Director of Relationships

About the Role

The Director of Sales leads EES Agency's corporate meetings sales strategy — driving new business, growing existing accounts, and building the pipeline discipline and reporting infrastructure that make growth predictable rather than accidental. This is a hands-on selling role paired with operational ownership: the Director builds and maintains the standard operating procedures (SOPs) that make prospecting, proposal development, and account management repeatable, and uses pipeline and funnel data — not instinct alone — to set goals, coach the team, and report results to leadership.

Responsibilities

• Strategy & Pipeline Leadership
  • Own the corporate meetings sales pipeline: forecast accuracy, weighted pipeline value, and stage-to-stage conversion, reviewed on a defined weekly cadence.
  • Build and maintain documented SOPs for prospecting, proposal development, contracting, and account handoff so sales execution runs consistently regardless of who's carrying the deal.
  • Set and track quarterly sales goals + Commission Structure against data — not gut feel — and adjust the plan when the pipeline says otherwise.
• Business Development
  • Lead sales efforts for corporate meetings clients — source, qualify, and close new clients.
  • Leverage AI: utilize and develop methods for AI to increase productivity and effectiveness within the department.
  • Conduct site inspections and client events for solicitation purposes; represent EES at industry conferences and sourcing trips, and report the ROI on that investment — leads generated, pipeline sourced or influenced, and cost per opportunity.
  • Develop tailored proposals with the support of the creative team based on client needs, and oversee production of accurate, professional proposals with costing that matches product sold.
• Team Leadership & Standards
  • Coach and develop sales team members on proactive pipeline visibility, early risk flags, and data-backed updates — as the team grows.
  • Lead weekly sales meetings with structured, data-driven review of pipeline health, funnel movement, and account status.
  • Model EES leadership standards: lead with clarity, protect the culture, own the outcome, build the team, raise the bar.
• Reporting & Analytics
  • Own sales KPI reporting: pipeline coverage ratio, win rate, average deal size, sales cycle length, and conference ROI.
  • Partner with leadership on forecasting and resource planning using current pipeline data, providing clear, timely visibility rather than year-end surprises.

Requirements

• 7+ years' experience in a corporate meetings, hospitality, or event sales leadership role; CMP preferred.
• Demonstrated process-builder — able to build or improve sales SOPs, not just execute within an existing one.
• Data-driven decision maker — comfortable working from pipeline reports, conversion metrics, and ROI analysis to make decisions and coach a team.
• Experience integrating AI tools into prospecting, proposal development, or reporting workflows strongly preferred.
• Strong negotiation, solicitation, and closing abilities, with a track record of meeting or exceeding sales goals.
• Clear, structured written and verbal communicator — able to present pipeline and ROI data clearly to leadership and clients alike.
• Strong working knowledge of CRM systems and Microsoft Office (Word, Excel, PowerPoint, Outlook); Excel proficiency for pipeline and ROI analysis is essential.
• High level of organizational and multitasking skill with ability to manage multiple programs, proposals, and contracts simultaneously.