AEO - Association of event organisers

Senior Sales Executive - Enthusiast


Senior Sales Executive - Enthusiast

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

The Opportunity:

  • A great opportunity has arisen for a Senior Sales Executive to work on two of the UK’s leading consumer shows and sell across the House & Garden Festival and the Luxury Travel Fair.
  • The House & Garden Festival takes place at London Olympia and comprise of four distinct elements; House fair, Spirit of Summer, Grow London and The Art & Antiques fair. The show provides an abundance of design inspiration and a shopping experience for the UK’s most affluent homeowners.
  • The Luxury Travel Fair in association with Condé Nast Traveller is in its fourteenth year, and is well established as a showcase for over 80 luxury travel providers where visitors can come and research or book their next tailor made travel experience.
  • This is a great opportunity for the successful candidate to have an input in the future success of this fantastic portfolio of events, hone their skills and develop as a sales professional in a vibrant, energetic and successful team.

The Candidate:

  • Experience within exhibitions is desirable
  • Will have solid and proven results/experience as a Senior Sales Executive
  • Should have the ability to work both independently and as part of a team
  • Be able to work calmly to a consistent high level of output, especially when busy and under pressure
  • Ability to be able to multi-task whilst managing work load across two different markets
  • The ideal candidate will have a hunger to reach and exceed set targets and adopt a tenacious ‘can do’ approach to creative problem solving.
  • An assertive and confident approach tempered with excellent customer service is required along with a practiced sales ability.

Key Responsibilities:

  • Tele-Sales calls to existing and potential exhibitors in order to meet and beat sales revenue targets across a portfolio of brands
  • Ability to vet/be selective and source appropriate new exhibitors that fit with the brand values of the events and target audience
  • Sourcing relevant and show enhancing new business across the portfolio
  • Developing and maintaining excellent relationships with exhibitors, sponsors, partners and the rest of the show team
  • Keeping abreast of market developments and identifying and researching new growth areas for sales
  • Visiting clients when necessary/ appropriate – with other team members
  • Attending industry functions when required (including occasional weekends)
  • Visiting relevant UK and international based exhibitions
  • Maintaining key customer care objectives
  • Handling enquiries on the telephone, by email and producing mailings and general office correspondence
  • Ensuring that all sales administration is completed to a high and accurate standard and in a timely manner
  • Acting as a support to the sales effort including other Sales Executives, Senior Sales
  • Executive, Show Manager & Show Director
  • Resolving exhibitor conflicts both in the office and on site
  • Liaising with the whole show team including marketing, operations and finance to ensure maximum awareness of each element of the shows
  • Collating and producing sales plans and reports as required.
  • Liaison with the finance department to assist in deposit collection where necessary
  • At all times representing Clarion Events in a professional manner
  • At the heart of this role is the sales function. Its success will be determined by the sourcing and contracting of new business and by the management of incremental growth from existing business.

Knowledge, Skills and Personal Attributes:

  • Demonstrates a clear understanding of events and the sales process needed to contract exhibitors
  • Understands the benefits of face-to-face customer engagement, which is the bedrock of exhibition sales
  • Demonstrates a hardworking and conscientious approach to sales, with a keen eye for detail
  • Is proficient in Word, Excel, Power-Point and has good written and oral communication skills
  • Knowledge of a CRM system would be advantageous in particular Salesforce
  • Works well under positive direction but has the ability to self-motivate
  • Creative and positive approach to problem solving.
  • "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
  • "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
  • "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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