Vice President, Business Development and Sales

Please note that we prefer applicants from: NY, NJ, CT, DC, VA, RI, MA, PA, MD.

The salary range provided is specific to the NYC market. Compensation for this role may vary depending on the candidate's actual work location.

The Vice President, Business Development and Sales leads the execution of exhibit and sponsorship revenue strategies for the Summer Fancy Food Show, Winter Fancy Faire, and related SFA initiatives. Reporting to the SVP,Trade shows, this role is responsible for driving sales performance, expanding sponsorship and partnership revenue, and managing the sales team responsible for exhibitor and sponsor engagement.

The Vice President, Business Development and Sales works closely with the SVP, Trade shows to implement multi-year revenue strategies and ensure disciplined sales execution that supports the long-term growth of SFA’s events.

• Lead the execution of exhibit and sponsorship sales strategies established in partnership with the SVP of Trade shows to achieve revenue and growth targets.
• Own revenue targets across exhibit sales and sponsor ships.
• Build and manage a disciplined sales pipeline and forecasting process across all events.
• Identify and develop new revenue streams including year-round sponsor ships, strategic partnerships, and branded programs.
• Expand sponsorship participation from international exhibitors, emerging brands, and new industry segments.
• Evaluate pricing strategy for exhibits and sponsor ships to maximize long-term revenue growth.
• Identify and pursue non-endemic sponsorship opportunities from brands and service providers outside the traditional specialty food industry.
• Build relationships with key sponsors while partnering with the SVP of Trade shows on strategic industry relationships.
• Identify opportunities to integrate sponsorship into education, awards, research, and industry programming.
• Partner closely with Marketing & Communications, Membership, and Finance teams to align revenue strategies with attendee growth, exhibitor engagement, and program development.
• Implement sales processes, reporting structures, and accountability mechanisms that drive consistent performance across the sales team.
• Provide regular revenue performance reporting and forecasts to the SVP, Trade shows.
• Establish clear strategic plans for new business, international sales, sponsor ships, and non-endemic opportunities.
• Analyze market trends, customer insights, and competitive dynamics to identify growth opportunities.
• Ensure portfolio sales strategies are fully aligned with company goals and long-term business priorities.
• Ensure detailed sales plans (including targets and budgets) are in place a minimum of 12 months prior to SFFS and WFF.
• Provide actionable and corrective actions to optimize performance and mitigate risk against targets.
• Partner closely with the Leadership Team, Marketing and Membership to ensure that strategic and business planning goals are met.
• Develop growth strategy for international exhibitor participation at SFF and WFF.

• Lead, mentor, and performance-manage SFA sales managers across the portfolio.
• Ensure alignment of individual and team objectives with portfolio strategy and revenue priorities.
• Foster a high-performance culture built on accountability, collaboration, innovation, and continuous improvement.
• Identify skill gaps within the sales team and implement targeted training and development programs.
• Establish clear revenue targets and performance metrics for all sales team members.
• Implement consistent sales processes including pipeline tracking, forecasting, and account management.
• Regularly review sales performance and implement corrective strategies when targets are at risk.
• Recruit and develop top-performing sales talent.

• International exhibitor participation
• Sales pipeline health and forecasting accuracy
• Return rates for exhibitors and sponsors
• New year-round revenue programs launched

• 10+ years of proven senior sales leadership experience, preferably within trade show or B2B environments.
• Proven success growing booth and…