Emerald Expositions

The Kitchen & Bath Industry Show (KBIS) owned by the National Kitchen & Bath Association (NKBA) and produced by Emerald is one of the largest expositions held annually in the United States. KBIS is co-located with the National Association of Home Builders (NAHB)'s International Builders' Show (IBS) at Design & Construction Week (DCW) held at the Las Vegas Convention Center (www.kbis.com). The Associate Show Director (ASD) plays a critical leadership role in driving the commercial success of KBIS and the Kitchen & Bath Canada Expo (KBC). This position is accountable for exhibitor sales leadership, key account management, sponsorship revenue, and strategic partner relationships, while overseeing the sales team's efforts from prospecting through onsite execution.
The role serves as the day-to-day sales team leader (leading a team of 5 including the National Sales Director, Sr. Account Executive, Account Executive, Account Services Manager and Sales Coordinator), ensuring strong execution, revenue growth, and alignment across internal teams, association partners (NKBA/NAHB), and key industry stakeholders.
The Associate Show Director has an assigned sales territory and is accountable for personal sales of $8mil+ of annual event revenue.
Key Responsibilities
1. Sales Leadership & Revenue Growth

• Lead exhibit and sponsorship sales and execution for KBIS and KBC
• Own and manage the sales pipeline, forecasting, and pacing across all product categories
• Identify and drive revenue growth opportunities, including new product offerings and category expansion
• Monitor and actively manage exhibit floorplans and inventory optimization to maximize revenue yield
• Lead weekly sales meetings, set priorities, and ensure accountability across the sales team
• Responsible for personal exhibitor sales revenue generation within a defined territory

2. Key Account Management

• Direct ownership of top-tier strategic accounts (e.g., major exhibitors, anchor brands)
• Build and maintain executive-level relationships with key customers
• Drive renewals, upsells, and cross-sell opportunities across exhibit space, sponsorships, and media
• Support account executives on complex negotiations, pricing decisions, and issue resolution

3. Sponsorship Revenue

• Lead sponsorship sales strategy and packaging opportunities
• Drive acquisition and renewal of high-value sponsorship accounts
• Oversee sponsorship inventory management and fulfillment alignment
• Partner with marketing on development of exhibitor sales collateral, new product promotion, and go-to-market campaigns

4. Association & Industry Partner Management

• Serve as sales management liaison with NKBA and NAHB (IBS)'s sales leadership teams.
• Maintain alignment on shared accounts, sponsorships, and co-located show opportunities
• Participate in KBIS and KBC advisory committees, partner meetings, and strategic planning discussions
• Support international partnerships (e.g., pavilions) and key organizational relationships

5. Sales Operations, Reporting & Performance Management

• Manage the deliver of weekly and monthly sales reporting, including pacing, forecasts, and activity tracking
• Ensure accurate use of CRM (Salesforce), Gong and event management system (A2Z) for pipeline management and reporting integrity
• Monitor collections, cancellations, and inventory release timing to protect revenue

6. Cross-Functional Leadership & Campaign Execution

• Work strategically and closely with KBIS/KBC marketing and operations teams to support:
• • Exhibit and sponsorship sales campaigns
  • New product launches and revenue initiatives
  • Special events and onsite activations
  • Key show initiatives aligned to brand and growth strategy
• Ensure strong alignment between sales strategy, marketing messaging, and operational execution

8. Team Leadership & Show Execution

• Provide direct leadership, coaching, and oversight to the sales team
• Drive execution across all sales cycle phases: prospecting, contracting, fulfillment, and onsite delivery
• Oversee sales-related onsite execution, including sponsorship delivery and exhibitor experience
• Act as primary advisor to Show Director on sales performance, risks, and opportunities

Qualifications

• 7+ years of trade show, media, or event sales leadership experience
• Proven track record in key account management, sponsorship sales, and revenue growth
• Strong experience with CRM systems (Salesforce), Gong and event management software (A2Z)
• Demonstrated ability to lead teams, influence stakeholders, and execute cross-functional strategies
• Highly organized with strong urgency, ownership, and follow-through
• Knowledge of the building, construction, remodeling, kitchen & bath and related industries a plus.

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: $110,000-130,000 (Sales Incentive 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 Careers@EmeraldX.com.
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.