AEO - Association of event organisers

Exciting sales position in the Midlands


Exciting sales position in the Midlands

  • Closing date: 23-Aug-2019
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Contract

Purpose and objective of the job:

Responsible for selling exhibition stands and sponsorship on a daily basis. Following sales strategies as instructed by the Event Director and Show Manager to ensure sales targets are met.  Work with the Event Director and Show Manager to hit and exceed show target. Ensure the company’s standards of sales performance are met. Ensure personal sales targets are exceeded. Support colleagues with the smooth running of the event as and when required.


Main Duties:


  • Manage day to day personal sales, pipelines and appropriate administration
  • Responsible for delivering personal sales targets across the event
  • To proactively deliver the show strategy across new and existing business
  • Deliver the campaign strategy as set out by the Event Director and Show Manager delivering the show over target including overall numbers of exhibitors, exhibitor mix, stand sales, sponsorship inventory, yield and sponsorship revenues
  • Visit and canvas at competitor and industry events and develop a systematic understanding of and monitoring of competitors
  • Listen to customer requirements and present appropriately to make a sale
  • Maintain and develop relationships with new and existing customers in order to make sales.
  • Arrange meetings with new and potential customers where appropriate in order to make sales
  • Respond to incoming email and phone enquiries
  • Act as a contact between CloserStill Media and its existing and potential markets
  • Negotiate the terms of an agreement and closing sales
  • Gather market and customer information
  • Challenge any objections with a view to getting the customer to buy
  • Create detailed written proposals and send them to the client in a timely manner
  • Record personal sales in line with the company’s sales process.
  • Review your own sales performance, aiming to meet or exceed targets.
  • Attend team meetings and share best practice with colleagues.
  • To undertake any other duties as reasonably requested
  • To identify key new business clients and sales targets within their prospect universe
  • To attend sales and personal development training sessions and utilise skills learnt in your sales pitch and other professional responsibilities
  • Uphold the KPIs of 90 minutes a day on the phone
  • Be prepared for `power hours` with well researched identification of targeted prospects
  • Share best practice on identifying new business and learn from those around you and your line management.
  • Execute the Event Director’s and team’s strategy and objectives outlined in the event’s business plan
  • Ensure you are regularly meeting customers, prospects and event partners in person, face-to-face. (Where appropriate)
  • To get close to your market, understand its trends and develop your sales pitch around it


  • Maintain an accurate personal stand and sponsorship ledger using Salesforce
  • Regularly reconcile personal sales ledger guaranteeing you exhibitor promises are reported where required
  • Provide a weekly report and forecast on personal revenues


  • Monitor market and competitor activity
  • Read all relevant industry titles
  • Make regular contact with at least 4 sleepers within your market


  • Foster positive and professional relationships with your existing and prospect clients, associations, sleepers and where appropriate, contractors, media and commercial partners


To undertake any other duties as reasonably requested

  • "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
  • "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




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