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Sales Manager, Passenger Technology Solutions - Based in UK, Richmond, Surrey

Reed Exhibitions
REE009R3 Requisition #
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Job Title:   Sales Manager, Passenger Technology Solutions

Reports to:  Exhibition Director

Based at:  Richmond, Surrey, UK

Reed Exhibitions excels in creating high profile, highly targeted business and consumer exhibitions and events to establish and maintain business relations, and generate new business.  Every year we run over 500 events in 38 countries, bringing together over 6 million active event participants worldwide. With over 2,600 employees in 39 offices around the globe we serve 47 industries worldwide. 

We have an exciting opportunity for a dynamic Sales Manager selling exhibition floor space; value added packages and e-packages to new and existing exhibitors on Passenger Technology Solutions. The primary focus will be to generate new leads and build effective relationships with customers, industry partners, trade organisations and other partners as required, requiring a strict observance of cultural etiquette and build new relationships and prospecting for new business.  This role will work with both domestic and international customers.

Key responsibilities:

• Generate revenue through face to face and telephone selling.

• Actively seek out and follow through on new prospects from all relevant sources (trade journals, competitive events etc) and actively source and develop new business areas relevant to the event.

• Improve retention and growth of the existing business through strategic account management

• Develop robust sales strategies to counteract competitive events

• Joint responsibility for all sectors of the event including sales planning, campaign management, forecasting, and achieving the sales target.

• Preparation of annual show specific sales plans and use market knowledge to input into the overall strategic direction of the show

• Build long term-term and sustainable relationships to maximise client retention

• Fully understand the show model

• Communicate across all disciplines (marketing, operations (including floor planning),PR, hosted buyers) to ensure market intelligence is shared in order to maximise on potential opportunities

• Accurately and efficiently manage the sales dashboard on salesforce.com, the sales pipeline and floor plan

• Maintain and update salesforce.com with relevant contacts, notes and market intelligence

• Monitor and plan own and team sales activity using salesforce.com and regularly monitor the sales pipeline accordingly

• Work with marketing to manage the entire sales promotion campaign ensuring targeted, timely and appropriate communications are sent out to the prospect/exhibitor base. Full management of campaigns and tracking of sales plan effectiveness

• Work closely with the Marketing team and Exhibition Director to develop targeted exhibitor and visitor promotional campaigns according the sales plan

• Have a creative approach with a keen eye on revenue generation from show related and non-show related activities and participate in adhoc business projects as required

• Attend Reed Exhibitions events and competitor, industry and trade association events (both domestically and internationally) thereby obtaining industry and market intelligence, maintaining and creating new relationships, expanding the database and prospecting for new business.

• Write sales reports as required

• Work with finance on debt collection pre and post show

Ideal candidate profile:

A target driven and enthusiastic sales professional who can demonstrate the following:
• Strong sales experience in a relevant environment (exhibitions, publishing, etc. but exhibitions would be preferable) with a track record in generating new business
• Proven experience in consultative and value led selling, negotiating and objection handling,  maximising revenue from existing and new customers by demonstrating innovation and creativity in ideas
• Proven experience in international sales and tailoring the selling style to reflect cultural etiquette
• An ability to assimilate and practice key account management principles
• An ability to build long-term, sustainable and profitable relationships with customers
• Excellent interpersonal skills at all levels
• Strong written and oral communication skills, including presentations and report writing 
• Empathy and understanding of other cultures within a commercial context
• Experience in developing Sales Strategies
• Ability to assess and explain the long term impact of new practices by undertaking a high level of analysis to assess risk
• Keen eye for development of additional revenue opportunities outside of pure stand sales

Salary: Competitive benefits package

Interested?  If this position interests you or you know someone it would, please send written applications to Sandra Geluykens at 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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