AEO - Association of event organisers

Commercial Sales Manager

AEO

Commercial Sales Manager

  • Closing date: 01-Apr-2022
  • Hours:
    • Full Time
  • Job function:
  • Contract type:

The Commercial Sales Manager will be charged with securing sponsorship and exhibition revenue for events in dmg’s LNG, Gas & New Energies Portfolio. This role is only suitable for a tenacious, driven, solution finding self-starter, with a ‘can-do’ attitude, who is ambitious and hungry for success.

 

This is a crucial time for the energy industry as it rapidly adapts and evolves to meet net-zero ambitions across the globe as part of the energy transition. dmg events is committed to playing a key role in bringing together the major stakeholders to meet critical decarbonisation goals. 

 

You will be responsible for the execution of B2B sponsorship and exhibition sales campaigns of your assigned event and accounts, so the ideal candidate will be both analytical and creative, in addition to having the ability to successfully deliver against multiple projects throughout the year – efficiently and effectively following a plan to meeting targets and ensure a great customer experience.

 

Responsibilities and Accountabilities

 

  • Vendor Analysis - conduct market research to ensure you understand the dimensions of the vendor / client relationships in the market relevant to your events, target market segmentation, identification of industry trends; and monitoring competitive event performance.
  • Business Development – consult with new and existing clients to identify needs, build demand and sell show packages (single and group) to the event’s target market group.
  • Planning – develop sales plans as specified as well as coordinating on-going sales initiatives, including coordination with the conferences and exhibition marketing managers of the sponsorship marketing (online and offline) campaign and relationships with relevant external partners that can help promote the events to vendors.
  • Sales Targets – Take full ownership of your allocated clients, revenue targets, new business development and reporting.
  • Research – identify and qualify new leads and input the data into our CRM.
  • Operational Execution – Oversee the administration and fulfilment of each sponsorship package sold in liaison with event operations.
  • Collaboration – working closely with production, marketing and sponsorship teams internally to ensure that you are accurately targeting potential customers and clients.
  • Commercial Knowledge – Keep up to date via a wide range of material including various industry publications relevant to the topic areas and audiences of your assigned events for developments and trends in the industry.
  • Personal Development – take a deep interest in the sales discipline and LNG industry; showing the ability to learn fast and absorb information.
  • Travel – where relevant attending the event with the objective of re-signing and/or gaining commitment from sponsors and exhibitors to attend the following year’s event.

 

What we look for in the ideal candidate – You will

 

  • Have excellent telephones sales manner with consistently high call rates.
  • Have 1 to 3 years’ experience in B2B conference sponsorship and exhibition sales, ideally in the energy sector.
  • Be a serial networker and social media savvy.
  • Have technical experience with contract management, budget management, and proposal writing.
  • Have experience in the use of databases (preferably Salesforce) in both mass and targeted sales campaigns.
  • Be able to cross and up sell opportunities and products.
  • Focus on the customer needs AND seek win/win agreements.
  • This role is an excellent springboard into more senior sales roles and potentially junior management positions.
  • Excellent verbal and written English – other languages will be an advantage.
  • Foreign language skills is a plus, particularly Spanish and Portuguese as well as French

 

Personal Attributes

 

  • Customer Focused – put the customer at the heart of everything we do
  • Harding working - Strong work ethic representing our industry leading brands
  • Studious - Desire to learn and embrace best practice within your discipline
  • Respectful – demonstrate consistency and reliability in all areas
  • Collaborative – display open communication and innovation
  • Proactive – take initiative on opportunities and test your ideas
  • Efficient – display excellent time management and prioritisation
  • Effective – focusing on the right things at the right time to deliver the best results
Loading
  • "Broadway Events joined the AEO on the Enterprise Membership. We’ve already taken advantage of the many benefits including the excellent FaceTime Masterclasses and training guides for exhibitors."
    Emma Barrett
    Broadway Events
  • "We are a member of the AEO because it is a proactive association for the events industry. As an organiser it provides us with high value ideas, networking, guidance and information."
    David Harrison
    PPMA Group
  • "This year, the association has led working groups to address industry issues and put on some amazing events full of insightful content for both organisers and, through the AEOs FaceTime initiative, exhibitors. In addition, the AEO has represented the industry at a Governmental level to raise awareness of the importance of events to the UK economy."
    Paul Byrom
    Upper Street Events
  • "I genuinely believe that if you’re involved in organising events you should become a member of the AEO."
    Simon Kimble
    Clarion Events
  • "Our membership of the AEO represents real and tangible value for UBM - it provides fantastic networking opportunities, practical training for our team as well as valuable insight into the state of our industry."
    Simon Parker
    Informa Markets
  • "As an Association business, we appreciate the excellent work the secretariat of the AEO do for our community. From the events side of our business, the AEO provides an excellent return on investment, providing thought leadership, fantastic networking, brilliant awards, excellent research and FaceTime, a valuable tool to tell our markets why exhibitions and events should be an essential part of the marketing mix."
    Neil Felton
    FESPA
  • "AEO’s networking and member meetings are valuable for individuals at all levels within our organisation. The promotion of our sector to the outside world, to government, authorities and business at large is another vital aspect of the AEO’s purpose for members, many of whom, like my company, work on events throughout the world."
    Stephen Brooks
    Mack Brooks Exhibitions
  • “Knowledge is power and the AEO dinners are certainly powerful, there is always a wealth of knowledge at the table. Insightful presentations make for a constructive and extremely social way to learn from the experts who’ve done it before. I attended the Japanese evening and gained really valuable insight about the culture and how best to communicate with a local audience.”
    John Whitaker
    Vice President Marketing, Data & Digital , dmg events
  • "We have the opportunity to contribute positively to the industry as well as gaining valuable insight and advice. There’s no need to spend valuable time and money reinventing the wheel when you have so many experienced professionals in AEO membership to learn from”
    Emma Cartmell
    CHS Group
  • "JOINING THE AEO HAS BEEN FANTASTIC! Being able to gift our customers with free places at the FaceTime masterclasses, learn alongside industry peers and seek advice to common challenges is invaluable”
    Sharon Azam
    GovNet Communications
  • I just wanted to send my most sincere thanks for everything that you and the AEO team are doing to help navigate the events industry through the pandemic. The working groups and communication from the AEO have been excellent and I’m really appreciative of being part of such a wonderful organisation.
    Simon Burns
    ICHF Events
  • I think what the AEO has been doing during this tough time has been exceptional.
    Greg Cherry
    QD Events LTD
  • It is so useful to hear from your peers at this time. Please pass my thanks to Ruth and the BTIG panel
    Dan Assor
    CloserStill Media
  • Just wanted to thank you and Ruth this morning for the Zoom meeting - it was really interesting to hear how things are moving along in the virtual/hybrid meeting/exhibitions. All very new to me, so a lot to digest.
    Maureen Wright
    Optic UK
  • The session this morning was fantastic. We are right in the midst of this and the information was so useful. We can apply it immediately
    Claire Adams
    FESPA
  • The AEO provides an opportunity to make a difference, to work with other companies for the good of the industry as a whole, but beyond that, it provides it’s members with valuable insight and tangible benefits to grow your business, upskill and engage your teams. For those reasons, our membership is in indelible ink on the each annual budget. In short, if you aren’t a member, you are missing out.
    Ed Tranter
    73 Media

 

FaceTime

@facetimeuk

AEO news

@aeonews