Category Sales Director

About Emerald

Emerald’s talented and experienced teams grow our customers’ businesses 365 days a year with products that create connections, deliver content, and drive commerce. We produce over 140 annual events, create and deliver content through print and digital channels, and power commerce through our seamlessly integrated in-person and digital platforms and channels. For more information, please visit http://www.emeraldx.com.

Emerald is seeking a dynamic sales leader with vision and drive to champion the growth of the Boutique and Swimwear categories at Surf Expo. As a strategic growth driver, you’ll have the unique opportunity to shape the marketplace by connecting with, recruiting, and empowering top-tier brands that reflect our premium boutique and performance swimwear vision. You’ll draw on your industry expertise and strong relationship-building skills to foster profitable, long-lasting partnerships with both emerging and established exhibitors.

This role calls for a proactive, relationship-oriented approach to business development. Working hand-in-hand with our Customer Success team, you’ll discover fresh ways to elevate brands through impactful sponsorships and expanded booth footprints. You’ll thoughtfully curate a vibrant and profitable floor mix, consistently achieving—and surpassing—your annual territory and category revenue goals. We’re searching for a connector who excels in collaboration, thrives on accomplishment, and is passionate about fostering success for every brand she brings on board.

Key Responsibilities:

• Exceed Sales Goals: Consistently reach—and surpass—sales targets across all revenue streams for your portfolio of brands.
• Champion New Partnerships: Proactively connect with promising prospects developed by the Business and Market Development teams, while confidently sourcing your own high-value leads.
• Grow Client Relationships: Strengthen customer loyalty and thoughtfully drive larger, mutually rewarding deals.
• Win with Insight: Nurture qualified leads, listen to clients’ needs, and showcase how Emerald brands can help them succeed. Deliver tailored proposals and close contracts with confidence.
• Maximize Client Impact: Collaborate closely with the Customer Success division to identify up-selling and cross-selling opportunities, increasing client returns and company growth.
• Shape Strategy: Offer valuable feedback to the Sales Manager and partner with development teams to uncover exciting, untapped lead sources.
• Expand Your Influence: Build connections within customer organizations to deepen account value and create new partnership opportunities.
• Partner with Retailers: Team up with the Buyer Relations team to ensure exhibitor needs are matched to ideal retail attendees.
• Lead the Market: Become an Emerald product and industry expert, empowering your clients with the best insights and service in the business.
• Track Success: Monitor growth and performance with exceptional attention to detail, ensuring continuous progress using internal sales tracking systems.

Qualifications:

• B.A./B.S. degree preferred.
• At least 5 years of proven, high-performing sales and business development experience.
• Trade show sales or relevant industry background preferred.
• Fierce closing skills are an absolute must.
• Highly self-directed and motivated to exceed sales development goals.
• Excellent verbal and written communication skills.
• Creative approach to sales with the ability to solve tough problems quickly.
• Strong computer skills, including all Microsoft Office tools.
• Hands-on experience with Salesforce or similar CRM platforms required.
• Highly organized and resilient. You must feel comfortable working in a fast-paced, rapidly changing environment.
• Ability to travel as required to secure deals and represent the brand.

About Emerald

At Emerald, we strive to foster a diverse and inclusive community. We actively recruit and champion candidates who bring new perspectives from varied professional backgrounds and experiences, and we are intentional about ensuring a positive hiring experience for everyone. Our job postings don’t contain experience inflation, and most don’t require college degrees. Instead, they’re crafted to focus on outcomes and transferable experiences that are assessed in a structured interview process carried out by trained hiring teams. 

COMPENSATION & BENEFITS

Target Compensation: $130,000 plus Sales Incentive Program Eligible

Please note that this range reflects a reasonable estimate of the target compensation for this position. This range may ultimately vary based on a candidate’s qualifications and may be higher where required by applicable law. 

We offer a competitive benefits package designed to strengthen our employees’ physical and mental health, including unlimited vacation for exempt employees, flexible working locations, 401(k) plan with a company match, medical/dental/vision coverage with inclusive provisions including transgender services and fertility benefits, parental and caregiver leave, dependent, commuter and FSA benefits, professional development programs like Toastmasters, and mental wellness tools.

If you need accommodation in our application process or have questions about our posted salary range, please email our Talent Acquisition team at [email protected].