Manager, Business Development (PBExpo) at PartsBase Inc.

PBExpo is seeking a highly motivated Manager, Business Development to drive revenue growth while providing leadership, coaching, and strategic direction to a growing sales organization.

The role is ideal for a proven sales leader with 4+ years in B2B sales, account management, sponsorship sales, and trade show/event sales, and 3+ years of direct people management experience leading sales or account management teams.

Key Responsibilities

Leadership & Team Management

• Lead, mentor, and develop a team of Account Executives and sales professionals.
• Establish sales goals, performance expectations, and accountability measures.
• Conduct regular coaching sessions, pipeline reviews, and performance evaluations.
• Assist in recruiting, onboarding, and training new sales team members.
• Partner with executive leadership to develop and execute revenue growth strategies.
• Foster a high-performance, results-oriented sales culture.

Revenue Growth & Account Management

• Manage and grow a portfolio of strategic exhibitor and sponsor accounts.
• Drive exhibitor, sponsorship, and attendee revenue through renewals, upselling, and new business acquisition.
• Prospect and close new sponsorship, booth, and partnership opportunities.
• Build executive-level relationships with decision-makers in the aviation, aerospace, and defense industries.
• Conduct strategic account planning sessions and post-event business reviews.
• Develop long-term account growth strategies to maximize client retention and revenue expansion.

Sales Operations & Strategy

• Maintain accurate forecasting, pipeline management, and CRM reporting.
• Monitor sales performance metrics and identify opportunities for process improvement.
• Collaborate with marketing, events, and executive leadership to support revenue initiatives.
• Develop scalable sales processes that improve productivity and client experience.
• Provide market intelligence and competitive insights to leadership.

Qualifications

Required

• 4+ years of experience in:
• B2B sales
• Account management
• Sponsorship sales
• Trade show or event sales
• 3+ years of direct people management experience leading sales or account management teams.
• Demonstrated success managing and developing high-performing sales professionals.
• Proven track record of consistently achieving and exceeding revenue targets.
• Experience overseeing both account retention strategies and net-new business development initiatives.
• Strong leadership, coaching, and performance management capabilities.
• Exceptional communication, negotiation, and executive relationship-building skills.
• Experience utilizing CRM platforms for forecasting, reporting, and pipeline management.

Preferred

• Experience managing sales teams within a trade show, conference, media, events, or sponsorship environment.
• Aviation, aerospace, defense, or adjacent industry experience.
• Experience scaling teams and building sales processes in a growth-oriented organization.

What Sets You Apart

• You are a leader first and a salesperson second.
• You have a proven ability to build, motivate, and retain top-performing sales teams.
• You thrive in environments where revenue growth and team development are equally important.
• You lead through accountability, coaching, and data-driven decision making.
• You can balance strategic leadership responsibilities while remaining actively involved in key client relationships and revenue generation.