AEO - Association of event organisers

Sales Manager - Defence


Sales Manager - Defence

  • Closing date: 31-Jan-2020
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Permanent
  • Contact Name: HR Team
  • Location: London, UK
  • Company name: Clarion Events Ltd
  • Email:

The Opportunity:

An opportunity has arisen for a talented Sales Manager to work with a highly dedicated team on the largest show within the Clarion Defence and Security Portfolio. Reporting to the Head of Sales, the Sales Manager is responsible for driving revenue into the event and associated products through intelligent and consultative selling. You will be representing the Show in the industry and developing new business opportunities as well as developing existing accounts.

The Show:

Defence & Security Equipment International (DSEI) is a world leading event that connects governments, national armed forces, industry thought leaders and the global defence & security supply chain on an unrivalled scale.  With a range of valuable opportunities for networking, a platform for business, access to relevant content & live-action demonstrations, the DSEI community can innovate, share knowledge, discover & experience the latest capabilities across the Aerospace, Land, Naval, Security & Joint domains.

DSEI has grown remarkably since its debut, with year-on year growth of exhibitors, visitors and content. There has been a consistent increase in both UK and international exhibitor and visitor footprint. DSEI 2019 marked a milestone in the event’s history with the celebration of its 20th Anniversary, welcoming a record 37,000 visitors from 114 countries around the world. Over 400 speakers, 1,700 exhibitors, 400 new companies and 44 national pavilions including 4 debuts – Kazakhstan, Latvia, Lithuania and Ukraine. This landmark edition showcased the latest capabilities and technologies to the world’s defence and security market on a greater scale than ever before. DSEI once again demonstrated why it is a vital and world-renowned event in the defence and security calendar.

The Candidate:

  • The successful candidate should have experience selling exhibitions, with a strong sales background and a proven track record of selling and delivering new features as well as developing sales propositions across complex vertical markets. This is a great opportunity for an existing Sales Manager to expand their experience and develop their career.
  • A solid track record in a similar role including account management
  • Proven track record of generating new revenue and hitting/exceeding targets
  • Proven expertise in carrying out specific responsibilities on behalf of the event management team
  • Ability to create trust and build credibility amongst our customer base
  • Self-motivated, pro-active and able to take responsibility
  • Extremely driven and thrives on a challenge
  • An astute negotiator
  • Strong team building skills
  • Good organisational and time management skills

Key Responsibilities:

  • Revenue accountability on DSEI
  • Adhere to DSEI business KPI’s
  • Sales leadership of your specific area of the floor plan; to drive revenue, innovation and new business at every opportunity, in terms of both stand and sponsorship sales
  • Developing complex sales propositions and profitable features in new and existing show markets
  • Tele-Sales to existing and potential exhibitors to meet sales revenue targets
  • Maintain strong sales pipeline through effective relationship building, call management and lead generation
  • Collating and producing sales plans and reports as required
  • Prioritise objectives and effectively manage your time
  • To develop and build upon strong client relationships within the industry to ensure that clients’ objectives are met
  • Visiting clients when necessary/appropriate
  • Keep yourself up to date with market knowledge and the competitive landscape
  • Attend relevant industry events to network, both in the UK and internationally (this will include overnight stays)
  • Maintaining key customer care objectives
  • Ensuring that all sales administration is accurate and completed to a high standard and in a timely manner
  • Working on site during the buildup and open period of the show
  • Attending training courses as directed by line manager
  • Undertake specific responsibilities on behalf of the Head of Sales/ Event Director where necessary
  • Drive revenues across Clarion Defence and Security portfolio - globally where appropriate.
  • Support rebooking across Clarion Defence and Security Portfolio
  • At all times representing Clarion Defence and Security Portfolio in a professional manner

Knowledge, Skills and Behaviors:

  • Ability to develop new sector propositions and to run them without supervision
  • Strong commercial acumen, relationship builder and contributor of ideas
  • Ability to grow existing revenues
  • Ability to deliver new business revenues
  • Ability to work with senior stakeholders
  • Adept at networking and able to socialise productively
  • Ability to create develop and deliver profitable features
  • Ability to work both independently and as a team player
  • Ability to carry out specific responsibilities on behalf of the event management team where necessary
  • Demonstrates an ability to source leads
  • Demonstrate an ability to report activity and future results effectively
  • Demonstrates excellent market and product knowledge
  • Demonstrates effective communication skills
  • Demonstrates high levels of productivity
  • Effective communicator both internal and externally
  • Assertive
  • A hunger to reach and exceed targets
  • A hungry, motivated and competitive self-starter
  • A tenacious ‘can do’ approach to all aspect of position and industry
  • Confident
  • Creative
  • To work calmly under pressure
  • Takes pride in their work

At Clarion our people are at the absolute heart of what we do. We're proud that our core values of PASSIONCAREIMAGINATION 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 and state the role that you are applying for in the subject line.

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