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The Director of Sales is a key member of IAVM’s leadership team and plays a crucial role in shaping the strategic direction of both the association and the sales department. This position leads the development and execution of revenue-generating strategies, including print and digital advertising, webinars, and event exhibits and sponsorship revenue. IAVM’s annual calendar includes five (5) events.

As a professional membership organization, IAVM highly values member volunteer involvement. The Director of Sales must strategically engage member volunteers in appropriate initiatives to enhance program effectiveness and member value.

This position is also responsible for cultivating, and maintaining strong client relationships that support revenue growth and elevate IAVM’s visibility and influence within the venue industry. 

The Director of Sales reports to the President/CEO of IAVM and supervises one team member - Business Sales Manager.

1.  Sales Management

• Lead and actively participate in developing and executing sales of the IAVM marketing portfolio.
• Manage, coach, and motivate the sales team while personally maintaining a book of key accounts.
• Set sales targets and monitor performance, while directly cultivating new business opportunities.
• Oversee client relationship management and personally engage in high-level negotiations.
• Collaborate with marketing and operations to align sales initiatives, while representing the company at industry events to drive direct sales.
• Report on sales performance and forecasts and ensure timely execution and fulfillment of sales deliverables.
• Support the Business Sales Manager in generating advertising revenue across print, digital, and online platforms.
• Help develop and manage advertising strategies. 
• Create advertising budgets and sales materials (e.g., media kits).

2. Exhibit Sales & Trade Show Management

• Direct and oversee planning to ensure a successful annual trade show, while actively driving exhibitor and sponsor engagement and sales.
• Collaborate with the general contractor to design exhibit hall specifications and floor plans that enhance exhibitor and attendee experience.
• Develop and execute plans to pre-sell future booth space onsite, securing early commitments.

3.  General Sales & Relationship Development

• Cross-team collaboration to develop annual sales budgets and forecasts.
• Conduct outreach via calls, emails, and meetings to exceed revenue targets.
• Prepare sales collateral and promotional materials in collaboration with IAVM’s Marketing team.
• Represent IAVM professionally at meetings and events with external partners.

4.   Supporting duties and responsibilities

• Performs miscellaneous job-related duties as assigned.

5.   Skills, knowledge and abilities

• Ability to identify and implement revenue opportunities that meet the needs of members.
• Ability to create partnerships that generate high value propositions for members and the association. 
• Ability to prepare effective reports.
• Ability to travel and work long, irregular hours as dictated by sales activities and event programming.
• Ability to create budgets and forecasts.
• Ability to create new revenue generating opportunities.
• Ability to establish and maintain effective working relationships with sponsors, clients, associates, staff, and the industry. 
• Attention to detail.

6.   Minimum requirements

• Bachelor's degree or equivalent experience required. 
• Eight to ten years of direct sales, sponsorship sales, exhibit sales, advertising sales or business development experience in a service industry or with a non-profit.
• Ability to successfully mentor and manage a sales team.
• Knowledge of the inner workings of membership driven associations is a plus.

About International Association of Venue Managers (IAVM)

The International Association of Venue Managers, Inc. is an organization committed to the professional operation of amphitheaters, arenas, auditoriums, convention centers/exhibit halls, performing arts venues, race tracks, stadiums and university complexes. IAVM provides leadership development, education and research, life safety and security training, networking, and resources for the industry.

Connections working at International Association of Venue Managers (IAVM)