Job Description
JOB PURPOSE:
Role Overview:
The Commercial Sales Executive will be responsible for securing sponsorship and exhibition revenues for one or multiple events. This role involves developing new business opportunities, identifying potential revenue growth areas, and converting these opportunities into actual revenue through stands and sponsorships. The ideal candidate will demonstrate confidence in commercial dealings and possess strong business development ethics; the selected candidate will also have great interpersonal skills that will ensure an exceptional customer experience through proactive engagement and support.
RESPONSIBITIES AND ACCOUNTABILITIES:
• Industry understanding - Keep up to date via a wide range of material including various industry publications relevant to the topic areas and audiences of your assigned events, understanding the bellwethers, monitoring competitors shows for developments, trends in the industry.
• Commercial excellence – Develop a compelling business pitch and demonstrate the ability to effectively engage with prospective clients from initial contact to contracts. Build a robust pipeline of prospective exhibitors and sponsors through consistent daily call activities, follow ups emails/ calls, targeting both the existing pipeline and new inquiry opportunities. Understand clients' needs to craft a persuasive value proposition for stands and sponsorships. Thrive to achieve both individual and team commercial targets.
• Metrics for Success:
• Daily Call Activities
• Pipeline Growth
• New Accounts generation
• Lead Conversion.
• Commercial Planning – Develop comprehensive sales plans with weekly and monthly targets aligned to the event's commercial objectives. Understand and leverage show cycle campaigns, including competitor shows geofencing and visits, conference delegates, sponsorship opportunities, and specific marketing campaigns (both online and offline), to uncover new business opportunities. Cultivate relationships with relevant external partners to drive business growth and identify upsell opportunities with existing clients.
• Sales Targets – Take full ownership and accountability of your commercial targets , clients, new business development and reporting.
• Pipeline– identify and qualify new leads, mine the existing pipeline on sales force and ensure that all activities are accurately reported into our CRM.
• Clients’ Engagement – Build and maintain strong relationships with clients to ensure a high level of customer satisfaction from booking to show delivery. When applicable, oversee the administration and fulfilment of each sponsorship package sold in liaison with client and the internal teams.
• Team Collaboration – working closely with the teams internally to ensure that you are accurately targeting potential customers and clients.
• Personal Development – take a deep interest in the sales discipline and the show industry; showing the ability to learn fast and absorb information.
• Travel – where relevant attending the event with the objective of re-signing and/or gaining commitment from sponsors and exhibitors to attend the following year’s event.
QUALIFICATIONS, EXPERIENCE, & SKILLS:
What we look for in the ideal candidate – You will
• Have excellent telephones sales manner with consistently high call rates.
• Have minimum 2 years’ experience in B2B exhibition sales and sponsorship
• Be a serial networker and social media savvy.
• Have technical experience with contract management, budget management, and proposal writing.
• Have experience in the use of databases (preferably Salesforce) in both mass and targeted sales campaigns.
• Be able to cross and up sell opportunities and products.
• Focus on the customer needs AND seek win/win agreements.
• This role is an excellent career springboard
• Excellent verbal and written English – other languages will be an advantage.
Personal Attributes
• Customer Focused – put the customer at the heart of everything we do
• Harding working - Strong work ethic representing our industry leading brands
• Studious - Desire to learn and embrace best practice within your discipline
• Respectful – demonstrate consistency and reliability in all areas
• Collaborative – display open communication and innovation
• Proactive – take initiative on opportunities and test your ideas
• Efficient – display excellent time management and prioritisation
• Effective – focusing on the right things at the right time to deliver the best results
Career Progression
• Longer term career progression can lead to becoming a sales manager.
• You will receive on the job coaching, resources to learn and develop your sales skills.
• The onus on learning is on the individual; employees at dmg events own their own performance and development.
