Director of Sales

SUMMARY

The Director of Sales leads AMPP's 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 AMPP's mission and business objectives. The 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, industry expertise, and the ability to translate strategy into measurable revenue growth and team performance.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Strategic Sales Leadership & Revenue Growth

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  Develop and execute strategic, multi-year sales plans aligned with AMPP's commercial strategy and growth objectives.

  
  

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  Lead all revenue-generating activities across advertising, digital media, publications, exhibits, sponsorships, and PPS.

  
  

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

  
  

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  Lead the team in moving to a Consultative Sales practice, which connects and demonstrates the impact of our advertising and publishing products when married with all other product lines.

  
  

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  Work with vertical market leads and product leads to identify new markets, new customer segments, and emerging revenue opportunities.

  
  

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

  
  

Oversight of Media, Exhibits, Sponsorship & Advertising Sales

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

  
  

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

  
  

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  Ensure cohesive, aligned sales efforts across publications, websites, digital products, exhibits, sponsorships, education, membership and partner programs.

  
  

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  Maintain expert knowledge of AMPP's brands and how they interrelate to meet customer needs across industries.

  
  

Team Leadership, Talent Strategy & Development

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  Build and maintain a high-performing sales organization through clear goals, accountability, and continuous coaching.

  
  

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  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.

  
  

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

  
  

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

  
  

Sales Operations, Playbooks & Process Discipline

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

  
  

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

  
  

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

  
  

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  Collaborate with HR, Finance, Technology, and Marketing to ensure the sales team has the systems, resources, collateral, and data required to execute the strategy.

  
  

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

  
  

Customer Engagement, Voice of Customer (VOC), and Market Influence

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  Build and sustain deep relationships with advertisers, exhibitors, sponsors, agencies, and corporate accounts across domestic and global markets.

  
  

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

  
  

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  Leverage VOC insights to drive product improvements, marketing alignment, and PPS evolution.

  
  

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

  
  

Sales Forecasting, Analytics & Reporting

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  Use CRM and analytics tools to maintain accurate forecasts, KPIs, pipelines, and performance dashboards.

  
  

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

  
  

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  Provide senior leadership with timely insights on performance, growth opportunities, and competitive positioning.

  
  

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

  
  

Contract Negotiation & Commercial Execution

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  Oversee high-value negotiations and ensure contract terms align with AMPP's commercial policy, risk posture, and customer needs.

  
  

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  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.

  
  

SUPERVISORY RESPONSIBILITIES

Provides direct leadership to assigned sales staff and other commercial team members. Responsible for hiring, training, coaching, assigning and directing work, evaluating performance, administering rewards and corrective actions, and resolving issues in accordance with AMPP policies and applicable laws.

OTHER SKILLS & ABILITIES

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  Demonstrated leadership in cross-functional collaboration and strategic execution.

  
  

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  Proficiency in Microsoft Office Suite, CRM systems, and association-specific tools.

  
  

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  High professionalism, adaptability, and stakeholder influence.

  
  

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  Deep understanding of media sales structures, advertising strategy, exhibits revenue models, and integrated commercial approaches.

  
  

WORK LOCATION

Remote

TRAVEL REQUIREMENTS

Domestic and international travel required 30-40% of time. A valid passport is required. Customer visits, conferences, and industry events are expected.

EDUCATION AND/OR EXPERIENCE

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  Bachelor's degree in Business, Marketing, Communications, or related field required.

  
  

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  Minimum 7 years of progressive sales leadership experience with demonstrated success in media, advertising, digital, events, or technical association sales.

  
  

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

  
  

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  Proven track record in revenue growth, team leadership, and closing complex commercial deals.

  
  

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  CRM proficiency with strong operational discipline.

  
  

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  Digital media, advertising, or publication sales experience strongly preferred.

  
  

LANGUAGE SKILLS

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.

MATHEMATICAL and ANALYTICAL SKILLS

Strong analytical capabilities include forecasting, 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.

WORK ENVIRONMENT

This is a remote position with periodic travel required to AMPP's corporate offices in Houston and Pittsburgh, industry conferences, customer locations, and strategic partner sites. The position generally follows standard 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.

PHYSICAL DEMANDS

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 periods, participate in 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 be required. Must be able to operate a 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 to provide equal opportunity in employment for all persons, and to recruit, select, train, promote, retain, and discipline without regard to race, color, sex, age, disability, religion, sexual orientation, or national origin.

AMPP complies with federal and state disability laws and makes reasonable accommodation for applicants and employees with disabilities. If reasonable accommodation is needed to participate in 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 hr@ampp.org.

Further, it is the policy of AMPP to maintain a 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.