Director of Trade Shows
Innovative Environments · Houston, TX · 3 mo ago
Business Development$150k/yrFull-time
About the role
The Director of Trade Shows will lead the trade show and exhibits division as a business unit, with full accountability for:
- Revenue growth and market expansion
- Gross margin performance and pricing discipline
- Sales team leadership and development
- Oversight of Project Managers and Estimators to ensure execution aligns with sales strategy
- End-to-end client experience, from pursuit through delivery
Responsibilities
- Revenue Strategy & Business Growth
- Own and execute the revenue strategy for the tradeshow division
- Achieve or exceed revenue and gross margin targets
- Maintain accurate forecasting (±10%) and 3× pipeline coverage
- Identify and penetrate high-value verticals and strategic accounts
- Drive deal strategy, pricing discipline, and margin protection
- Lead and develop a high-performing sales organization
- Oversee Project Managers and Estimators to ensure alignment from proposal through execution
- Establish clear accountability metrics, KPIs, and performance standards across all teams
- Leverage and optimize established processes that position the division for scalable growth, driving alignment between sales strategy and operational delivery
- Ensure seamless handoff and collaboration between sales and execution teams
- Recruit, coach, and retain top-tier talent across sales, PM, and estimating functions
- Implement structured onboarding, training, and career development programs
- Elevate team performance in win rates, deal size, and profitability
- Foster a culture of accountability, collaboration, and continuous improvement
- Partner closely with COO and operational leadership
- Ensure all sales commitments align with capacity, budget, and execution realities
- Protect margin throughout the project lifecycle
- Resolve escalated client or project issues impacting revenue or retention
- Strengthen IE’s position within the trade show and experiential marketing industry
- Leverage and expand your industry network and client relationships
- Represent IE at industry events, trade shows, and executive-level client meetings
- Partner with marketing to enhance brand positioning and demand generation
Requirements
- Proven success leading sales organizations in trade show exhibits, experiential marketing, or design-build environments
- Strong understanding of custom fabrication, project-based sales, and margin management
- Experience overseeing or closely partnering with project management and estimating teams
- Strategic mindset with the ability to scale revenue while maintaining operational discipline
- Executive presence with exceptional communication, negotiation, and leadership skills
- Bachelor’s degree in Business, Marketing, or related field
- 10+ years of B2B sales experience in relevant industries
- 5+ years in senior sales leadership roles
- Demonstrated success driving revenue growth and building high-performing teams
- Established network within the trade show, exhibit, or experiential marketing industry strongly preferred
- Full ownership of a business unit—not just sales, but execution alignment
- Direct influence on strategy, structure, and growth trajectory
- Opportunity to lead across Sales, Project Management, and Estimating
- Work on high-end, custom, design-driven projects
- Join a company positioned for significant growth and market expansion
Qualifications
- Proven success leading sales organizations in trade show exhibits, experiential marketing, or design-build environments
- Strong understanding of custom fabrication, project-based sales, and margin management
- Experience overseeing or closely partnering with project management and estimating teams
- Strategic mindset with the ability to scale revenue while maintaining operational discipline
- Executive presence with exceptional communication, negotiation, and leadership skills
- Bachelor’s degree in Business, Marketing, or related field
- 10+ years of B2B sales experience in relevant industries
- 5+ years in senior sales leadership roles
- Demonstrated success driving revenue growth and building high-performing teams
- Established network within the trade show, exhibit, or experiential marketing industry strongly preferred
- Full ownership of a business unit—not just sales, but execution alignment
- Direct influence on strategy, structure, and growth trajectory
- Opportunity to lead across Sales, Project Management, and Estimating
- Work on high-end, custom, design-driven projects
- Join a company positioned for significant growth and market expansion
Skills
- Proven success leading sales organizations in trade show exhibits, experiential marketing, or design-build environments
- Strong understanding of custom fabrication, project-based sales, and margin management
- Experience overseeing or closely partnering with project management and estimating teams
- Strategic mindset with the ability to scale revenue while maintaining operational discipline
- Executive presence with exceptional communication, negotiation, and leadership skills
- Bachelor’s degree in Business, Marketing, or related field
- 10+ years of B2B sales experience in relevant industries
- 5+ years in senior sales leadership roles
- Demonstrated success driving revenue growth and building high-performing teams
- Established network within the trade show, exhibit, or experiential marketing industry strongly preferred
- Full ownership of a business unit—not just sales, but execution alignment
- Direct influence on strategy, structure, and growth trajectory
- Opportunity to lead across Sales, Project Management, and Estimating
- Work on high-end, custom, design-driven projects
- Join a company positioned for significant growth and market expansion
Benefits
- Medical, Dental, Vision, and Life Insurance
- 401(k) with company match
- Paid vacation and holidays
- Paid Birthday & Work Anniversary days
- Ongoing professional development and leadership growth opportunities