Sales Director, ASI Show

Sales | Trevose

Advertising Specialty Institute (ASI) is the largest business-to-business media organization for the promotional product and advertising industry, offering award-winning publishing, marketing and ASI e-commerce services to over 24,000 members. We produce web sites, databases and cutting-edge interactive business tools. 

Awarded one of the 'Best Places to Work' on the Philadelphia Business Journal's list of mid-size businesses for providing exceptional benefits and programs for our employees. We also employ the latest technologies while maintaining a family-friendly environment for nearly 400 employees, headquartered in Trevose, PA. We offer on-site day care, gym, café, car service, car wash and dry cleaning service. Visit us at www.asicentral.com.

ASI Show is seeking an experienced B2B tradeshow Sales Director to drive business growth from its portfolio of live-event products which include 3 national tradeshows, 5 hosted buyer events and a roadshow series which serves 40 cities in the US and Canada.  The ideal candidate should be passionate about the value of live events, experienced in tradeshow sales and sales leadership and have a proven track record of growth and success.  The ideal candidate will be highly motivated and motivating, organized, adaptable and will need to demonstrate a strong desire to lead a sales team to growth and success while working successfully as part of an overall group to provide best-in-class products and service to our customers/members. This position drives revenue from participating exhibitors and sponsors.  This position is also responsible for the strategic attendee outreach efforts designed to successfully secure participation from the top attendee companies in the industry.  

Core responsibilities include:

  • Manage and grow profitable revenue from a multi-million dollar portfolio
  • Meet/exceed revenue targets
  • Develop clear sales strategy, tactics to deliver revenue targets
  • Review, challenge, improve sales processes
  • Develop and maintain a sales pipeline of prospects/leads
  • Ensure productivity, efficiency and effectiveness of sales team resources
  • Product development - Create and manage sponsorships and other new sources of profitable revenue
  • Lead/train/manage a team of 7 account managers who drive revenue from exhibitors/sponsors
  • Lead/train/manage a team of 3 account managers who work to recruit attendee participation from the top companies in the industry
  • Compensation plans
  • Create effective sales support tools
  • Competitive assessments/monitors and analyzes competitive events
  • Recognizes and recommends new business opportunities
  • Get close to markets and customers/members
  • Develop tailored client solutions
  • Increase customer ROI
  • Floorplan management
  • Package and Pricing strategy
  • Manages sales budget including travel
  • Prepares forecasts/budgets
  • Weekly/monthly financial reporting
  • Implements quarterly analyses of territories with each account manager
  • Actively participate as part of the ASI Show senior leadership team
  • Successfully liaison with Marketing and Operations colleagues to drive overall success and the best experience for our customers/members
  • Provide best-in-class customer service throughout the entire process to internal and external stakeholders

Education/Certification:

  • Bachelor degree or higher

Experience/Skills/Knowledge:

  • 7 years business to business sales experience required
  • At least 5 years sales management experience at supervisor or higher level preferred
  • Excellent verbal and written communication skills
  • Excellent sales abilities, strong presentation, writing and sales communications skills, closer oriented with experience in pitching clients and creating custom presentations
  • Be self-motivated, results driven, well organized, team oriented
  • Travel required

About ASI Show Family of Events

ASI Show®, fASIlitate, and ASI Roadshow foster business-building relationships among ASI member distributors (attendees) and suppliers (exhibitors). Each is designed to meet the varying needs of ASI membership. ASI Shows, the flagship series, are large-scale convention center trade shows attracting thousands of distributor attendees and hundreds of exhibitors. Held in three host cities at strategic times of the year – Orlando, Dallas and Chicago – the shows also feature free education for all levels of membership, high-profile keynote speakers and networking events. fASIlitate is a hosted buyer event series that brings together the industry's elite top suppliers and million-dollar distributors, for three days of scheduled one-on-one meetings in resort venues across the country. The ASI Roadshow are 1-day events which visit 40 top cities across the U.S. and Canada with Super-show formats serving key markets. Visit www.asishow.com for more information about our full event portfolio.