Sales Manager at dmg events Middle East, Asia & Africa

Job description

The Role:

• Sales and Sponsorship:
• To be responsible for the revenue generation through the direct sales team who sell exhibition stands and sponsorship packages to achieve agreed sales targets.
• Sell exhibition space and sponsorships in accordance with set targets to ensure the revenue budget is achieved and exceeded.
• Questions customers in depth to ascertain their long term business requirements and target markets
• Empathises with the client by demonstrating understanding of their market and customer base
• Identifies particular issues of interest or visitors for key accounts
• Develops long term account relationships through regular calls and visits, offering information on the customer’s sector and sending information
• Is able to articulate issues in associated sectors and suggest new perspectives for the customers marketing approach
• Up-sells by articulating the benefits of customers taking on greater presence within an event
• Identifies opportunities for cross-selling for colleagues on other events
• Actively networks with trade associations and other third parties
• Presents benefits of shows to large groups of potential exhibitors using visual aids
• Knows when to delegate and when to tackle issues directly
• Prepares sales plans with financial case included
• Demonstrates continuous development in sales practice
• Customer Service:
• To actively seek new customers from all relevant sources including trade press, competitors and other like minded events. Thus increasing sponsorship revenue and develop emerging markets/product areas
• Communicates the links between excellent service and business goals
• Monitors the performance of individuals and teams in relation to customer service
• Promotes excellent customer service through all team communication processes including performance management meetings
• Networks and benchmarks externally to generate ideas for improving customer service
• Translates suggestions for improvements into practical actions
• Ensures high customer retention rate
• Reporting:
• Provide the Event Director with weekly report detailing team activities and forecast
• Monitor sales figures and reporting on a weekly, monthly and quarterly basis to enable senior management to be updated on the progress of the show and sponsorships
• Writes and implements sales plans
• Develops interim forecast
• Creates monthly sales forecasts
• People Management:
• Manage the workload of the direct report
• Develop and train the team to ensure high standards are met
• Ensure all people administration is completed in a timely manner e.g. appraisals, return to works etc
• Motivate team member to increase results
• Administration:
• Maintains accurate sales records
• Manages floor plan
• Issues and returns contracts
• Manages and develops database
• Organises distribution of sales communications
• Chases initial payments
• Financial Responsibility:
• Understand and manage the sales budget
• Involvement with invoicing and collections to ensure payments are made in line with the contract

Minimum Qualifications and Knowledge:

• No formal qualifications required. Fluent in English written and verbal, other languages an advantage.

Minimum Experience:

• 2-3 years exhibition sales experience

Job-Specific Skills:

• Proven track record with sales and sponsorship delivery
• Understanding of sales budget/forecasting

Behavioral Competencies:

• Communication
• External Awareness
• Resilience and tenacity
• Team work
• Flexibility