Director of Sales

Location:

Melville, NY (On-site with some travel)

Gilbert is a leading millwork manufacturing and experiential solutions company specializing in trade show exhibits, architectural interiors, and live events. With a reputation for craftsmanship, creativity, and execution, Gilbert partners with brands to design and build impactful physical environments that drive engagement and business results.

The Director of Sales will lead and develop Gilbert Displays’ sales function, establishing a disciplined and proactive organization focused on consultative selling, strategic growth, and strong client partnerships. This individual will be responsible for driving overall revenue generation, owning sales forecasting accuracy, and building a high-performing team accountable for achieving and exceeding company growth targets. As both a player and a coach, the Director of Sales will lead the team while contributing strategically to major opportunities, ensuring a healthy pipeline, predictable revenue, and consistent sales performance.

While trade show and experiential marketing experience is a plus, we are primarily seeking a strong sales leader with a proven track record of building teams, implementing structure and accountability, and driving consistent revenue growth in a consultative B2B environment.

• Build, lead, and develop a high-performing sales team focused on new business growth and client expansion.
• Establish clear performance expectations, KPIs, and accountability measures for all sales roles.
• Coach and mentor the existing team members on consultative selling, upselling and cross sell within existing client accounts, pipeline development, and closing strategies.
• Recruit, onboard, and retain top sales talent to support growth objectives.
• Foster a culture of ownership, urgency, and results.

• Own revenue generation performance and sales forecasting for the organization, establishing clear targets, maintaining an accurate and healthy pipeline, and driving disciplined forecasting, reporting, and accountability to ensure consistent achievement of company growth objectives.
• Develop and execute a comprehensive sales strategy aligned with company growth goals.
• Identify target industries, market opportunities, and strategic accounts to drive expansion.
• Partner with executive leadership to set revenue targets, pricing strategies, and growth initiatives.
• Monitor sales performance metrics and pipeline health, implementing adjustments as needed.
• Lead forecasting, budgeting, and sales planning processes.
• Champion a consultative sales approach focused on understanding client needs and delivering tailored solutions.
• Support the team in securing and closing high-value opportunities and strategic accounts.
• Build strong relationships with key clients, prospects, and industry partners.
• Participate in major pitches, presentations, and contract negotiations.
• Ensure consistent, high-quality client experiences from initial engagement through project handoff.
• Optimize CRM usage, reporting, and sales processes to drive visibility and efficiency.
• Establish structured pipeline reviews and sales meetings to maintain momentum and accountability.
• Collaborate closely with design, estimating, production, and project management teams to align on opportunities and execution.
• Provide market feedback to leadership on trends, client needs, and competitive insights.

• 10+ years of progressive sales experience, with at least 5 years in a sales leadership role.
• Proven success building, leading, and scaling high-performing B2B sales teams.
• Demonstrated ability to drive revenue growth and consistently meet or exceed targets.
• Strong consultative selling background in custom, project-based, or solutions-oriented sales environments.

• Exceptional leadership and people development skills.
• Strategic thinker with strong execution and accountability.
• Proven ability to implement structure, process, and performance management within a sales organization.
• Strong negotiation, presentation, and closing skills.
• Data-driven with experience using CRM platforms and…