine strategic fit and likelihood of success 
• Coordinate pursuit strategy and response development
• Assist sellers in positioning TTG effectively against competitors
• Improve RFP qualification processes to maximize return on pursuit investment

Sales Enablement & Playbook Ownership

• Maintain and enforce the TTG Sales Playbook
• Standardize sales methodologies and customer engagement practices
• Develop tools, templates, and training materials
• Ensure consistency in proposal development, forecasting, CRM usage, and client communications  

Cross-Functional Leadership

• Partner closely with Operations, Finance, Account Management, and Project Management
• Help identify operational issues affecting retention and client satisfaction
• Drive resolution of process gaps impacting customer experience
• Promote accountability and collaboration across departments

Financial Oversight

• Monitor discounting practices and revenue leakage
• Analyze write-offs, concessions, and profitability trends
• Support strategic initiatives to improve margin performance
• Report key sales metrics and team performance to executive leadership
• Strategize and coordinate effective travel plans
  

REQUIRED EDUCATION AND EXPERIENCE:

• 5+ years of B2B sales leadership experience
• Experience leading consultative sales teams
• Strong CRM management experience, preferably Microsoft Dynamics 365
• Proven forecasting and pipeline management expertise
• Experience with pricing strategy, proposal development, and contract negotiations
• Strong analytical and business acumen
• Excellent communication and coaching skills
• Demonstrated ability to influence cross-functional team

Preferred Qualifications

• Experience in trade shows, events, experiential marketing, exhibit fabrication, or related industries
• Experience leading both hunting and organic (existing) account sales strategies
• Familiarity with ERP, CRM, and business intelligence platforms
• Experience implementing AI and automation tools within sales organizations

Success Metrics (First 12 Months)

The Director of Sales will be measured on:

• Revenue attainment versus team quota
• New business growth
• Pipeline growth and quality
• CRM compliance and forecasting accuracy
• Reduction in discounting and profitability leakage
• Opportunity-to-win conversion rates
• Sales team development and retention
• Cross-functional collaboration effectiveness
• Adoption of sales processes and playbook standard.

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 team member that brings energy, a drive for excellence and proactivity, and a desire to contribute to a 200+ person community both professionally and culturally.

Company Description

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.\r\nWe are seeking a team member that brings energy, a drive for excellence and proactivity, and a desire to contribute to a 200+ person community both professionally and culturally.