Category Sales Manager

Emerald

12d • Hybrid

About The Position

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.

Requirements

• 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—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.

Benefits

• 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
• Mental wellness tools

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree