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Sales
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Reed Exhibitions
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REE00B6V Requisition #


Reed Exhibitions is the world's leading events business, with almost 500 events in over 43 countries. We are trusted worldwide to deliver market-leading events, where participants meet face to face to do business, to network and to learn and our extensive portfolio encompasses a wide range of sectors. They include construction, electronics, energy and alternative energy, engineering, entertainment, gifts and jewelry, healthcare, hospitality, interior design, logistics, manufacturing, pharmaceuticals, real estate, recreation, security and safety, sports, transport and travel.      

Each year, our exhibitions and conferences bring together over 7 million active participants generating billions of dollars in business for its customers, and boosting the local economies where the events are hosted.  With over 3700 employees in 41 offices around the globe we serve 43 industries.  Reed Exhibitions is a member of the RELX Group, a FTSE 100 company.   


Reed Exhibitions is looking for more strong talent to manage sales efforts for the PGA Golf Exhibitions division. PGA Golf Exhibitions runs the PGA Merchandise Show, the MAJOR of Golf Business and the worldwide gathering place for the golf industry, in January in Orlando; as well as the PGA Fashion & Demo Experience in August in Las Vegas; plus the PGA Show Media Productions Digital division.


JOB SUMMARY:

The Portfolio Sales Director (PSD) is responsible for the overall achievement of space sales and media products revenue targets for the assigned group of events. The PSD manages all sales related projects for the assigned groups and also:  Oversees the implementation of sales strategies, budgets (including T&E and sales promotion) and sales compensation plans.  Works closely with Event Director and sales teams to achieve targets and identify new opportunities. Develops and creates new growth opportunities. Works with key exhibiting companies and establishes deep golf industry relationships. Travels onsite to the events to ensure complete customer satisfaction. 


DUTIES AND RESPONSIBILITIES:

  • Manage team to achieve sales targets.
  • Develop and implement Show key account strategy.
  • Work with assigned Key Accounts on uncovering objectives and achieving goals.
  • Uncover new growth segments and initiatives.
  • Monitor productivity of sales team to ensure they are all meeting productivity standards, sales quotas, and the standards established for selling at RX NA.  Keep team at a high level of performance.
  • Update weekly and monthly forecasts to sales budgets.
  • Define sales territories for Sales Executives.
  • Act as primary sales contact for team
  • Define and implement sales strategy with the Event Director and SVP and document it in the Business Operating Plan.
  • Attend and monitor competitive shows and create pro-active strategies regarding competition.
  • Utilize list management capability to ensure sales teams are selling effectively.
  • Ensure overall integrity, comprehensiveness and cleanliness of lists. Work collaboratively with other functional departments such as operations, marketing and research for their execution of the event.
  • Assist Finance in Show Setup.
  • Create all reports for designated shows, including monthly reports and post show reports
  • Hire, train and develop sales professionals for the sales organization as well as continually train/coach sales team on all aspects of selling, including ensuring CRM system is being used to its fullest capacity.
  • Check that quarterly sales territories align with Sales Rep ID’s in CRM system, in preparation for compensation plan payouts.

CONTACTS:

Internal:               All Reed Exhibitions North America Staff

External:              Exhibitors, prospects, attendees, associations, consultants, and vendors.

JOB REQUIREMENTS:

Education

  • College degree preferred; equivalent business training or experience suffices.

Knowledge

  • Knowledge of sales/sales management, particularly telephone sales techniques.
  • Excellent oral and written communication skills and interpersonal skills.
  • Strong knowledge of golf industry required.
  • Basic knowledge of windows operating system preferred

Experience

  • Five or more year’s sales experience, particularly telephone sales, face to face meetings and presentations and management experience. 
  • Golf industry experience required.
  • Digital sales experience preferred
  • Events or Trade show management experience preferred.

 

Travel as required

 #LI-LP1

 

 

DISCLAIMER:

The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.  Reed Exhibitions reserves the right, solely at their discretion, to change the nature and level of this position



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