AEO - Association of event organisers

Head of Sales / Sales Manager


Head of Sales / Sales Manager

  • Closing date: 19-Mar-20
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Permanent


£Competitive basic plus attractive OTE. International travel possible.


A fantastic opportunity for a proactive and driven sales person to join the world's third biggest exhibition organiser.


The Company


Messe Frankfurt is the world's largest trade fair, congress and event organiser with its own exhibition grounds. With more than 2,600* employees at 30 locations, the company generates annual sales of around €733* million. We have close ties with our industry sectors and serve our customers' business interests efficiently within the framework of our Fairs & Events, Locations and Services business fields. One of the Group's key USPs is its closely knit global sales network, which extends throughout the world. Our comprehensive range of services – both onsite and online – ensures that customers worldwide enjoy consistently high quality and flexibility when planning, organising and running their events. The wide range of services includes renting exhibition grounds, trade fair construction and marketing, personnel and food services. Headquartered in Frankfurt am Main, the company is owned by the City of Frankfurt (60 percent) and the State of Hesse (40 percent).

* preliminary figures 2019


Messe Frankfurt UK is an international subsidiary of Messe Frankfurt. The team, based near Guildford, comprises 16 permanent employees responsible for both UK and international events. Currently it organises Automechanika Birmingham in UK, as well as selling and marketing all of Messe Frankfurt's 150 international events to UK companies.  For an employee, working for Messe Frankfurt UK has the benefit of small company flexibility and family feel, coupled with the strength, and stability of a global business.


Role Summary


This is a polished sales role in the Automechanika Birmingham team - the final step before Event Director. The individual will have the responsibility for their own annual sales target which will be achieved through selling exhibition space to existing and new customers through cold calling and account management.  The role is extremely varied: selling across a variety of different automotive industry segments. Selling will be done via the telephone, at exhibitors's premises, internationally and at exhibitions themselves.



The Successful Candidate


An individual who is motivated by hitting sales targets and being rewarded accordingly in a fast-paced environment will be perfectly suited to this role.



  • < > revenue generation, maintaining call rates, consistent CRM management and accurate and timely administration.

    Planning required: researching markets to identify new prospects and sectors, building prospect lists and monthly sales plan.


  • Execution required to: follow up and close incoming sales leads, cold calling of identified new potential exhibitors, rebooking previous exhibitors, attending other exhibitions to canvass prospects, face to face meetings with prospects and account management of ‘booked' exhibitors.




    Essential Skills and Competences:

  • Structured, process driven sales approach

  • Ability to prepare, run and follow up face to face meetings with customers

  • Well organised and methodical in preparation and follow up

  • Interpersonal skills to develop relationships

  • Excellent written communication skills

  • Determined and hungry for success


    Essential experience and knowledge:

  • Exhibition sales background

  • Face to face selling

  • Proven track record of success


  • "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
  • 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




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