ASST. DIRECTOR OF SALES (MICE & EXHIBITION)

PRIMARY ROLE RESPONSIBILITIES Strategic: - Contribute to development of campaign sales strategy in conjunction with management team across new and existing business from research to execution - Execute the campaign sales strategy including overall numbers of exhibitors, exhibitor mix, stand sales, sponsorship inventory, yields, and sponsorship revenues - Analyse effectiveness of sponsorship revenue streams and contribute to the development of new and innovative sponsorship revenue streams - Meet or exceed personal sales targets across assigned events Sales Development: - Prospect and identify key new business clients and sales targets within their prospect universe - Respond to incoming email and phone enquiries relative to assigned shows - Visit and canvas at competitor and industry events and monitor their activities and to develop a systematic understanding of their strategies and practices - Arrange meetings and regularly meet with customers, prospects and event partners in person and via calls and Zoom - To get close to your market, gather market and customer information, read relevant industry publications, and understand trends to enable you to develop your sales pitch appropriately - Listen to customer goals, objectives and requirements and present appropriately to make sales - Maintain and develop positive and professional relationships with existing customers and prospects in order to make sales - Develop and foster relationships relevant industry associations and, where appropriate, contractors, media and commercial partners - Successfully challenge any objections and negotiate the terms of sales agreements and close sales - Create detailed written proposals and send them to the client in a timely manner - To undertake any other duties as reasonably requested Financial & Reporting: - Manage day to day personal sales, pipelines and appropriate sales administration - Maintain sales prospecting and pipeline data, and finalize all sales in Salesforce - Review your own sales performance, aiming to meet or exceed targets - Provide a weekly report and forecast on personal revenues - Individual & Team Development -Attend sales and personal development training sessions and utilise skills learned in your sales pitch and other professional responsibilities - Share best practices on identifying new business with colleagues and learn from those around you and your line management Essential Skills: - College degree in related field preferred - Successful conference and/or expo strategy development experience - Successful exhibit and sponsorship sales experience resulting in significant sales growth - Experience closing sales from $5K up to $100K - Proficient use of MS Office and Salesforce; use or learn Adobe Acrobat and other technologies - Persistent, efficient, and focused self-starter - Exceptional verbal and written communication skills - Ability to manage time and workflows