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Head of Sales (Based in UK, Richmond, Greater London)

Reed Exhibitions
REE00AGE Requisition #
Job Title: Head of Sales 

Reports to: Portfolio Director

Based at: Richmond, Greater London, UK

Reed Exhibitions is the world’s leading events business, enhancing the power of face to face through data and digital tools. Every year we run over 500 events in 30 countries, bringing together over 7 million event participants worldwide. With 4000 employees we serve 43 industries in 38 offices around the globe. Reed Exhibitions is part of RELX Group. RELX Group is a global provider of information and analytics for professional and business customers across industries. The Group serves customers in more than 180 countries and has offices in about 40 countries. It employs approximately 30,000 people of whom almost half are in North America. 

We have an exciting opportunity for an experienced and dynamic Head of Sales to work within the IBTM Portfolio managing the sales team across 3 events (IBTM World, Barcelona, IBTM Arabia, IBTM China).  The ideal candidate will be highly motivated, enthusiastic, organized, and adaptable, and will need to demonstrate a strong desire to be part of a sales team that delivers the world's leading international B2B travel and tourism events. 

You must be an excellent team motivator and leader with the ability to review, challenge and improve sales process and develop clear strategies to deliver revenue targets.  

Based in Richmond and reporting to the Portfolio Director, the role will see you involved in the following:

  • Build relationships at senior level 
  • Management of several Key Accounts within the portfolio as well as Trade Association stakeholder  management
  • Develop new business sources and solutions
  • Face to face visits and competitive events 
  • Create effective sales support tools 
  • Achieve all sales targets - space/sponsorship
  • Experience in digital sales 

Customer focus
  • Ensure delivery of exceptional customer service to clients across sales team 
  • Get close to markets and industry sectors 
  • Appreciate and assess competition 
  • Develop tailored client solutions 
  • Increase customer ROI
  • Travel/MICE industry experience preferred, but not essential. 

  • Write and implement sales plans 
  • Contribute to product development 
  • Informs and influences strategic development based on client/industry knowledge 
  • Develop long term profitability of event in conjunction with Exhibition Director 
  • Contribute to events overall sales strategy and implement 
  • Monitors and analyses competitive events 
  • Recognises new business opportunities and communicates to Exhibition Director

Business Development
  • Identification of key prospects and development areas 
  • Sponsorship/commercial brand opportunities

People Management
  • Lead  from the front in industry immersion, client engagement and sales activity 
  • Plan work & set targets 
  • Demonstrate effective leadership 
  • Ability to motivate and manage sales operation 
  • Ability to work effectively as a team member 
  • Liaise positively and effectively with cross team colleagues 
  • Operate within cross matrix environment 
  • Train and develop direct reports 
  • Communicate effectively across team and to senior reports 
  • Develop, implement & monitor sales targets 
  • Coach team to develop sales skills 
  • Review performance and provide feedback

  • Liaise with organising department 
  • Manages overall floorplan and yield 
  • Exhibitor workshops and sales related activities

  • Experience on working in a data driven sales environment, familiarity with sales reporting systems
  • Manages sales budget including sales agents and sales travel 
  • Prepares forecasts/budgets - revenues and sales related costs 
  • Weekly and Monthly reports 
  • Contributes to sales financial planning

  • Liaise with Head of Marketing and marketing team 
  • Contributes and helps shape exhibitor communication 
  • Direct sales support materials 
  • Contributes to industry segmentation

Team Focus
  • Member of the Management Team 
  • Responsibility to contribute to team success as a individual and sales team leader

The Candidate
  • Educated to degree level or equivalent
  • Sales background in a service industry, familiar with sales systems, marketing awareness 
  • Minimum seven years experience in either the exhibition industry or travel industry 
  • Budget management experience, familiarity with accounting systems 
  • Team management experience 
  • Database, contracting, call lists/reports 
  • Computer literate, i.e. Excel, Powerpoint, Word

If this position interests you or you know someone it would, please send written applications to recruitment@reedexpo.co.uk with a covering letter and your salary expectations. Or you can apply online at www.reedexpo.com  

Due to the large volume of applications, we are unable to respond to all applications individually. Therefore, if you are not contacted by the company within the next three weeks, we regret to advise that your application has been unsuccessful.


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