AEO - Association of event organisers

Sales Manager WTCE

AEO

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. www.reedexpo.com

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 salesforce.com, the sales pipeline and floor plan

• Maintain and update salesforce.com with relevant contacts, notes and market intelligence

• Monitor and plan own and team sales activity using salesforce.com 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, https://emea3.recruitmentplatform.com/syndicated/private/syd_apply.cfm?id=PPZFK026203F3VBQBV7V7F6XI&nPostingTargetID=256288&step=DIRECT ​

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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
    Upper Street 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
    Informa Markets
  • "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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