Vacancy - Sales Manager - Exhibitions

To secure new and repeat business from Exhibition Organisers for the Ricoh Arena by being proactive in the exhibition marketplace. To achieve personal and team targets set by the Commercial Director in line with the business strategies and identify opportunities to increase the profile of the Ricoh Arena and generate sales. 

Duties and responsibilities will vary from time to time and the employee will be expected to perform other duties that are reasonably comparable and adhere to relevant health, safety and environmental policies at all times.  

 

Key Respnsibilities 

 

Typical sales of £1,315,000 p.a. derived from exhibitions

Effectively plan for future personal sales activities based on agreed KPIs and to meet individual sales targets

Researching the exhibition market, with a focus on exhibitions staged regionally at local venues i.e. NEC, Telford International, National Motorcycle Museum (National Conference Centre) and Stoneleigh and identifying new exhibitions for the Ricoh Arena

Development of relationships by having regular face-to-face meetings with clients at the Ricoh Arena and off-site

Prepare presentation and proposal documentation which demonstrates the benefits and value proposition of the Ricoh Arena to meet clients’ needs

Negotiate with clients where necessary and ensure all documentation including contracts are prepared, issued and returned within the deadlines

Plan in regular client meetings to continue to grow the business relationships and develop long term viability partnerships

Develop an understanding of the costs involved in exhibition delivery and make recommendations where improvements can be achieved.

Report on activities, progress and discuss key issues

Maintain records on clients and sales activity

Maintain sales reports and complete accurately and in timely fashion

Ensure customers comply with company terms and conditions of trading – prepare documentation to ensure all contractual details covered off

Identification of an exhibition target list with the Head of Sales and the development of a strategy and activity plan to secure business

 

Skills and Experience

 

Proven sales experience within a client focussed sales role with similar target levels

Drive and energy to succeed – must have a ‘hunting’ attitude and tenacity for the sale

Strong relationship builder

Experience of the exhibition market 

Ability to self-manage and be pro-active in role

Strong presentation and communication skills 

Commercial acumen - ability to close deals and agree appropriate commercial terms

Understanding of the costs involved in exhibition delivery and influencing additional sales

Excellent interpersonal skills

Strong negotiator and influencing skills

Innovative and creative approach to sales generation

Ability to work effectively as a contributing team member

Passion, energy, drive and commitment

 

KPIs

 

Achievement of £1,315,000 p.a. revenue target in Exhibition sales

20 face to face client meetings per month

80 prospecting telephone calls per month

4 new client introductions to Ricoh Arena per month

4 site visits per month

 

Education

 

Ideally degree qualified with a minimum of two years exhibition sales or similar consultative sales experience

Computer literate (Microsoft office, PowerPoint, Excel)

Posted on Wednesday Nov 28