Category Sales Manager

Emerald X; United States; On-site; USD 80,000 - 90,000; Full time

Benefits offered by this job

Unlimited vacation

Flexible working locations

401(k) with company match

Medical/dental/vision coverage

Job summary

Emerald is seeking a dynamic Category Sales Manager to lead Boutique and Swimwear growth at Surf Expo. Remote (US) with travel to secure deals. Build partnerships, drive sponsorships, and curate a profitable floor mix to meet revenue goals.

You will collaborate with Customer Success, develop strategic opportunities, and expand account value across brands, retailers, and exhibitors while exceeding annual targets.

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.

Responsibilities

• Exceed Sales Goals: consistently reach targets across all revenue streams for your portfolio.
• Champion New Partnerships: connect with prospects and source your own high-value leads.
• Grow Client Relationships: strengthen loyalty and drive larger, mutual deals.
• Win with Insight: nurture leads, tailor proposals, and close contracts with confidence.
• Maximize Client Impact: identify up-selling and cross-selling opportunities with CS.
• Shape Strategy: provide feedback to Sales Manager and collaborate with development teams.
• Expand Your Influence: build connections within customer organizations to deepen value.
• Partner with Retailers: align exhibitor needs with ideal retail attendees.
• Lead the Market: become Emerald product and industry expert for clients.
• Track Success: monitor growth with meticulous reporting.

Skills

Sales experience

Closing skills

CRM (Salesforce)

Verbal & written communication

Travel flexibility

Education

B.A./B.S. degree preferred.

Tools

Salesforce

Job description

Category Sales Manager

Location: Remote (United States)

Department: 10 - Sales

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: $80,000 - $90,000 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 [e-mail].

About the Company

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.