Director Of Sales

Position: DIRECTOR OF SALES
The Trade Group is a full-service exhibit house dedicated to delivering world class creative solutions partnered with superior customer experiences. We specialize in designing, fabricating, delivering, installing, dismantling, storing and managing trade show exhibits and corporate events for a diverse range of clients.

We are seeking a sales leader that brings energy, a drive for excellence and proactivity, and a desire to contribute to a 180+ person community both professionally and culturally.

JOB SUMMARY:

The Trade Group is seeking an experienced Director of Sales to lead, develop, and optimize our revenue-generating organization. This role owns sales execution, pipeline management, CRM discipline, proposal strategy, sales process improvement, and team performance across new business and account growth initiatives.

The Director of Sales serves as the operational leader of the sales organization, ensuring that opportunities move efficiently through the funnel, pricing integrity is maintained, organizational processes are followed, and the sales team is equipped to achieve revenue and profitability goals.

This individual will report directly to the Vice President of Sales and work closely with Business Development, Account Management, Project Management, Finance, Operations, and Executive Leadership to improve client outcomes, increase sales effectiveness, and support company growth initiatives.

ESSENTIAL FUNCTIONS:

Sales Leadership Lead, coach, and develop Account Executives and Business Development personnel

Conduct regular pipeline reviews, forecasting sessions, and performance discussions

Assist in recruiting, interviewing, onboarding, and developing sales talent

Identify skill gaps and implement coaching and training initiatives

Contribute to organizational staffing decisions and succession planning

Embrace, promote and optimize TTG’s sector-specialist sales model

Revenue & Pipeline Management Own CRM governance and ensure opportunity data accuracy

Establish forecast discipline and improve visibility into future revenue

Monitor sales activity, conversion rates, win rates, and pipeline health

Drive accountability around prospecting, opportunity progression, and follow-up Partner with leadership to achieve annual revenue growth targets

Sales Process & Operational Excellence Evaluate and improve sales workflows, procedures, and best practices

Work cross-functionally with Account Management and Project Management leadership to streamline client handoffs and project execution

Champion adoption of sales technology, AI tools, and automation initiatives

Ensure compliance with sales processes, documentation standards, and internal policies

Drive continuous improvement initiatives across the commercial organization

Proposal & Pricing Leadership Review and contribute to strategic opportunities and major proposals

Approve discounting within established guidelines

Protect company margins while maintaining competitiveness

Provide guidance on positioning, pricing strategy, and value articulation

Support complex client negotiations and major contract discussionsRFP Strategy Evaluate incoming RFP opportunities

Determine strategic fit and likelihood of success

Coordinate pursuit strategy and response development

Assist sellers in positioning TTG effectively against competitors

Improve RFP qualification processes to maximize return on pursuit investment

Sales Enablement & Playbook Ownership Maintain and enforce the TTG Sales Playbook Standardize sales methodologies and customer engagement practices

Develop tools, templates, and training materials

Ensure consistency in proposal development, forecasting, CRM usage, and client communications

Cross-Functional Leadership Partner closely with Operations, Finance, Account Management, and Project Management Help identify operational issues affecting retention and client satisfaction

Drive resolution of process gaps impacting customer experience

Promote accountability and collaboration across departments

Financial Oversight Monitor discounting practices and revenue leakage

Analyze write-offs, concessions, and profitability trends

Support strategic initiatives to improve margin performance

Report key…