Sr. Director, Exhibit & Industry Partnerships

Biotechnology Innovation Organization•Washington, DC

1d•Hybrid

About The Position

Biotechnology Innovation Organization (BIO) is the world’s largest advocacy association representing member companies, state biotechnology groups, academic and research institutions, and related organizations across the United States and in 30+ countries. BIO members are involved in the research and development of innovative healthcare products. BIO also produces the BIO International Convention, the world’s largest gathering of the biotechnology industry, along with industry-leading investors and partnering meetings held around the world. The Sr. Director, Exhibit & Industry Partnerships serves as a senior revenue strategy leader within the Events & Industry Programs Department. This role leads and optimizes the BIO’s primary revenue streams for its events, outside of registration with direct accountability for exhibit and partnership performance. In partnership with the Vice President, Sponsorships & Industry Partnerships, this position defines and executes integrated revenue strategies across BIO’s event portfolio, with a particular emphasis on maximizing the performance, innovation, and profitability of the BIO International Convention’s exhibition. The Sr. Director leads a high‑performing team responsible for sales execution, fulfillment, CRM accuracy, financial tracking, and customer service. This position works cross‑functionally with senior leadership and internal departments to expand engagement, develop holistic sales strategies, and identify new revenue opportunities through data‑driven insights. The ideal candidate is a strategic, proactive sales leader with exceptional relationship‑building skills, strong attention to detail, and the ability to drive sustained revenue growth in a fast‑paced environment.

Requirements

Bachelor’s Degree or equivalent years of experience
10+ years of related work experience
Exhibit sales experience required
Proven experience driving the sales experience from start to finish
Proven ability to develop a holistic sales strategy and roadmap
Outstanding account management and customer service skills
Excellent communication skills; ability to convey ideas, instruction, and service to a wide variety of customers
Strong project management skills; ability to prioritize competing and multiple projects
Ability to build trust and collaborative working relationships; work cross-functionally with different departments and with colleagues at every level
CRM experience and familiarity with Salesforces is a plus
Proficient in Microsoft Suite; knowledge of spreadsheet and database applications a strong plus
Ability to quickly learn new software platforms
Ability to work well independently and as part of a team, and ability to create and modify processes for team efficiencies

Nice To Haves

Association and large convention/tradeshow experience and familiarity with Exhibit Management Software a plus
Familiarity with the biotechnology industry, the financial industry or investor relations in the health care space preferred

Responsibilities

Achieve exhibit, sponsorship, and advertising revenue goals for BIO events through proactive and strategic sales execution.
Build new corporate relationships and deepen existing partnerships to exceed revenue targets.
Serve as the primary point of contact for senior executives at major exhibiting and sponsoring companies.
Identify and pursue new revenue through expanded product offerings and targeted outreach to exhibitors and sponsors, including biotech, pharma, service providers, financial institutions, and non‑endemic companies.
Own and evolve the exhibit business model for the BIO International Convention including pricing, inventory allocation, segmentation strategy, and growth targets.
Partner with the Exhibit Operations Team to influence floor design, booth inventory allocation, traffic flow, and premium placement decisions that enhance exhibitor value and maximizes revenue.
Define and implement exhibit value strategies for priority segments, including emerging markets and non‑endemic partners.
Design and lead integrated partnership strategies that align exhibits, sponsorship, advertising, and digital offerings into cohesive packages to maximize total revenue potential.
Identify and cultivate opportunities to drive sponsorship revenue through upselling exhibitors across BIO events
Prepare sales forecasts and benchmarks and report revenue performance to department leadership.
Work with department head and Industry Partnership colleagues to develop exhibit and sponsorship budgetary goals, and tracking reports. Prepare sales benchmark, forecast, and revenue reports for posterity and BIO Leadership’s visibility.
Leverage data and analytics to support sales efforts, identify gaps, and uncover new opportunities.
Develop and maintain tools and processes that support and exhibit activities, including contracts, and exhibit kits, sales materials, and ROI reporting.
Partner with the Vice President, Sponsorships & Industry Partnerships to develop overarching revenue strategies across exhibits, sponsorships, and advertising.
Create a holistic sales roadmap focused on lead generation, client engagement, relationship management, and retention.
Maintain awareness of BIO initiatives, member dues, and business solutions that influence key customers in order to deploy effective sales approaches.
Partner with Marketing on integrated sales and marketing strategies across the full event portfolio and year-round opportunities.
Collaborate with Membership, Policy, and Investor Relations teams to discover new partnerships pathways and value propositions.
Evaluate internal performance data and industry trends to understand the competitive landscape and identify emerging sales opportunities. Report insights that influence account strategies and budget planning.
Lead and develop a high-performing revenue team, setting strategy, accountability and performance expectations.
Develop and manage resources and procedures to help optimize sponsorship and exhibit sales and sponsorship tracking and prospecting. Ensure compliance with best practices and department SOP’s.
Oversee operational infrastructure including CRM strategy, contracting, financial tracking, and reporting systems.
Drive continuous improvement in sales processes, tools, and customer experience delivery.
Perform other duties as assigned.