AEO - Association of event organisers

Sales Executive - Defence

AEO

Sales Executive - Defence

  • Closing date: 11-Apr-2019
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Permanent

The Opportunity:
An opportunity has arisen for an ambitious individual to join the Clarion Defence and Security Portfolio as a Sales Executive. The Clarion Events’ portfolio of Defence and Security events is acknowledged as the world’s leading forums, where high level government officials and senior military personnel converge. Leading global equipment and services providers meet to share ideas, discuss industry developments, conduct business, develop partnerships and network for future growth.

The candidate will work with a highly dedicated team across the Defence Portfolio. The ideal candidate should have sales experience, good communication and organisational skills, have a can-do attitude and the ability to develop good client relationships both on the phone and face-to-face. We will provide training and mentoring required to make you the best that you can be and you will be supported by the Event Manager.

Key Responsibilities:

  • Telephone sales to existing and potential exhibitors and sponsors to meet sales revenue targets on Defence & Security Exhibitions and Conferences.
  • Developing complex sales propositions and profitable features in new and existing show markets.
  • Demonstrates an ability to make 50 calls per day and 60-90 minutes of outbound calls per day.
  • Accurately recording sales on the Salesforce system; collating and producing sales plans and reports as required.
  • Sourcing relevant and show enhancing new business
  • Developing and maintaining excellent relationships with exhibitors, sponsors, partners and the rest of the show team.
  • Keeping abreast of market developments and identifying and researching new growth areas for sales.
  • Handling enquiries on the telephone, by email and by post, producing mailings and general office correspondence
  • Visiting relevant exhibitions in the UK & worldwide (this will include overnight stays) functions and clients when required.
  • Managing features and sectors of the exhibition.
  • Maintaining key customer care objectives.
  • Ensuring that all sales administration is completed to a high standard and in a timely manner.
  • Resolving exhibitor conflicts both in the office and on site.
  • Working on site during the buildup, open period and breakdown of all the shows.
  • Liaising with the whole show team including marketing, ops, finance to ensure maximum awareness of each element of the shows.
  • Liaising with the Finance department to assist in deposit collection where necessary.
  • Attending training courses as directed by the line manager.
  • At all times representing Clarion Events in a professional manner.

Knowledge, Skills and Behaviours:

  • Previous experience in a similar role is preferable but not essential.
  • Demonstrable knowledge of the sales process.
  • Working knowledge of a CRM system, ideally Salesforce.
  • An interest in defence, politics and current affairs.
  • A strong drive and ambition, utilized by a hunger to reach and exceed targets with a ‘can do’approach to work.
  • Assertive and confident being quick with initiative and not afraid to try out ideas.
  • The ability to work both independently and as a team player.
  • To work calmly under pressure.
  • Passionate about customers; presenting trust and credibility amongst our potential customer base.
  • Effective active listening and communication skills.
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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
    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

 

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