Vice President, Portfolio Sales Director (hyrid, Norwalk, CT)

Vice President, Portfolio Sales Director

Are you ready to own and execute a portfolio wide sales strategy that drives revenue growth, market expansion, and long term commercial success in the exciting field of events? Do you thrive on leading and developing senior sales leaders and building a disciplined, high performing sales culture?

About Our Team

We are a team of dynamic, result-driven B2B sales professionals passionate about the trade show and events industry, dedicated to creating experiences that connect, educate, and empower our audience.

About The Role

The Vice President, Portfolio Sales Director is a senior leadership role responsible for the strategic oversight, revenue performance, and long-term growth of the company's event portfolio. This role reporting to the GVP, Sales, sets and executes portfolio-wide sales strategy, drives new revenue streams, and ensures consistent, disciplined sales planning across all events. The VP will lead senior sales leaders, engage key stakeholders, and collaborate cross-functionally to deliver sustained commercial success aligned with company objectives.

Responsibilities

1. Strategic Portfolio Development

Develop, own, and execute a comprehensive sales strategy for the entire US event portfolio to achieve revenue, growth, and market expansion targets. Establish clear strategic plans for New Segments, New Business, International Sales, Sponsorship, and Digital revenue streams. Analyze market trends, customer insights, and competitive dynamics to identify growth opportunities and inform portfolio strategy. Ensure portfolio sales strategies are fully aligned with broader company goals and long-term business priorities. Ensure detailed sales plans are in place for all events within the portfolio a minimum of 10–12 months prior to each event.

2. Revenue and Target Management

Set, manage, and oversee revenue targets across all events and commercial products within the portfolio. Ensure that sales targets and budgets are developed, approved, and administered 10–12 months in advance of each event. Provide clear, actionable insights and corrective actions to optimize performance and mitigate risk against targets.

3. Team Leadership and Development

Lead, mentor, and performance-manage Sales Directors and Sales Managers across the portfolio. Ensure alignment of individual and team objectives with portfolio strategy and revenue priorities. Foster a high-performance culture built on accountability, collaboration, innovation, and continuous improvement. Identify capability and skill gaps within the sales organization and implement targeted training and development programs.

4. Stakeholder Engagement

Build and maintain senior-level relationships with key clients, strategic partners, sponsors, and ISG (International Sales Group) to drive loyalty and long-term growth. Act as a senior commercial representative for the portfolio at major industry events, conferences, and client meetings. Ensure portfolio strategy and execution align with the ISG Engagement Framework.

5. Cross-Functional Collaboration

Partner closely with Marketing, Operations, Event Leadership, and International Sale and Sponsorship Sales to ensure cohesive event planning and execution. Influence pricing strategies, sponsorship packages, and customer engagement models to maximize portfolio value.

Qualifications

Have proven senior sales leadership experience, preferably within events, media, or complex B2B environments. Demonstrate success managing multi-product or multi-event portfolios with significant revenue responsibility. Possess excellent strategic planning, commercial acumen, and data-driven decision-making capabilities. Demonstrate success leading and developing senior sales leaders. Have exceptional stakeholder management and executive-level communication skills. Operate as a strategic, enterprise-minded leader with a portfolio-first perspective. Balance long-term growth initiatives with near-term revenue delivery. Set a clear vision and holds teams accountable for disciplined execution. Act as a trusted partner to executive leadership and cross-functional peers.

U.S. National Base Pay Range: $108,400 - $201,500. Geographic differentials may apply in some locations to better reflect local market rates. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

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