Events/Exhibitions Sales Rep II at LexisNexis South Africa

JOB PURPOSE: 

• To sell exhibition floor space, sponsorship and value-added packages to new and existing exhibitors.
• Maintain effective relationships with customers, industry partners, trade organisations and other partners as required.
• Build new relationships by expanding the database and prospecting for new business.
• Be dynamic and creative and work on both the short term and long-term strategy of the exhibition.

Key responsibilities:

• Generate revenue through face to face and telephone selling.
• Telephone Sales– Minimum of 35 calls per day unless out seeing clients face to face.
• Ensure targets are being met: (Weekly and monthly targets will be emailed to you)
• Pricing structures are to be strictly adhered to. You may not enter any “deals” or variations to this structure without the written authorisation by your manager.
• Actively seek out and follow through on new prospects from all relevant sources (trade journals, competitive events etc) and actively source and develop new business areas relevant to the event.
• Improve retention and growth of the existing business through strategic account management.
• Develop robust sales strategies to counteract competitive events.
• Joint responsibility for all sectors of the event including sales planning, campaign management, forecasting, and achieving the sales target.
• Maintain effective relationships with trade associations, either as a strategic partner and/or portfolio partner
• Build long term-term and sustainable relationships to maximise client retention.
• Fully understand the show model
• Communicate across all disciplines (marketing, operations (including floor planning), PR) to ensure market intelligence is shared to maximise on potential opportunities.
• Accurately and efficiently manage the sales dashboard, the sales pipeline and floor plan.
• Maintain and update your database with relevant contacts, notes, and market intelligence – ensure that input into database is accurate and up to date at all times.
• Monitor and plan sales activity and regularly monitor the sales pipeline accordingly.
• Work with marketing to manage the entire sales promotion campaign ensuring targeted, timely and appropriate communications are sent out to the prospect/exhibitor base. Full management of campaigns and tracking of sales plan effectiveness
• Work closely with the Marketing Manager and Exhibition Manager to develop targeted exhibitor and visitor promotional campaigns according to the sales plan.
• Have a creative approach with a keen eye on revenue generation from show related and non-show related activities and participate in adhoc business projects as required.
• When required attend competitor events, industry, and trade association events (both domestically and in Africa) thereby obtaining industry and market intelligence, maintaining, and creating new relationships, expanding the database, and prospecting for new business.
• Prepare exhibitor proposals and contracts for your sales.
• Write sales reports as required. Reports need to be 100% accurate and inclusive of all information.
• Work with finance on debt collection pre- and post-show.
• To prepare feedback on sales and events for weekly progress meetings.
• Fill out a daily/weekly sales call report and weekly sales meetings report to be emailed to your manager weekly Assist with Exhibitors enquiry’s and correspond with the Exhibitor / Client from inception of the sales contact to end of Exhibition and provide a friendly and professional service to all Exhibitors and potential clients.
• Required to travel and attend presentations out of town as requested.
• Sort out problems with clients, the Sales Executive is responsible for full ownership of the sale. This applies to the floor plan as well.
• Required to give an in-depth report back and analysis of preparation to the show for the post show wash up. 

SERVICE & WORK ETHIC:

• Provide a friendly and professional service to all visitors, buyers, and exhibitors you encounter.
• Provide general support to your entire team.
• Answer all client queries within 24Hrs.
• Punctuality for work and appointments with clients is considered professional courtesy and must be always conducted.
• Always show an interest in what the client requires, as well as that of fellow team players
• Keep abreast of developments and share news, developments, and insights with fellow team members.
• Red flag problem areas proactively rather than reactively – pre-empt challenges rather than leaving to a point where this will impact delivery to the client or place undue stress on team members.
• Show a positive, upbeat front, keep cool and show a consistent character especially under high stress periods.
• Strive to over deliver in every area of the portfolio, year on year.  Look at innovative ways to improve process, implement systems and deliver on quality and professionalism.
• Look at innovative ways to improve process, implement systems and deliver on quality and professionalism.
• Any other duties and responsibilities as deemed necessary by Reed Exhibitions to fulfil the role of Customer Relationship Executive. This job spec is not exhaustive, and you will be required to comply with additional duties as reasonably required from time to time to fulfil your role.

GENERAL:

• Attend Networking / Industry Events
• Attend weekly Sales and Project meetings with Exhibition Manager and Managing Director if required.
• Keep your outlook diary up to date with all external and internal meetings.
• Ensure that your outlook diary is shared with your colleagues.
• Any problems with Exhibitors / Clients, the Project, or any other complaints made, must be brought to the attention of the Exhibition Manager with immediate effect.
• You will be requested to work additional hours from time to time to fulfil deadlines for the exhibitions.
• Come up with solutions to any problems.