Director, Global Sales, EMEA

Title:  

Director, Global Sales, EMEA

Department: 

Expo Operations and Sales 

Reports To: 

Vice President, Expo Operations and Sales 

Direct Reports: 

Manager, Global Sales, EMEA

Location: 

Brussels office, or remote in EMEA

About IAAPA

IAAPA is the global association for the attractions industry. Our purpose is to bring the global attractions industry together and our mission is to inspire, grow, and protect the industry through member connections.

IAAPA represents the diverse and ever-changing attractions industry. For over a century, IAAPA has connected companies of all sizes and people of all levels to provide meaningful experiences for their guests around the world.

IAAPA hosts global events and conferences that provide a showcase for innovation, support trade, and facilitate the sharing of best practices. We also provide valuable tools and resources that make member businesses smarter, safer, and more profitable while delivering guest experiences that delight and provide memories that last a lifetime.

Founded in 1918, IAAPA represents leading industry attractions; manufacturers, suppliers, and consultants; and individual members from more than 100 countries. Members own and operate a variety of location-based entertainment venues and attractions including amusement parks, theme parks, attractions, water parks, resorts, family entertainment centers, zoos, aquariums, science centers, museums, cruise lines, and cultural and natural attractions.

Opportunity Overview:

IAAPA Expos are the premier events convening the global attractions industry in their respective regions. We currently produce four world-class expos: IAAPA Expo, IAAPA Expo Asia, IAAPA Expo Europe, and IAAPA Expo Middle East.

Our global sales team consists of dedicated professionals based in IAAPA offices worldwide. While each team member focuses on driving sales within their region, they are also charged with selling across our entire portfolio of expos, ensuring a strategic and comprehensive approach to global business growth.

We are seeking a dynamic, results-driven sales leader to join our team. The ideal candidate will have excellent communication and negotiation skills, a strong understanding of sales techniques, and the ability to thrive in a fast-paced environment.

The Director of Global Sales, EMEA, is responsible for leading IAAPA's exhibit sales strategy and execution for IAAPA Expo Europe while also contributing to exhibit sales across our worldwide portfolio of events. This role plays a critical role in driving revenue growth, fostering client relationships, and delivering exceptional customer service.

Essential Duties & Responsibilities:

• Develop and execute comprehensive sales plan to meet and exceed exhibit sales targets for IAAPA Expo Europe.
• Lead Managers (2), Global Sales, EMEA, providing guidance, training and motivation to ensure high performance and alignment of organizational goals. 
• Cultivate and maintain relationships with key clients, exhibitors, and partners to drive sales opportunities and maximize revenue generation.
• Ensure accurate tracking and timely processing of commission payments.
• Lead on-site interactions with exhibitors, resolving issues and ensuring high levels of customer service.
• Lead exhibitor resign and space selection process to maximize customer retention.
• Collaborate with all relevant team members to ensure alignment between sales strategies and event execution.
• Work with Operations Manager to provide customer service and benefit fulfillment to exhibitors. 
• Work with marketing team to develop sales collateral, promotional materials, and marketing campaigns to support sales efforts and enhance brand visibility.
• Work with web team to manage exhibit sales content on IAAPA's website.
• Prepare and maintain reports on sales activity, forecasting, and budget attainment.
• In partnership with IAAPA project manager, coordinate setup, test, launch, and maintain exhibit sales in MYS platform.
• Ensure all sales activities comply with global standard operating procedures.
• Have budgetary responsibility for exhibit sales and marketing expenses, with oversight and approval of the Vice President, Expo Operations and Sales.
• Frequent travel across Europe and internationally to attend industry events, conferences, and trade shows to network, generate leads, and represent IAAPA.
• Perform other duties and responsibilities as assigned by the Vice President, Expo Operations and Sales.

Qualification, Knowledge, Skill Required:

• Bachelor's degree in business or equivalent experience.
• Minimum of 5 years of proven success in sales, preferably within the attractions, events, or exhibitions industry.
• Strong strategic thinking, business acumen, and relationship management abilities, paired with excellent verbal and written communication skills and the ability to clearly articulate complex ideas.
• Skilled in persuasive negotiation and deal-closing, with a track record of exceeding revenue targets.
• Thrives in fast-paced, dynamic environments and adapts easily to shifting priorities and market demands.
• Collaborative and team-oriented, committed to delivering excellence across functions.
• Proficient in Microsoft Office Suite, Salesforce, and MYS.