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Sales Manager - Cityscape

07 Feb 2018

Sector: Sales/SPEX

Location: Dubai

Job Purpose:

The Sales Manager is responsible for achieving and exceeding sales revenue targets in accordance with the sales plan, through the effective management of customer relationships.  The Sales Manager will provide a high level of customer service and account management to prospective exhibitors.

Job accountabilities:

Key Performance Indicators

  • Achievement of sales revenue targets within timelines
  • Number of effective calls and client meetings made per week
  • Exhibitor satisfaction levels
  • Timely & accurate reporting of sales results and activities

Key dimensions:

Main Duties & Responsibilities:

Sales and Account Management

  • Achieve and exceed set revenue targets for the assigned products and events in accordance with the sales plan
  • Build and maintain strong client relationships
    • Customer retention

-       Regular contact with existing clients throughout the event cycle

-       On-site account management to achieve high exhibitor satisfaction levels

  • New business

-       Developing new business and revenue streams, including sponsorship and other non-square metre revenue sources through market research, telephone contact, industry networking and client meetings

Management and Reporting

  • Data capture of sales activities/calls and updating the CRM
  • Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
  • Monitor the debt reports and assist the finance team with revenue collection
  • Provide the marketing team with market intelligence to assist with exprom and visprom campaigns
  • Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
  • Awareness and understanding of floor plan optimisation
  • Effective communication with other internal departments including operations, marketing, finance to maximise client experience.

Perform any other duties commensurate with the grade and level of responsibility.

Person Specification

Minimum Education Level:

  • Educated to degree level or equivalent

Background Knowledge, Skills & Experience:

Essential

  • Significant and successful experience in a sales role
  • Highly target driven
  • Computer literate and proficient in the use of commonly used business software
  • Effective verbal and written English communication skills
  • Strong interpersonal skills
  • Commercial awareness
  • Attention to detail
  • Numerate

Desirable

  • Awareness of exhibition production
  • Experience of  growing and developing new markets and products
  • Tele-sales, media sales or exhibition background
  • Relevant industry knowledge
  • Understating of event cycles
  • Spoken Arabic

Region: MiddleEast

Country: UAE

Division: Global Exhibitions

Business unit: Informa Exhibitions

Team: Sales

Closing date: 06 Mar 2018