AEO - Association of event organisers

Sales Manager - Revo

AEO

Sales Manager - Revo

  • Closing date: 17-Jan-2019
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Permanent

The Opportunity:
LuxLive is Europe’s largest annual b2b lighting event, where UK and international lighting brands present their product ranges to a captive trade audience from a wide range of industries including education, energy / utilities, building facilities management, healthcare, government, leisure, hospitality, industrial, retail, real estate, smart buildings and transport.
Held at London’s ExCeL, over 170 lighting industry brands, new international names and leading suppliers come together each November to meet, network and do business with more than 8000 business professionals across 2 days in London, a key global hub for the lighting design industry.

In 2019, whilst remaining a central platform for the lighting industry, LuxLive is also continuing to evolve alongside the new product innovations and lighting technologies brought to market by our customers. An exciting opportunity has therefore arisen for a focused and motivated Exhibition Sales Manager to sell exhibition space and sponsorship on LuxLive, as well as its family of exceptional and hugely-respected media products including digital magazines Lux Review and LIGHTING, the Lux Awards and the Lighting Design Awards.


Main duties and responsibilities:

  • Selling by phone and face to face to current, new business and lapsed customers to meet and aim to exceed sales revenue targets, selling exhibition space and high-value sponsorship on LuxLive and ancillary digital products where needed (Lux Review, LIGHTING magazine, Lux Awards, Lighting Design Awards)
  • Researching and conducting sales campaigns to attract sales and generate leads
  • Developing a robust sales plan, sales strategies and revenue-generating initiatives to ensure the ongoing growth and development of the event
  • Working to stringent sales KPI’s to achieve and help to drive a high performance sales culture that delivers results
  • Working closely with the rest of the show team to maximise sales and promotional opportunities
  • Building relationships and contacts with new, current and lapsed accounts to create new revenue opportunities from untapped sectors
  •  Arranging and attending weekly sales meetings and monthly event meetings
  • Continuously developing market and product knowledge of the lighting industry and b2b event strategies
  • Following up campaigns via telephone, email and in face to face meetings
  • Attending competitive events and industry trade shows for business development and lead generation
  • Management of the floor-plan, allocation of stand space in collaboration with the Operations Team and following Clarion ‘best practice in relation to CRM management
  • Daily and weekly reporting on sales plans, KPI’s and activities to Commercial Director
  • At all times representing Clarion Events in a professional manner
  • Providing feedback on performance and compliance KPI’s to direct reports using Salesforce metrics
  • Personal high sales behaviours demonstrated on Salesforce


Skills and Behaviours:

  • Previous exhibition sales experience and talent for consultative customer-focused selling
  • Proven experience of delivering sales results, building and maintaining business relationships and constantly developing sales strategies and initiatives to ensure the ongoing growth of the event
  • Demonstrable knowledge of the sales process
  • Strong KPI focus, daily rigour and self-motivation to achieve target
  • Demonstrates effective active listening and communication skills
  • Ability to meet and exceed productivity and revenue targets
  • Good organisational and time management skills
  • Ability to negotiate and build rapport effectively
  • Strong objection avoidance and objection handling skills
  • Be able to build trust and credibility amongst our potential customer base
  • Ability to work on own initiative
  • Demonstrate ability to take ownership of tasks and to problem-solve quickly
  • The ability to work both independently and as a team player as required
  • A tenacious ‘can do’ approach to work
  • An entrepreneurial spirit and a desire to drive innovation

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 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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