AEO - Association of event organisers

Exhibition Sales Manager - Gaming

AEO

Exhibition Sales Manager - Gaming

  • Closing date: 07-Jun-2019
  • Hours:
    • Full Time
  • Job function:
    • Management
    • Sales
  • Contract type:
    • Permanent

The opportunity
We are Clarion Gaming. We are a charismatic and enthusiastic team who love different, never settle for second, embrace trust & loyalty, strive to make things better & believe in what we do.

We are searching for an Exhibition Sales Manager to drive SPEX revenues across 3 trade shows & 1 conference on the Affiliate event team within Clarion Gaming. The Exhibitions Sales Manager will also be responsible for new launches to expand the Affiliate event portfolio over the next 12-18 months.

The Exhibition Sales Manager will be responsible for leading a team of 3 direct reports to success, via a lead from the front sales approach as well as day to day line management. The sales mix is a combination of renewals and growth from existing revenues, as well as new business generation.

You will be expected to self- source new business leads in addition to those supplied by our marketing teams. The successful candidate is expected to develop relationships with customers, internal and external stakeholders to ensure the smooth delivery of SPEX revenues across this team.

The success measures

  • Achieve or exceed targeted team revenues
  • Effectively maintain and manage individual & team Salesforce.com pipelines
  • Manage performance within team
  • Acquire new customers & grow existing
  • Meet all business KPIs
  • Support & work as part of a team to reach the Clarion Gaming business goals

Key Responsibilities:

  • Embed oneself in the Affiliate Event world, becoming the face for Clarion Gaming
  • Revenue accountability for the Affiliate Event Sales Team
  • Manage and influence team Salesforce pipelines
  • Build, mentor & manage team members
  • Full financial reporting and forecasting responsibility
  • Exceed individual & team targets
  • Managing incoming Pardot campaigns
  • Sell over the phone & face to face
  • Maximize business from existing customers
  • Generate new business and build future pipelines
  • Develop productive relationships at the appropriate levels to achieve goals
  • Adhere to the businesses KPI’s, and ensure team do the same
  • Become fluent on Salesforce.com, utilizing functionality to manage your goals
  • Attend relevant industry events to network, some international
  • Learn about the industry to ensure a competitive edge
  • Deliver excellent customer service
  • Support & promote a positive & collaborative team environment
  • Assist marketing and operations in the smooth delivery of your events
  • Assist Finance in the timely payment of all customer invoices

Knowledge, Skills & Behaviours:

  • Extensive experience managing complex sales teams
  • Proven track record in sales, previous sales star
  • Considerable experience working in trade shows
  • Experienced at managing floorplans
  • Experience at developing sales tool such as media packs, sales USP’s & resources
  • Ability to plan for the short, medium & long term
  • Ability to coach, lead & mentor a team to deliver sales targets
  • Experience at managing marketing leads to close
  • Determination to exceed expectations & problem solve
  • Effective communicator internally & externally
  • Comfortable with financial reporting
  • A hungry, motivated and competitive self-starter
  • Strong commercial acumen, relationship builder & contributor of ideas
  • Ability to deliver new business revenues
  • Ability to grow existing revenues
  • Ability to work with senior stakeholders
  • Adept at networking & able to socialize productively
  • Experience of international sales preferred
  • Experience on Salesforce.com preferred
  • Comfortable at being a brand ambassador for Clarion Gaming

Values:

The Gaming team is a group of enthusiastic individuals driven by the following values:

We love the unexpected:

  • We’re adventurous and willing to try new thingsWe embrace and drive change
  • We aim to surprise and delight

We’re open and happy to share:

  • We engage with stakeholders outside the event
  • We build sharing communities
  • We embrace others ideas

We’re committed to caring:

  • We take personal responsibility to get things done
  • We always think about every step of the experience
  • We strive to understand and meet customers’ needs

We continuously learn:

  • We actively seek inspiration from all quarters
  • We constantly strive to improve what we do and how we do it
  • We help learning lead to growth.
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  • "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
    Brand 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
    UBM
  • "The AEO take great effort to ensure our industry continues to be recognised for its value, promotes the sector for talent acquisition and encourages the sharing of best practice across its members and their customers. It also provides a rich calendar of events for our staff to learn, network, share experiences and celebrate with their peers in the industry."
    Stuart Johnston
    Ascential Events
  • "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

 

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