Sponsorship & Exhibition Sales Manager

7 months ago

Dubai, United Arab Emirates Informa Connect Full time

Company Description
**Informa Connect** is a live events, digital content specialist, connecting professionals with knowledge, idea and opportunities.

In a world where the number of information sources and digital channels is proliferating, businesses and professionals come to Informa Connect for relevant, high-quality knowledge and connections that help them learn more and do more.

Through specialist content and connections, delivered via in-person events, virtual events and digital platforms, Informa Connect's brands provide the latest thinking and ways to meet experts, peers and stay connected within a community.

We invest in creating exciting experiences based on high-quality speakers, stimulating content and platforms that enable discussion and networking. Our digital services provide year-round community content and connections and give sponsors and marketers effective ways to reach the right customers. Our brands are continuously developed to ensure they deliver a quantifiable return to audiences, sponsors and speakers.

**Job Description**:
The Sponsorship & Exhibition Sales Manager is responsible for overseeing the individual assigned territories and being a contributor to ensure the achievement and exceeding of sales revenue targets for the team in accordance with the sales plan. The Sponsorship & Exhibition Sales Manager will provide a high level of prospecting, relationship building and account management to existing and prospective exhibitors to sell solutions which meet with the client’s needs.

**Key Performance Indicators**:

- Achievement of sales revenue targets within timelines
- Achievement of KPI’s as set out by the Portfolio - call time, f2f meetings, systems & rebook.
- Exhibitor satisfaction levels and retention
- Timely & accurate reporting of sales results, pipeline and activities

**Job Summary/Responsibilities**

Sales and Account Management
- Drive Sales performance/revenue against event/portfolio, ensuring individual achievement of set revenue targets in accordance with the divisional sales plan
- Ensure sales focus and direction is maintained and/or readjusted where necessary.
- Fielding incoming leads across assigned territories and markets
- Build and maintain strong client relationships
- Optimise Digital & Digital Platform Revenue

Customer Retention
- Understand client’s objectives and support them to achieve these objectives throughout the event campaign
- Maintain regular contact with existing clients within the event cycle
- On-site account management to achieve high exhibitor satisfaction levels and retention
- Plan and execute rebook plan onsite

New business
- Identify new prospects through use of industry media, social media, online resources, industry networking and company CRM
- Developing new business and revenue streams, including sponsorship and other non-square meter revenue sources

CRM and Reporting
- Overseeing the continual and accurate data capture of sales activities/calls and updating the CRM to ensure all opportunities and pipeline is up-to-date.
- 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
- Ensure up to date market intelligence is available for the Exhibition Portfolio Director and Marketing Manager 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 optimization
- Ensure consistent and effective communication with other internal stakeholders pertaining to assigned products including operations, marketing, finance to maximise client experience and product delivery.
- Perform any other duties commensurate with the grade and level of responsibility.

**Qualifications**:
**Essential**
- Significant and successful experience in a sales role
- Computer literate and proficient in the use of commonly used business software
- Effective verbal and written English
- Strong interpersonal skills
- Collaborative team player
- Commercial awareness
- Attention to detail
- Numerate

**Desirable**
- Awareness of exhibition production
- Experience of growing and developing new markets and products
- Telesales, media/digital sales or exhibition background
- Relevant industry knowledge
- Understanding of event cycles

Proficient in the use of Salesforce

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