AEO - Association of event organisers

Sales Manager WTCE


Sales Manager WTCE

  • Closing date: 02-Sep-2019
  • Hours:
    • Full Time
  • Job function:
    • Management
    • Sales
  • Contract type:
    • Contract

Job Title: Sales Manager WTCE- mat cover

About Reed Exhibitions

Reed Exhibitions is a leading global events organiser , with more than 500 events in 30 countries. In 2018, Reed Exhibitions brought together more than 7m event participants from around the world generating billions of dollars in business. Today Reed Exhibitions’ events are held throughout the Americas, Europe, the Middle East, Asia Pacific and Africa and organised by 38 fully staffed offices. Reed Exhibitions serves 43 industry sectors with trade and consumer events. It is part of RELX, a global provider of information and analytics for professional and business customers across industries.

The Role

We have an exciting opportunity for a dynamic Sales Manager selling exhibition floor space; value added packages and e-packages to new and existing exhibitors on WTCE for UK and rest of the world region. Maintain effective relationships with customers, industry partners, trade organisations and other partners as required, requiring a strict observance of cultural etiquette and build new relationships and prospecting for new business. This role will work with both domestic and international customers, both directly and via the International Sales Group.

Key Accountabilities:

• Generate revenue through face to face and telephone selling.

• Actively seek out and follow through on new prospects from all relevant sources (trade journals, competitive events etc ) and actively source and develop new business areas relevant to the event.

• Improve retention and growth of the existing business through strategic account management

• Develop robust sales strategies to counteract competitive events

• Joint responsibility for all sectors of the event including sales planning, campaign management, forecasting, and achieving the sales target.

• Preparation of annual show specific sales plans and use market knowledge to input into the overall strategic direction of the show

• Maintain effective relationships with:

o ISG sales managers ensuring that they are fully briefed on show details. Regularly monitor their revenue generation for your show and escalate any issues as appropriate

o Trade associations, either as a strategic partner and/or as a RXUK customer

• Build long term-term and sustainable relationships to maximise client retention

• Fully understand the show model

• Communicate across all disciplines (marketing, operations (including floor planning) , PR, hosted buyers) to ensure market intelligence is shared in order to maximise on potential opportunities

• Accurately and efficiently manage the sales dashboard on, the sales pipeline and floor plan

• Maintain and update with relevant contacts, notes and market intelligence

• Monitor and plan own and team sales activity using and regularly monitor the sales pipeline accordingly

• Work with marketing to manage the entire sales promotion campaign ensuring targeted, timely and appropriate communications are sent out to the prospect/exhibitor base. Full management of campaigns and tracking of sales plan effectiveness

• Work closely with the Marketing team and Exhibition Director to develop targeted exhibitor and visitor promotional campaigns according the sales plan

• Have a creative approach with a keen eye on revenue generation from show related and non-show related activities and participate in adhoc business projects as required

Skills & Experience

A target driven and enthusiastic sales professional who can demonstrate the following:

• Strong sales experience in a relevant environment (exhibitions, publishing, etc. but exhibitions would be preferable) with a track record in generating new business

• Proven experience in consultative and value-led selling, negotiating and objection handling, maximising revenue from existing and new customers by demonstrating innovation and creativity in ideas

• Proven experience in international sales and tailoring the selling style to reflect cultural etiquette

• An ability to assimilate and practice key account management principles

• An ability to build long-term, sustainable and profitable relationships with customers

• Excellent interpersonal skills at all levels

• Strong written and oral communication skills, including presentations and report writing

• Empathy and understanding of other cultures within a commercial context

• Experience in developing Sales Strategies

• Ability to assess and explain the long term impact of new practices by undertaking a high level of analysis to assess risk

• Keen eye for development of additional revenue opportunities outside of pure stand sales

Interested? Kindly copy and paste this link to a browser to submit your application, ​

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