Exhibition Sales Manager

Posted 11 October by Red recruitment


This role combines new business development and account management, with selling across four exhibitions in three continents.

It is the perfect role for a hardworking, ambitious, driven sales professional who is happy to conduct sales over the phone and via email, as well as travelling the world: conducting face to face meetings, attending competitor trade shows and scheduling business development road trips.

The 6 generic expectations for the role as Exhibition Sales Manager

  • Generic Skills & Knowledge :

Specific exhibition industry knowledge (probably 2 to 7 years) in different domains. Adds vision and in depth knowledge. Uses knowledge of one or more systems/processes to troubleshoot.

  • Tasks :

Makes necessary adjustments to achieve results.

  • Meeting Customer Needs :

Consider customer needs in day to day decisions.

  • Knowledge of organization / sectors :

Good knowledge of organization and/or sector(s) of activity.

  • Interacting with others :

Good aptitude to interact, cooperate and influence others to adopt new approaches, ways of working. Supports positively initiatives developed elsewhere.

  • Problem solving :

Expected to solve problems usually of a tactical nature in order to resolve broader operational issues. Generates innovative solutions within learned fields of activities

The 7 specific expectations for the role as Exhibition Sales Manager

- Purpose of the role, key deliverables, and responsibilities:

  • In charge of updating & extending prospects database & delivering sales objectives, based on a proposed commercial plan using market knowledge of designated sector (competitive events, trends, innovations, key stakeholders, media...) led by Event Director. Feed marketing with needs.
  • Build sustainable relationships with exhibitors (incl. face to face) to improve market knowledge retention ratio, selling sponsoring and value added services.
  • Global travel to see customers, competitive tradeshows and generation of new business.
  • Responsible for the administration of potential and confirmed exhibitors in the CRM system and subsequent paperwork once a deal has been made.
  • Responsible for achieving sales targets, both individual and as a team.
  • Responsible for providing content for the Critical Sales Paths (CSP), Retention Reports and Booked Exhibitor Lists
  • Responsible for working cohesively and as a team alongside 4 other sales staff.

-Primary internal work relations

  • Divisional Director, Sales Team , Marketing Team, Finance, Operations

-Primary external work relations

  • Exhibitors, exhibitor prospects, sponsors, visitors

-Three performance indicators: "How would you describe an outstanding performance in this role?"

  • Exceed sales objectives and targets, growing accounts and generating new business.
  • Make 40+ calls a day with 16 successful interactions with customers each day.
  • Hitting sponsorship targets for each event.

-Three expected deliverables by the end of the first three months

  • Understand the market: main challenges and trends of the sector, industry value chain & key players.
  • Be able to use the CRM system and maintain a steady work tempo (+ 40 calls per day + 16 successful interactions per day).
  • Meet the key stakeholders (internal and external) and start to receive signed contracts (minimum 2 units (18sqm) a week).

-Experience (professional or industry knowledge, level of expertise,...)

  • 3-5Y experience in a commercial roles; marketing experience is a +; Market knowledge/affinity and existing network in the specific sector is a plus

-Knowledge of languages

  • EN
  • Further languages a bonus


Advertised on behalf of our market leading client, by Red Recruitment.


Required skills

  • Exhibition
  • Negotiation
  • Sales
  • Exceeding Targets

Application question

Have you had experience in Exhibition Sales?

Reference: 34362329

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