What are the responsibilities and job description for the Vice President, Sales position at Kellen?
We are seeking a strategic and performance-driven Vice President, Sales to lead revenue generation across a portfolio of association clients. This role oversees a team of sales executives responsible for sponsorship, exhibit, advertising, and digital media sales across multiple annual conferences, trade shows, and year-round engagement programs.
The Vice President is accountable for setting and executing portfolio-wide sales strategy, leading and developing a high-performing sales team, driving revenue growth across diverse industry verticals, and personally contributing to key account and high-value sales.
Essential Functions
Revenue Strategy & Portfolio Growth
- Develop and execute annual sales strategy across multiple association clients
- Establish revenue targets by product line (exhibit, sponsorship, digital, print, custom programs)
- Identify new revenue streams and develop innovative sponsorship offerings
- Partner with association leadership to align sales strategy with organizational goals
- Oversee pricing strategy and packaging structure across portfolio
Team Leadership & Performance Management
- Lead, mentor, and manage a team of sales executives
- Work with leadership and teams to set individual quotas and performance benchmarks
- Conduct pipeline reviews and forecast meetings
- Provide coaching on prospecting, proposal development, and closing strategies
- Recruit and onboard new sales talent as needed
Key Account & Strategic Sales
- Personally manage high-value accounts and strategic corporate partners
- Lead complex, multi-year negotiations
- Support team members on large or challenging deals
- Build executive-level relationships with major sponsors and exhibitors
Forecasting & Financial Oversight
- Drive portfolio-level revenue forecasting and reporting
- Provide monthly revenue projections to executive leadership
- Analyze sales performance metrics and adjust strategy as needed
- Monitor renewal rates, category strategy, pipeline velocity, and close ratios
Qualifications
- 7–12 years of B2B sales experience (sponsorship, exhibit, media, or association sales preferred)
- 3 years of sales team leadership experience
- Demonstrated success managing multi-million-dollar revenue portfolios
- Strong forecasting and pipeline management skills
- CRM experience
- Comfort working in multiple industry verticals
- Association experience preferred.
Performance Expectations
- Achievement of portfolio-wide revenue goals
- Team quota attainment
- Year-over-year revenue growth
- Renewal and retention benchmarks
- Expansion of cross-portfolio corporate partnerships
Compensation Structure
- Competitive base salary
- Incentives tied to portfolio performance
Travel Requirements
- Travel approximately 25–35%