Director of Relationships

EES Agency•Nashville, TN

About The Position

The Director of Sales leads EES Agency's corporate meetings sales strategy — driving new business, growing existing accounts, and building the pipeline discipline and reporting infrastructure that make growth predictable rather than accidental. This is a hands-on selling role paired with operational ownership: the Director builds and maintains the standard operating procedures (SOPs) that make prospecting, proposal development, and account management repeatable, and uses pipeline and funnel data — not instinct alone — to set goals, coach the team, and report results to leadership.

Requirements

7+ years' experience in a corporate meetings, hospitality, or event sales leadership role; CMP preferred.
Demonstrated process-builder — able to build or improve sales SOPs, not just execute within an existing one.
Data-driven decision maker — comfortable working from pipeline reports, conversion metrics, and ROI analysis to make decisions and coach a team.
Experience integrating AI tools into prospecting, proposal development, or reporting workflows strongly preferred.
Strong negotiation, solicitation, and closing abilities, with a track record of meeting or exceeding sales goals.
Clear, structured written and verbal communicator — able to present pipeline and ROI data clearly to leadership and clients alike.
Strong working knowledge of CRM systems and Microsoft Office (Word, Excel, PowerPoint, Outlook); Excel proficiency for pipeline and ROI analysis is essential.
High level of organizational and multitasking skill with ability to manage multiple programs, proposals, and contracts simultaneously.

Responsibilities

Own the corporate meetings sales pipeline: forecast accuracy, weighted pipeline value, and stage-to-stage conversion, reviewed on a defined weekly cadence.
Build and maintain documented SOPs for prospecting, proposal development, contracting, and account handoff so sales execution runs consistently regardless of who's carrying the deal.
Set and track quarterly sales goals + Commission Structure against data — not gut feel — and adjust the plan when the pipeline says otherwise.
Lead sales efforts for corporate meetings clients — source, qualify, and close new clients.
Utilize and develop methods for AI to increase productivity and effectiveness within the department.
Conduct site inspections and client events for solicitation purposes; represent EES at industry conferences and sourcing trips, and report the ROI on that investment — leads generated, pipeline sourced or influenced, and cost per opportunity.
Develop tailored proposals with the support of the creative team based on client needs, and oversee production of accurate, professional proposals with costing that matches product sold.
Coach and develop sales team members on proactive pipeline visibility, early risk flags, and data-backed updates — as the team grows.
Lead weekly sales meetings with structured, data-driven review of pipeline health, funnel movement, and account status.
Model EES leadership standards: lead with clarity, protect the culture, own the outcome, build the team, raise the bar.
Own sales KPI reporting: pipeline coverage ratio, win rate, average deal size, sales cycle length, and conference ROI.
Partner with leadership on forecasting and resource planning using current pipeline data, providing clear, timely visibility rather than year-end surprises.