Muc-Off

SALES MANAGER

Cycle Show
Published
4 April, 2018
Location
London, United Kingdom
Category
Sales  
Job Type

Description

Summary
Reports to: Event Director, Portfolio Manager
Salary: Dependent on experience
Bonus: To be confirmed
Benefits: To be confirmed
Position Objective
The Sales Manager (SM) is responsible for planning and managing the delivery of the Show

stand sales and sponsorship campaign, and for achieving targets set for quality, quantity and
revenue from exhibitors.

The SM will use efficient database management, administration of contracts and research to
effectively manage the application and selection process, for which they will be responsible.

The SM must ensure exhibitors receive a consistent, high-level of customer care from
contracting through to the show.

The SM is responsible for their business sales productivity, and directs their efforts in order
have the greatest overall impact on company results.


The SM manages all aspects of running an efficient sales team, including leading, recruitinmanaging, coaching, motivating and disciplining direct-reports.
Position Specification
Experience:
• Experience working in an outward facing customer service role
• Basic marketing planning experience
Knowledge:
• Demonstrable Market and Industry Knowledge
• Good knowledge of Microsoft Office (including Outlook, PowerPoint, Word, Excel)
Skills:
• A willingness and ability to sell
• The ability to pay close attention to detail
• Highly organized with impeccable time management skills and the ability to prioritize
• Excellent communication skills in writing, over the phone and in person
• Good presentation skills (verbal and PowerPoint)
• Adept at managing relationships and at working well within a team
• Self-motivated and open to increased responsibility
• Committed and determined
• Confident and able to take the initiative and explore own ideas
• Financial accuracy and planning
• Able to manage and mentor

General Duties and Responsibilities
• To meet the stand revenue targets set for the event through
• Understanding and adding insight to the show proposition
• Understanding the exhibitor categories and their specific needs
• Adding value to the marketing campaign and events programme
• Ensuring a high level of market knowledge
• Understanding Show’s unique sales proposition
• To be ultimately responsible for achieving the stand sales revenue target
• To create and manage the sales campaign
• To network within the industry representing the Show, nurturing existing relationships and
gaining new contacts
• To identify new exhibitors via research – web, magazines, competitor Shows
• To add new prospects to the Filemaker database and accurately maintain existing records
ensuring information is updated throughout the campaign
• To make sales calls to existing and potential new exhibitors
• To visit existing and potential exhibitors with the Event Director
• To manage the sales process for all elements of the show including exhibitor sponsorship
sales
• To contribute to the creation of sales material and manage sales mailings
• To produce all sales contracts and chase their return
• To manage and keep sales figures up to date, taking responsibility for the submission of the
weekly sales report figures to the management team
• To effectively develop and manage customer relationships
• To be responsible for the planning and delivery of all pre-Show exhibitor communications
• To liaise directly with exhibitors to ensure they are aware of relevant marketing activity and
that they maximise marketing opportunities pre-Show, onsite and post-event
• To conduct exhibitor added value packages and sponsorship deals
• To manage floor plan including layout in conjunction with the Event Director
• To liaise with the Venue services team on stand plans, lighting and other stand extras
• To contribute to the development and delivery of event features (e.g. talks and discussions
programme, features, content, VIP strategy etc.)
• To prepare and manage the delivery of welcome packs to exhibitors
• To manage the sales executive or interns if applicable
• To help source and collate marketing data (including exhibitor research) to inform postshow
reports

• To produce the post-show sales report and plan focusing on the next 12 months
• To keep up to date with industry news – attending shows, networking etc.
• To proactively inspect sales activity and effort among all staff who carry a sales target
ensuring that the quality and quantity of sales effort meets company expectations
• To identify skills gaps amongst sales staff and work to improve individuals’ capabilities
through coaching, development, and training
• To recruit and plan the development of new sales staff in accordance with company human
resources guidelines and by using company support resources


Market and Industry Knowledge
• Delivers Show Sales and Sponsorship Targets
• Sales Optimisation, Floor Planning and Pricing
• Plan, Manage and Deliver Sales campaign
• CRM Database Management and Administration
• Contract Sales and Management
• Negotiation Skills
• Sales Process and Pipeline Management
• Customer Focus / Exhibitor Care
• Financial & Fiscal Prudence
• Account Management
• Build and Maintain Relationships
• Proficient Networking
• Pipeline Development (New Exhibitors)
• Sponsorship Sales Support
• Excellent Verbal & Written Communication
• Excellent Presentation Skills
• Financial and Commercial Skills
• Create and Manage Sales Budget
• Timely and Accurate Sales Reporting
• Financial Accuracy and Planning
• Prompt & Accurate in Post Show Reporting
• Strategic & Planning
• Participates in Show 3-Yr Planning
• Leads Show Planning Activities
• Execution
• On time and Accurate Delivery
• Show and Exhibitor Insight
• Marketing Collaboration
• MS-Office and CRM IT Understanding
• Creation of Impactful Sales Materials
• Perpetual Customer Relationship Management
• Customer Communication / Awareness
• Venue Liaison re. Exhibitor Requirements
• Organization
• Time Management / Multi-tasking
• Proficient Team Management / Team Player
• People Skills
• Interpersonal Skills
• Coach & Mentor
• Takes On Advice
• Style
• Leadership
• Commited, Engaged and Motivated
• Self-Motivated, Self-led
• Effective Delegation
• Integrity
• Cultural Sensitivity (EQ)
• Decision Making
• Cooperation
• Role Model
• Attention to detail


To apply for this role please send a CV via the apply button below.
Apply
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