Account Director

Skyline Exhibits; United States; On-site; USD 180,000 - 230,000; Full time

Job summary

Skyline Exhibits in the United States is seeking an Account Director to foster client relationships and drive revenue through rental, modular, and custom exhibits, while managing a growing enterprise client base.

You will lead project teams, deliver successful client programs, forecast financials, own MSAs and SOWs, collaborate across departments, and travel to 1-2 trade shows per month to expand strategic partnerships.

Qualifications

• 10+ years of B2B sales in the trade show industry.
• Established network of enterprise clients and growth in outreach.
• Deep knowledge of markets, customers and competitors.
• Experience with CRM and prospecting/outreach tools.
• Proven pipeline management, high win rates.
• Strategic in business discussions with clients.

Responsibilities

• Foster client relationships and revenue through exhibit delivery and portfolio management.
• Identify and engage high-value targets for trade show spend.
• Forecast revenue and own MSAs, SOWs, budgets, and schedules.
• Lead cross-department collaboration to win opportunities.
• Develop innovative strategies to grow key accounts.
• Travel up to 1–2 trade shows per month.

Skills

Enterprise sales

Relationship building

CRM

Pipeline management

Strategic selling

Travel readiness

Tools

CRM system

Prospecting tools

Job description

The Account Director fosters client relationships and revenue through the delivery of rental, modular, and custom modular trade show exhibits and portfolio management. The Account Director is responsible for managing and growing a client base of enterprise clients, supervising project teams, and delivering successful client programs. The focus of the Account Director will be on long-term innovative strategies to improve client programs, retain those customers, and organically grow those accounts.

• Learn Skyline's complete portfolio of products and services and have the ability to present the complete portfolio offering to prospective clients.
• Build and maintain strong relationships with clients at all levels and across all industries, understanding their business and marketing initiatives to provide effective solutions. Build trust and loyalty to ensure client needs are listened to, understood, and responded to in a timely way.
• Identify and engage high value targets regarding their trade show spend and any ancillary face-to-face marketing activities with partnership potential.
• Focus on generating and qualifying opportunities via existing relationships with key decision makers, strong and innovative networking skills and a keen ability to drive and convert prospects via consultative, customer-centric selling behaviors.
• Provide financial forecasts to senior leadership as requested. Own and manage all client MSAs, project SOWs, budgets, and schedules with team leads.
• Manage complex capabilities and pitch meetings and work effectively with all departments by using their expertise appropriately.
• Provide a strategic presence across the Growth team by helping to develop innovative and strategic techniques and programs.
• Leverage the sales tech stack for optimal results of prospecting activities.
• Work closely with marketing and strategy on leveraging value propositions and value add content in outreach to aggressively build pipeline.
• Drive revenue and profit results through strong win rates and high average order values.
• Exhibit strong pricing strategy and closing skills.
• Represent Skyline across industries with a high level of knowledge and integrity.

Knowledge, Skills, and Abilities:

• Minimum 10 years of experience in B2B sales within the trade show industry.
• Existing network of relevant relationships and the experience of growing this through innovative and creative outreach techniques.
• Deep understanding of key markets, customers and competitors to target needs and drive sales.
• Experience utilizing CRM and prospecting / outreach tools.
• Experience managing a pipeline, converting leads, and maintaining high win rates.
• Experience selling enterprise accounts, full programs and the ability to be highly strategic in business discussions with clients.
• An entrepreneurial, self-starter who desires to achieve and excel in a fast-paced dynamic environment.
• Ability to be flexible, creative and highly collaborative.
• Clear communication with clients and internal stakeholders.
• Travel is required (up to 1-2 trade shows per month)