Sales Manager

The Cycle Show I London I Salary: Dependent on experience I Date Published Wednesday 4th April 2018
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The Cycle Show at the NEC, the UKs largest cycling exhibition are recruiting. Now in its 17 year, the event continues to grow and we are looking for a passionate and enthusiastic Sales Manager to manage the growing demand for space from exhibitors, take control of the sales campaign, and drive maximum value for all the event’s stakeholders. You will be responsible for ensuring the exhibitor and sponsor mix meets the needs and interests of our highly engaged and passion-led audience. It would be great if you have an interest in cycling but it’s not essential and the start date to be in May 2018.

If you think that this could be for you or want to know more then please drop an email to Stephen Morgan – Event Director - stephen.morgan@upperstreetevents.co.uk or call 0207 688 6820

Summary

Reports to: Event Director, Portfolio Manager

Salary: Dependent on experience

Bonus: To be confirmed

Benefits: To be confirmed

Position Objective

The Sales Manager (SM) is responsible for planning and managing the delivery of the Show stand sales and sponsorship campaign, and for achieving targets set for quality, quantity and revenue from exhibitors.

The SM will use efficient database management, administration of contracts and research to effectively manage the application and selection process, for which they will be responsible.

The SM must ensure exhibitors receive a consistent, high-level of customer care from contracting through to the show.

The SM is responsible for their business sales productivity, and directs their efforts in order to have the greatest overall impact on company results.

The SM manages all aspects of running an efficient sales team, including leading, recruiting, managing, coaching, motivating and disciplining direct-reports.

Position Specification

Experience:

· Experience working in an outward facing customer service role

· Basic marketing planning experience

Knowledge:

· Demonstrable Market and Industry Knowledge

· Good knowledge of Microsoft Office (including Outlook, PowerPoint, Word, Excel)

Skills:

· A willingness and ability to sell

· The ability to pay close attention to detail

· Highly organized with impeccable time management skills and the ability to prioritize

· Excellent communication skills in writing, over the phone and in person

· Good presentation skills (verbal and PowerPoint)

· Adept at managing relationships and at working well within a team

· Self-motivated and open to increased responsibility

· Committed and determined

· Confident and able to take the initiative and explore own ideas

· Financial accuracy and planning

· Able to manage and mentor

General Duties and Responsibilities

· To meet the stand revenue targets set for the event through

o Understanding and adding insight to the show proposition

o Understanding the exhibitor categories and their specific needs

o Adding value to the marketing campaign and events programme

o Ensuring a high level of market knowledge

o Understanding Show’s unique sales proposition

· To be ultimately responsible for achieving the stand sales revenue target

· To create and manage the sales campaign

· To network within the industry representing the Show, nurturing existing relationships and gaining new contacts

· To identify new exhibitors via research – web, magazines, competitor Shows

· To add new prospects to the Filemaker database and accurately maintain existing records ensuring information is updated throughout the campaign

· To make sales calls to existing and potential new exhibitors

· To visit existing and potential exhibitors with the Event Director

· To manage the sales process for all elements of the show including exhibitor sponsorship sales

· To contribute to the creation of sales material and manage sales mailings

· To produce all sales contracts and chase their return

· To manage and keep sales figures up to date, taking responsibility for the submission of the weekly sales report figures to the management team

· To effectively develop and manage customer relationships

· To be responsible for the planning and delivery of all pre-Show exhibitor communications

· To liaise directly with exhibitors to ensure they are aware of relevant marketing activity and that they maximise marketing opportunities pre-Show, onsite and post-event

· To conduct exhibitor added value packages and sponsorship deals

· To manage floor plan including layout in conjunction with the Event Director

· To liaise with the Venue services team on stand plans, lighting and other stand extras

· To contribute to the development and delivery of event features (e.g. talks and discussions programme, features, content, VIP strategy etc.)

· To prepare and manage the delivery of welcome packs to exhibitors

· To manage the sales executive or interns if applicable

· To help source and collate marketing data (including exhibitor research) to inform postshow reports

· To produce the post-show sales report and plan focusing on the next 12 months

· To keep up to date with industry news – attending shows, networking etc.

· To proactively inspect sales activity and effort among all staff who carry a sales target ensuring that the quality and quantity of sales effort meets company expectations

· To identify skills gaps amongst sales staff and work to improve individuals’ capabilities through coaching, development, and training

· To recruit and plan the development of new sales staff in accordance with company human resources guidelines and by using company support resources

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