Associate Show Director, KBC

Key Responsibilities

• Lead exhibit and sponsorship sales and execution for KBIS and KBC
• Own and manage the sales pipeline, forecasting, and pacing across all product categories
• Identify and drive revenue growth opportunities, including new product offerings and category expansion
• Monitor and actively manage exhibit floorplans and inventory optimization to maximize revenue yield
• Lead weekly sales meetings, set priorities, and ensure accountability across the sales team
• Responsible for personal exhibitor sales revenue generation within a defined territory

Key Account Management

• Direct ownership of top-tier strategic accounts (e.g., major exhibitors, anchor brands)
• Build and maintain executive-level relationships with key customers
• Drive renewals, upsells, and cross-sell opportunities across exhibit space, sponsorships, and media
• Support account executives on complex negotiations, pricing decisions, and issue resolution

Sponsorship Revenue

• Lead sponsorship sales strategy and packaging opportunities
• Drive acquisition and renewal of high-value sponsorship accounts
• Oversee sponsorship inventory management and fulfillment alignment
• Partner with marketing on development of exhibitor sales collateral, new product promotion, and go-to-market campaigns

Association & Industry Partner Management

• Serve as sales management liaison with NKBA and NAHB (IBS)’s sales leadership teams
• Maintain alignment on shared accounts, sponsorships, and co-located show opportunities
• Participate in KBIS and KBC advisory committees, partner meetings, and strategic planning discussions
• Support international partnerships (e.g., pavilions) and key organizational relationships

Sales Operations, Reporting & Performance Management

• Manage the deliver of weekly and monthly sales reporting, including pacing, forecasts, and activity tracking
• Ensure accurate use of CRM (Salesforce), Gong and event management system (A2Z) for pipeline management and reporting integrity
• Monitor collections, cancellations, and inventory release timing to protect revenue

Cross-Functional Leadership & Campaign Execution

• Work strategically and closely with KBIS/KBC marketing and operations teams to support: Exhibit and sponsorship sales campaigns, New product launches and revenue initiatives, Special events and onsite activations, Key show initiatives aligned to brand and growth strategy
• Ensure strong alignment between sales strategy, marketing messaging, and operational execution

Team Leadership & Show Execution

• Provide direct leadership, coaching, and oversight to the sales team
• Drive execution across all sales cycle phases: prospecting, contracting, fulfillment, and onsite delivery
• Oversee sales-related onsite execution, including sponsorship delivery and exhibitor experience
• Act as primary advisor to Show Director on sales performance, risks, and opportunities

About Emerald

About Emerald At 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 & Benefits

COMPENSATION & BENEFITS
Target 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.