AEO - Association of event organisers

Sales Executive on African Exhibitions


Sales Executive on African Exhibitions

  • Closing date: 30-Nov-2018
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Contract

Context of the role:

As subsidiaries of the Montgomery Group, Afrocet Montgomery and Montgomery ECO look after the groups’ trade exhibitions in West and East Africa respectively. With the two markets being similar and the exhibitions covering similar sectors, there is an integrated team across both divisions. 


Securex West Africa and Sucurexpo are the market leading exhibitions in their respective regions. These events continue to build on the successful brand, Securex West Africa, which has been run by Specialised Exhibitions Montgomery for 15 years. Each event is annual with a large cross over of clients falling within Security, Safety and Fire Safety industries.


Propak East Africa and Propak West Africa are both fast growing and leading exhibition’s in their respective regions. They focus on the packing, processing, plastics and printing sectors across the Sub-Saharan African Manufacturing sectors.


Performance Measures:

  • Weekly activity reporting
  • Monthly revenue targets per show
  • Monthly event meetings


Key Accountabilities:

  • Generate new leads/business and rebuild relationships with lapsed accounts
  • Attend competitor events, expanding the database and prospecting for new business
  • Assist in exhibitor promotion of your area within the event
  • Manage the CRM system
  • A requirement for high output to ensure maximum coverage of the show/section prospect universe
  • Accurate and timely reporting and pipeline management


Behaviours and Knowledge:

  • Excellent tele-sales skills and pitch delivery
  • Good research skills to find new companies and leads
  • Sales experience within the exhibition industry
  • An Understanding of the commercial security and/or packaging market would be helpful
  • Experience or an understanding of conducting business in Africa would be beneficial
  • Good organisation skills
  • Ability to develop a deep understanding of the commercial landscape and products
  • Confident Communicator in all mediums: written, verbal, face to face and telephone
  • Great client facing skills, speaking to high profile sponsors
  • Excellent IT skills with good knowledge of Office, Word, Excel, PowerPoint, Access and Outlook


Success Measures:

  • Increase exhibition revenue at each event
  • Increase sponsorship income at each event
  • Bring new business to the exhibition
  • Achieve daily call time target
  • Hit monthly revenue targets
  • Maintain a high level of customer support to new and existing exhibitors before and after booking
  • Successfully plan, organise and execute multiple campaigns across the product portfolio to ensure quality of output is maintained at all times
  • Work with other departments to improve incoming sales leads and an increased offering to the client
  • Drive increased revenue performance across all commercial lines including, but not limited to, sponsorship and stand space.
  • "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."
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    Broadway Events
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    PPMA Group
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    Brand Events
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    Clarion Events
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    Ascential Events
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    Mack Brooks Exhibitions
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    Vice President Marketing, Data & Digital , dmg events
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    CHS Group
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    Sharon Azam
    GovNet Communications




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