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SPIE is seeking a strategic, collaborative Director of Sales to lead global sales strategy, operations, and team development. This role will build and continuously improve the sales infrastructure needed to achieve revenue goals, strengthen customer relationships, expand the customer base, and keep SPIE responsive to changing global market dynamics.
The Director will oversee sales across exhibitions, sponsorships, advertising, corporate membership, online events, and conferences, while coordinating sales activity for publication products. The position partners closely with product owners and other business units in the United States and Europe to deliver effective, customized sales programs across SPIE’s portfolio.
Description of duties
Provide strategic oversight and direction for sales activities across SPIE’s global product and service portfolio.
Lead, mentor, train, and coordinate an international sales team and worldwide sales contractors.
Develop sales infrastructure, including administrative procedures, compensation programs, sales-cycle tracking, reporting, and effective CRM practices.
Direct sales for exhibition space; exhibition advertising and sponsorships, including onsite and event extensions; corporate membership; online event sponsorships; and conference sponsorships.
Support prospecting for exhibitions and conferences and travel to appropriate SPIE and competitive events.
Coordinate sales for Digital Library organizational subscriptions and individual products, SPIE Press products, Photonics FOCUS advertisements, and Optics.org managed products.
Partner with stakeholders to evaluate, develop, price, and launch products and services that create revenue opportunities and expand the customer base.
Build and manage customer relationships and coordinate customer support with other SPIE business units.
Develop strategies to expand the customer base by geography and market segment.
Collaborate with product owners, marketing, and management on contracts, sales collateral, budgets, forecasts, and portfolio strategy.
Implement AI-enabled processes to improve sales efficiency and outcomes.
Drive continuous improvement using current best practices, process enhancements, and organizational changes.
Serve on SPIE’s Directors team and contribute to organizational policy, resource planning, staff development, and planning related to the function.
Travel domestically and internationally approximately 10–12 times per year to develop customer and prospect relationships.
Core Competencies
Strategic sales leadership and the ability to translate plans into measurable action.
Proven ability to set challenging, realistic goals; motivate staff; delegate effectively; and manage resources.
Strong budgeting, revenue and expense forecasting, pricing, and contract-development skills.
Ability to manage multiple complex projects, priorities, and deadlines from conception through completion.
Sound judgment and change leadership, including helping teams adapt to new priorities and ways of working.
Consultative selling, customer relationship management, and customer-service expertise.
Cultural sensitivity and the ability to collaborate effectively across functions, regions, and organizational levels.
Initiative, political adeptness, and clear written and verbal communication.
Proficiency with Word, Excel, PowerPoint, Outlook, CRM systems, and emerging sales technologies.
Education & Experience Requirements
Bachelor’s degree or an equivalent combination of education and relevant experience.
At least five years of direct supervisory experience.
At least seven years of relevant professional experience.
Demonstrated success building, leading, and managing a…