Director of Sales

SUMMARY
The Director of Sales leads AMPPs commercial revenue strategy across advertising media exhibits sponsorships publications digital products and cross-portfolio product and service solutions (PPS). This role oversees sales talent sales operations revenue forecasting and market expansion providing direct leadership to the sales team and ensuring alignment of all commercial activities with AMPPs mission and Director builds a scalable sales organization through strategic planning disciplined pipeline management structured playbooks talent development and customer-driven commercial alignment. This position requires strong leadership industryexpertise and the ability to translate strategy into measurable revenue growth and team performance.

ESSENTIALDUTIESANDRESPONSIBILITIES

Strategic Sales Leadership & Revenue Growth

• Develop and execute strategic multi-year sales plans aligned with AMPPs commercial strategy and growthobjectives.

• Lead all revenue-generating activities across advertising digital media publications exhibits sponsorships andPPS.

• Establish annual sales targets product forecasts and market expansion strategies in partnership with Product Owners Membership Marketing and Finance.

• Lead the team inmoving to a Consultative Sales practice which connectsanddemonstratesthe impact of ouradvertising and publishing productswhen married withall other product lines.

• Work with vertical market leads and product leads toidentifynew markets new customer segments and emerging revenue opportunities.

• Use data market trends and CRM insights to adjust strategies and correct course when necessary.

Oversight of Media Exhibits Sponsorship & Advertising Sales

• Provide leadership performance oversight and daily direction to assigned sales team members ensuring effective prospecting relationship management and territory revenue performance.

• Integrate media sales activities with broader AMPP commercial strategies to maximize cross-selling and product adoption.

• Ensure cohesive aligned sales efforts across publications websites digital products exhibits sponsorshipseducationmembershipand partner programs.

• Maintain expert knowledge of AMPPs brands and how they interrelate tomeetcustomer needs across industries.

Team Leadership Talent Strategy & Development

• Build andmaintaina high-performing sales organization through clear goals accountability and continuous coaching.

• Train mentor and coach sales team members to elevate consultative selling skills industry knowledge pricing and proposal development and value-based selling discipline improving overall deal quality and close rates.

• Inspire the team during market shifts organizational transitions or economic fluctuations.

• Establish clear career paths performance expectations and competency-based development plans.

Sales Operations Playbooks & Process Discipline

• Develop implement and maintain AMPP Sales Playbooks outlining roles responsibilities processes KPIs negotiation guidelines and best practices.

• Ensure consistent application of sales methodologies across all sales roles and markets.

• Create mechanisms for cross-team sharing of best practices market intelligence prospecting strategies and tools.

• Collaborate with HR Finance Technology and Marketing to ensure the sales team has the systems resources collateral and datarequiredto execute the strategy.

• Manage territory design lead routing incentive structures and commission processes.

Customer EngagementVoice of Customer(VOC) and Market Influence

• Build and sustain deep relationships withadvertisers exhibitors sponsors agencies andcorporateaccounts across domestic and global markets.

• Conduct joint sales calls with sales team members to coach evaluate opportunities and strengthen cross-selling.

• Leverage VOCinsights to drive product improvements marketing alignment and PPS evolution.

• Represent AMPP at conferences trade shows partner meetings and industry events.

Sales Forecasting Analytics & Reporting

• Use CRM and analytics tools tomaintainaccurateforecasts KPIs pipelines and performance dashboards.

• Review and analyze sales reports operational records and financial data to project revenue and assess profitability.

• Provide senior leadership withtimelyinsights on performance growth opportunities and competitive positioning.

• Oversee key sales metrics such as closing ratios prospecting activity levels account expansion and product portfolio diversification.

Contract Negotiation & Commercial Execution

• Oversee high-value negotiations and ensure contract terms align with AMPPs commercial policy risk posture and customer needs.

• Establish and enforce deal review and approval processes (including pricing discounting and non-standard terms) to protect margins manage risk and ensure consistency across the sales team.

SUPERVISORYRESPONSIBILITIES

Provides direct leadership to assigned sales staff and other commercial team members. Responsible for hiring training coachingassigningand directing work evaluating performance administering rewards and corrective actions and resolving issuesin accordance withAMPP policies and applicable laws.

OTHER SKILLS & ABILITIES

• Demonstrated leadership in cross-functional collaboration and strategic execution.

• Proficiencyin Microsoft Office Suite CRM systems and association-specific tools.

• High professionalism adaptability and stakeholder influence.

• Deep understanding of media sales structures advertising strategyexhibitsrevenue models and integrated commercial approaches.

WORK LOCATION

Remote

TRAVELREQUIREMENTS

Domestic and international travel required3040%of time. A valid passport isrequired. Customer visits conferences and industry events are expected.

EDUCATIONAND/OREXPERIENCE

• Bachelors degree inBusiness Marketing Communications or related fieldrequired.

• Minimum 7 years of progressive sales leadership experience withdemonstratedsuccess in media advertising digital events or technical association sales.

• Experience overseeing media sales staff or cross-functional commercial teams.

• Proventrack recordin revenue growth team leadership and closing complex commercial deals.

• CRMproficiencywith strong operational discipline.

• Digital media advertising or publication sales experience strongly preferred.

LANGUAGESKILLS

Exceptional verbal and written communication skills including the ability to draft proposals reports briefings playbooks and high-impact presentations. Ability to communicate effectively with executives global partners customers and internal stakeholders.

MATHEMATICALand ANALYTICALSKILLS

Strong analytical capabilitiesincludeforecasting pricing strategies margin modeling and performance dashboards. Ability to interpret CRM data sales metrics market insights and financial indicators to guide decisions.

REASONING ABILITY

Strong judgment critical thinking problem-solving abilities and the ability to navigate ambiguity. Skilled in assessing complex situations interpreting diverse information and developing and adapting strategies to dynamic markets.

WORKENVIRONMENT

This is a remote position with periodic travelrequiredto AMPPs corporate offices in Houston and Pittsburgh industry conferences customer locations and strategic partner sites. The positiongenerally followsstandard business hours with occasional extended hours to support key events major customer engagements or senior leadership meetings. This role may require onsite presence during major conferences sales campaigns or organizational events.

PHYSICALDEMANDS

The physical demands of this role are consistent with those of a typical leadership position in a commercial/sales environment. The employee must be able to sit or stand for extended periodsparticipatein in-person meetings and travel domestically and internationally as needed. Occasional lifting of up to 25 pounds (such as laptops presentation materials or event/display items) and walking through conference venues exhibit halls customer facilities or partner sites may berequired. Must be able tooperatea computer and standard office equipment. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

EQUAL OPPORTUNITY IN EMPLOYMENT

It is the policy of AMPP toprovideequal opportunity in employment for all persons and to recruit select train promoteretain and discipline without regard to race color sex age disability religion sexual orientation or national origin.

AMPPcomplies withfederal and state disability laws and makes reasonable accommodation for applicants and employees with disabilities. If reasonable accommodation is needed toparticipatein the job application or interview process to perform essential job functions and/or to receive other benefits and privileges of employment please contact Human Resources via email at.

Further it is the policy of AMPP tomaintaina professional workplace in which individuals are respected and work in an environment free of harassment including verbal or physical conduct that does not create an intimidating or hostile environment for candidates and/or employees.