Sales Manager - Digital & Events Growth Lead

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The Sales Manager serves as one of the VP of Member Communications, Sales, & Strategy's primary operational partners — owning the day-to-day leadership, development, and performance accountability of a 10-12 person sales team within the MC Division. This is a hands-on leadership role requiring a credible, experienced manager who can earn the trust of a tenured team, lead the team through change, and close the division's most critical performance gaps: programmatic revenue growth, digital revenue expansion beyond programmatic, managed events revenue, pipeline discipline, and CRM hygiene.

The Sales Manager works closely with Portfolio Performance Managers (PPMs) to align strategy with execution, and serves as the connective tissue between field activity and revenue results. Two Sales Manager positions report to the VP, each owning a distinct team segment within the broader MC sales organization.

The following represent the division's most critical near-term challenges. The Sales Manager is expected to drive measurable improvement in each within the first 90-180 days.

• Develop and execute a focused strategy to increase programmatic sales across the team's territory base.
• Identify skill gaps and create targeted training and enablement plans to build rep confidence and competency in programmatic selling.
• Partner with PPMs to identify inventory and territory opportunities and ensure reps are actively prospecting in this channel.
• Track programmatic pipeline and closed revenue separately; report progress to VP weekly.
• Grow the full digital portfolio beyond programmatic — display and eNewsletter advertising, sponsored content, video, retargeting, and emerging digital products — as a distinct, measured revenue priority.
• Build rep fluency in positioning integrated, cross-channel digital packages rather than single-product placements; coach consultative digital selling at the account level.
• Partner with PPMs to identify digital whitespace by portfolio and set territory-level digital revenue targets by product line.
• Track non-programmatic digital revenue and product mix separately; report performance and trends to VP monthly.

• Own the team’s managed events revenue number — sponsor ships, exhibits, and advertising tied to Naylor-managed events.
• Build event sales into each rep’s territory plan with clear pre-event pipeline targets and post-event renewal strategies aligned to event calendars.
• Coach reps on selling multi-year sponsorship packages and cross-selling event inventory alongside print and digital.
• Coordinate with PPMs, ASMs, and event teams to align sellable event inventory, pricing, and timelines; report event revenue pacing to VP.

• Establish consistent pipeline review cadence and standards across the full team.
• Hold reps accountable to pipeline hygiene standards including stage accuracy, activity logging, and close date integrity.
• Lead weekly pipeline reviews and deliver reliable revenue forecasts to VP for monthly and quarterly business reviews.
• Identify at-risk deals early and intervene with coaching or co-selling support.
• Drive full Salesforce adoption across the team — this is a non-negotiable performance standard, not optional.
• Audit current CRM usage; identify gaps and implement corrective plans by rep.
• Work with operations to establish and enforce clear data entry standards and activity logging expectations.
• Use Salesforce, BIDB, DOMO, and Zoom Info data to inform coaching decisions and territory strategy.

• Lead and manage 10-12 sales professionals across print, digital, programmatic, and event channels — earning trust through consistency, credibility, and results.
• Navigate a tenured team culture with empathy and firmness; understand that change management is as important as sales management in this environment.
• Provide individualized coaching,…