Director of Relationships & Business Development

Company Introduction: We don't just build events. We create experiences, bring brands to life, and make the impossible happen. At Modern Expo, Events & Exhibits, we're proud to be one of Utah's leading independent exposition service contractors, event producers, and decorators. With over 500 events annually across the country, we've built our reputation on creativity, quality, relationships, and a team that knows how to get things done. As we continue to grow and evolve, we're looking for leaders who are ready to help shape what's next.

Pre-Hire Job Summary: Can you spot an opportunity before everyone else? Build a team that delivers results? Turn a great idea into real revenue? We're looking for a driven, strategic, and people-focused Director of Relationships & Business Development who knows that great sales don't happen by accident. They happen through strong relationships, smart strategies, and great people. This isn't a position for someone who simply manages numbers or campaigns. We want a leader who can develop talent, challenge the status quo, strengthen our brand, and drive profitable growth. You'll lead our Business Development and Marketing teams, identify new opportunities, and help take Modern to the next level. If you're the kind of leader who sees potential, builds momentum, and knows how to turn ambition into action, we want to meet you.

Responsibilities:

Department Leadership & People Development

• Provide direct leadership, coaching, and performance management for the Business Development Manager and Marketing Specialist.
• Establish clear departmental KPIs, expectations, goals, and accountability.
• Conduct regular performance reviews, level-up management, pipeline meetings, and strategic planning sessions.
• Develop employees through ongoing coaching, training, and mentorship.
• Identify opportunities to improve team effectiveness, collaboration, and productivity.

Sales Strategy & Revenue Growth

• Develop and manage the company's annual sales strategy and revenue growth objectives.
• Establish sales targets, pipeline expectations, conversion goals, and performance metrics.
• Oversee business development efforts across expo, events, custom exhibits, and general service contracting.
• Identify new markets, strategic partnerships, and opportunities for revenue diversification.
• Support major proposals, negotiations, and strategic account development.
• Evaluate sales performance and implement strategies to improve profitable growth.

Marketing Strategy & Brand Development

• Direct the overall marketing strategy to support company sales and growth objectives.
• Oversee marketing campaigns, brand positioning, digital marketing, and lead-generation initiatives.
• Ensure marketing efforts align with business development priorities and target markets.
• Establish marketing budgets, performance metrics, and return-on-investment expectations.
• Guide the Marketing Specialist in campaign development, execution, and reporting.

Financial & Performance Accountability

• Develop departmental budgets, bid/proposal budgets, revenue forecasts, and annual growth plans.
• Monitor sales pipeline performance, conversion rates, and new business acquisition.
• Partner with Finance and Account Management to establish and maintain margin expectations.
• Evaluate the profitability and long-term value of new business opportunities.
• Provide monthly and quarterly performance reporting to executive leadership.
• Recommend strategic improvements based on sales and marketing performance.

Strategic Business Development

• Maintain relationships with key industry partners, associations, venues, and major clients.
• Participate in strategic sales opportunities and high-value negotiations.
• Identify opportunities to expand Modern's services into new markets and customer segments.
• Monitor industry trends, competitor activity, and market opportunities.
• Represent Modern at industry events, trade shows, and professional organizations.

Cross-Department Collaboration

• Work closely with Account Executives, Creative, Production, and Finance to ensure sales commitments align with operational capabilities.
• Support effective customer onboarding and project transitions.
• Promote collaboration between sales, marketing, and operational departments.
• Ensure business development strategies support Modern's overall financial and operational objectives.

Qualifications

• 7+ years of experience in sales, business development, or related commercial leadership.
• 3+ years of direct management or team leadership experience.
• Demonstrated ability to develop and execute successful sales strategies.
• Experience with B2B sales, client relationship management, and revenue forecasting.
• Strong understanding of financial performance, margins, and sales profitability.
• Experience managing marketing initiatives or collaborating with marketing teams.
• Proficiency with CRM systems, preferably Salesforce.
• Strong leadership, communication, negotiation, and analytical skills.
• Experience in trade shows, exhibits, general service contracting, experiential marketing, or event production strongly preferred.

Performance Expectations

Success in this role will be measured by:

• Profitable new business growth.
• Sales pipeline development and conversion performance.
• Marketing lead generation and campaign effectiveness.
• Achievement of departmental revenue and margin targets.
• Employee development and departmental accountability.
• Strategic account growth and customer retention.
• Effective collaboration across departments.