Sales Director in NEW YORK CITY METROPOLITAN AREA

Essential Functions & Responsibilities:

• Primary function is to lead the team that meets or exceeds annual exhibit, sponsorship and digital media sales targets for the Fancy Food Shows.
• Manage individually assigned accounts and alliances to achieve personal exhibit, sponsorship and digital media sales targets for the Fancy Food Shows.
• Create sales plan for each Fancy Food Show from space draw kickoff through completion of cycle. Plan should identify specific strategies and campaigns for makers at various stages of existence, international pavilions, alliances and business services.
• Oversee sales managers who will be responsible for exhibit sales, sponsorships and digital media sales. Work with managers to build and track sales pipelines, create consultative-driven proposals, overcome objections and present sales ideas as needed. Coach managers on sales calls, face-to-face meetings, training and proposal preparation.
• Develop and manage a network of international sales agents.
• Work with Marketing and Communications to create sales collateral and prospecting materials, develop prospecting campaigns and lead generation programs, and ensure sales related information is correct on the website.
• Develop a thorough understanding of specialty food industry, culture and the market it serves to become an industry expert to attract new customers and grow business relationships.
• Performs extensive research on the marketplace to develop lists of new prospects and lists of existing accounts that fit the enterprise sales model.
• Confers with other relevant staff & leaders to develop revenue growth opportunities.
• Confers with Membership team to understand where sales opportunities might exist.
• Maintains strong industry credibility through client meetings/product presentations, attendance at trade shows or industry events, staying updated on new developments and technologies and communicating this information to the sales team and key existing and potential new accounts.
• Effectively use Salesforce CRM to manage sales team’s book of business, prospect pipeline, contacts, opportunities, correctly using SFA Salesforce Naming categories, sales stages, and update opportunities through the stages accordingly.
• Responsible for preparing activity reports detailing sales activities, account sales and forecasted opportunities for enterprise sales and sponsorship utilizing customer relationship management database.
• Contributes to the creation efforts of new sales and sponsorship product development.
• Provide support for operational inquiries within the realm of expertise as needed.
• Attend SFA events, industry trade shows, related industry events and individual member meetings.
• Continually learn and keep abreast of developments in the industry relevant to sales by subscribing to industry content, attending trade shows and other events, and building and maintaining relationships with members, buyers, and retailers, and applying the knowledge to provide and implement standard and custom communications, programs, and products, to establish integrated sales solutions.

Performance Metrics:

• Exhibit Sales revenue generated in territory and/or overall team performance, for both Winter Fancy Food and Summer Fancy Food Shows
• Exhibitor retention percentage in territory and/or overall team performance, for both Winter Fancy Food and Summer Fancy Food Shows
• Sponsorship revenue generated in territory and/or overall team performance, measured annually
• Digital media revenue generated in territory and/or overall team performance, measured annually

Position Qualifications:

• Bachelor’s degree or equivalent experience
• +10 years of Sales Management Experience

Compensation & Benefits:

• Base salary of $120-130K, with an additional attractive commission structure.
• Excellent health, dental, and vision insurance and ancillary benefits.
• Generous paid time off and holidays.
• 401(k) plan with company contributions.
• Home office setup and annual allowance for this fully remote position (position will have periodic travel to industry events and for internal meetings, which are typically in NYC.)

Physical Demands & Work Environment:

The Association is headquartered in an office building in NYC, though the workforce is primarily home-based. This position is primarily remote but will require your presence in the office at various times. Being a remote position, a high-speed internet connection and presentable work environment is required for this role. Regardless of location, job demands may require long periods of sitting; telephone work and/or computer work, as well as interactions with other staff members, external vendors and SFA external constituents. There will be periodic travel required both to industry events and for team and department meetings. Occasional lifting of heavy boxes up to 40 pounds may be required, particularly around events.

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