Associate Show Director, KBC

The Kitchen & Bath Industry Show (KBIS) owned by the National Kitchen & Bath Association (NKBA) and produced by Emerald is one of the largest expositions held annually in the United States. KBIS is co-located with the National Association of Home Builders (NAHB)’s International Builders’ Show (IBS) at Design & Construction Week (DCW) held at the Las Vegas Convention Center (  ).

The Associate Show Director (ASD) plays a critical leadership role in driving the commercial success of KBIS and the Kitchen & Bath Canada Expo (KBC). This position is accountable for exhibitor sales leadership, key account management, sponsorship revenue, and strategic partner relationships , while overseeing the sales team’s efforts from prospecting through onsite execution.

The role serves as the day-to-day sales team leader ( leading a team of 5 including the National Sales Director, Sr. Account Executive, Account Executive, Account Services Manager and Sales Coordinator ) , ensuring strong execution, revenue growth, and alignment across internal teams, association partners (NKBA/NAHB), and key industry stakeholders.

The Associate Show Director has an assigned sales territory and is accountable for personal sales of $8mil+ of annual event revenue.

• 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 floor plans 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

• 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, sponsor ships, and media
• Support account executives on complex negotiations, pricing decisions, and issue resolution

• 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

• Serve as sales management liaison with NKBA and NAHB (IBS) ’s sales leadership teams.
• Maintain alignment on shared accounts, sponsor ships, 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
• 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

• 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

• 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

• 7+ years of trade show, media, or event sales leadership experience
• Proven track record in key account management, sponsorship sales,…