AEO - Association of event organisers

Sales Executive - Retail

AEO

Sales Executive - Retail

  • Closing date: 31-Mar-2019
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Permanent

The Opportunity:
An opportunity has arisen for a talented Sales Executive to work within the Retail Team on one of its biggest events, Home & Gift. Established for 59 years and held in the beautiful town of Harrogate, Home & Gift is the industry’s best loved buying event offering buyers the first opportunity to source new and unique autumn/winter products from an inspirational edit of design-led and everyday brands, unrivalled networking opportunities and unmissable advice from industry experts all in one unique, summer setting.
The ideal candidate will have a passion for retail and possess a hunger to reach and exceed set sales targets, whilst working independently and as part of a team. An assertive and confident approach tempered with excellent customer service is required along with a practiced sales ability.

Key Responsibilities:
Sales

  • Successfully achieve specified sales targets and performance objectives.
  • Carry out direct consultative selling (telephone and face-to-face) to existing, lapsed and potential new business clients to build customer relationships, deliver excellent customer service and maximise revenue.
  • Source relevant and show enhancing new business.
  • Work closely with the sales team to deliver team targets.
  • Develop and maintain excellent relationships with exhibitors, sponsors, partners and the rest of the show team.
  • Continuously develop market and product knowledge.
  • Attend industry functions, competitive events and industry trade shows for business development.
  • Maintain strong sales pipeline through effective relationship building, call management and lead generation. 
  • Utilise Salesforce to manage pipeline, improve conversion of opportunities and drive revenue.
  • Work on site during the buildup, open period and breakdown of all the Clarion retail shows.
  • Liaise with the whole show team including marketing, ops, finance to ensure maximum awareness of each element of the show.
  • Resolve exhibitor conflicts both in the office and on site.
  • Collate and produce sales plans and reports as required.
  • Attending training courses as directed by line manager.
  • Attend weekly sales meetings with the sales team.
  • At all times represent Clarion Events in a professional manner.

Client Management

  • Ensure all clients receive excellent customer service from point of sale to show to increase
  • retention.
  • Manage accounts to improve customer satisfaction and grow revenue YOY.
  • Develop significant knowledge of your market sector to identify challenges and opportunities.

Reporting and Admin

  • Ensure that all sales administration is completed to a high standard and in a timely manner.
  • Produce weekly sales reports and forecasts for the Show Director.
  • Manage sales reporting and pipelines through Salesforce.
  • Manage lead generation and data capture through Salesforce.
  • Manage the show floor plan and allocation of stand space in conjunction with the Operations Team.
  • Manage all sales contracts and administration to a high standard.
  • Assist sales invoicing and debt collection in conjunction with the finance team.

Knowledge, Skills, Attitudes and Behaviours: 

  • A proven track record of achieving sales targets.
  • Experience selling B2B exhibitions is desirable.
  • Working knowledge of Salesforce or other CRM system.
  • Retailer design knowledge preferred.
  • Enthusiastic, self-motivated, hardworking and enjoys pressurized environments.
  • Proactive, responsible and excellent communication skills.
  • Objection avoidance and objection handling skills.
  • Confident, creative and outgoing.
  • Be able to build trust and credibility amongst our potential customer base.
  • A hunger to reach and exceed targets.
  • Good organisational and time management skills
  • Confident
  • Demonstrates a strong ability to source new leads.
  • Demonstrate an ability to report activity and future results effectively.

At Clarion our people are at the absolute heart of what we do. We're proud that our core values of PASSION, CARE, IMAGINATION and TRUST define the way we carry out our work across all of our exhibitions and conferences. If you share our values and want to be a part of a successful, dynamic and creative global business then we want to hear from you. To apply, please email your CV to clarion.recruitment@clarionevents.com and state the role that you are applying for in the subject line.

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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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