A leading global exhibition organiser is recruiting for a Sales Manager to join their team based in Dubai, to work on their flagship event.
The Sales Manager role will involve internal and external sales activities, including face to face meetings with prospects and clients, attending competitor events and a high-volume of phone calls and emails. You will be responsible for taking ownership of selling the portfolio of events to customers, achieving event revenue targets and generating revenue opportunities from existing and new clients. You will be expected to have a consultative sales approach as well as work collaboratively with other team members and departments across the portfolio.
Identifying new prospects, setting meetings and building relationships, leading to greater insight into business opportunities is crucial to this role. The Sales Manager will leverage a consultative sales approach to understand the client\'s objectives, needs and expectations and be able to articulate the event\'s value proposition as a solution.
DUTIES & RESPONSIBILITIES:
Ensure sales targets (personal and product) are achieved above and beyond for each event\xe2\x80\x8b
Have a solid understanding of the sales process for digital and events
Know your products: industry, competitor analysis, publications, key brands, what\'s best for your clients, inventory, show and digital targets - and how to increase revenue year on year\xe2\x80\x8b
Know your figures: target, revenue, year on year comparison, yields, total sqm vs available, number of clients, new business and retention\xe2\x80\x8b
Be responsible and take the lead on solving problems and issues as they arise: amendments, accounts, managing cancellations\xe2\x80\x8b
Devise and implement a strategy/territory plan for your client base \xe2\x80\x8b
Communicate regularly with the team to ensure your knowledge is shared\xe2\x80\x8b
Ensure all aspects of the CRM are always kept up to date, recording all sales activity in Salesforce\xe2\x80\x8b
Maintaining accurate and up-to-date pipelines and prospect/client data in Salesforce (CRM)\xe2\x80\x8b
Having accurate and up-to-date forecasts for management available at all times\xe2\x80\x8b
Identifying and closing new prospects \xe2\x80\x8b
Cold calling new prospects\xe2\x80\x8b
Collaborating with senior sales to provide feedback that will help shape the event\xe2\x80\x8b
Floor plan management\xe2\x80\x8b
Ensuring all client deliverables are executed for each event
REQUIRED SKILLS AND EXPERIENCE:
Ability to ask consultative, probing questions in order to identify and handle objections
Ability to communicate effectively on the phone, in person and electronically
Ability to close business and identify cross and up selling opportunities
Experience managing multiple clients across different sectors
High-Energy and a positive attitude
Willingness to travel
Willingness to go above and beyond taking on additional responsibilities where required to ensure client needs are met and events are delivered to a high standard