Director of Event Sales
Gardner Business Media is seeking a dynamic and results-driven Director of Event Sales to lead and grow a team of Event Sales Specialists focused on revenue generation across a portfolio of 8-12 high-profile B2B events annually. The Director will be responsible for developing and executing strategic sales plans, managing team performance, and fostering key client relationships to maximize event sponsorship sales, exhibitor participation, and overall event revenue. The ideal candidate brings a combination of hands-on leadership, strategic vision, and individual sales acumen. Compensation is performance-based and tied to both personal production and team results.
Key Responsibilities
Leadership & Team Management:
- Lead, mentor, and motivate a team of Event Sales Specialists to achieve and exceed sales targets for a portfolio of 8-12 annual events.
- Set clear performance objectives, deliver ongoing coaching, and conduct regular performance evaluations.
- Collaborate with the Event Strategy team to create and execute the team’s overall event strategy.
- Foster a collaborative, high-energy team culture focused on innovation and client satisfaction.
Sales Strategy & Execution:
- Develop and implement comprehensive sales strategies to drive revenue through event sponsorships, exhibitor packages, and other revenue streams.
- Identify and pursue new business opportunities, including prospecting high-value clients and expanding market reach.
- Collaborate with marketing, operations, and event content teams to align sales efforts with event objectives and audience needs.
Client Relationship Management:
- Build and maintain strong relationships with key clients, sponsors, and industry stakeholders.
- Partner with Event Sales Specialist on key accounts to support deal closure and relationship growth..
- Ensure exceptional client experiences through proactive communication and tailored offerings.
Individual Sales Contributions:
- Actively manage a personal portfolio of high-value accounts, driving direct sales to contribute to overall revenue targets.
- Leverage industry expertise to identify upsell and cross-sell opportunities.
Performance Tracking & Reporting:
- Monitor and analyze team and individual sales performance, providing regular reports to senior leadership.
- Leverage CRM tools to track pipeline activity, forecast revenue, and ensure accurate data management.
- Continuously optimize sales strategies based on performance metrics, market trends, and client feedback. .
Qualifications:
- Bachelor’s degree in Business, Marketing, Communications, or a related field (Master’s degree preferred).
- 7+ years of experience in event sales, sponsorship sales, or B2B media sales, with a minimum of 3 years in a leadership role.
- Proven track record of meeting or exceeding sales targets, both individually and as a team leader.
- Strong understanding of the B2B events industry, including sponsorship and exhibitor sales.
- Exceptional leadership, communication, negotiation and relationship building skills.
- Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite.
- Ability to travel as needed for events and client meetings (approximately 20-30% travel).
- Strategic thinker with a results-oriented mindset and ability to thrive in a fast-paced environment.
Compensation:
- Competitive base salary plus commission based on individual and team sales performance.
- Comprehensive benefits package, including health, dental, vision, 401(k), and paid time off.
- Opportunities for professional development and career advancement.
Why Join Gardner Business Media?
Gardner Business Media is a leading B2B media company delivering innovative content and events that empower professionals in manufacturing and related industries. As the Director of Event Sales, you’ll play a pivotal role in shaping the success of our events, driving meaningful industry connections, and leading a talented team in a collaborative, growth-oriented environment.
If this sounds like the right fit for you, we want to talk.
Please submit your resume and a cover letter detailing your relevant experience and why you’re a great fit for this role to HR@gardnerweb.com. Applications will be reviewed on a rolling basis.
Location: Cincinnati, OH (preferred) or open to remote work.
Employment Type: Full-Time
Reports To: Chief Experience Officer