Sales Manager

An opportunity has arisen for a talented Sales Manager to work on one of the best loved buying events. This offers buyers an opportunity to source new and unique autumn/winter products from an inspirational edit of design-led and everyday brands, unrivalled networking opportunities and unmissable advice from industry experts.

The Candidate:

The right candidates will need to demonstrate 4 years’ experience in selling exhibitions or media to B2B marketplace. Ideally the candidate will have a background in retail and possess a strong proven track record of exceeding targets, managing and developing a team to drive sales, excellent people skills and an ability to manage in a high pressured sales environment.

Sales

• Successfully achieve specified sales targets and performance objectives
• Carry out direct consultative selling (telephone and face-to-face) to existing, lapsed and potential new business clients to build customer relationships, deliver excellent customer service and maximise revenue 
• Maintain strong sales pipeline through effective relationship building, call management and lead generation
• Implement, execute and manage the Sales plan with the Show Director
• Manage all show sectors and keep abreast of market trends and developments
• Develop significant knowledge of your market sector to identify challenges and opportunities
• Identify and research new growth areas for sales and ensure new business development across the show
• Develop new strategies, tactics and plans for future growth of the event in conjunction with the Show Director
• Utilise salesforce to manage yours and your team’s pipeline, improve conversion of opportunities and drive revenue
• Target new key industry accounts to support development of show content
• Manage existing key accounts to improve customer satisfaction and grow revenue YOY
• Manage incoming leads and all sales communications across the team to improve acquisition and conversion of sales leads.
• Work closely with the marketing team to ensure effective exhibitor promotion and management of leads through salesforce
• Continuously develop market and product knowledge
• Attend competitive events and industry trade shows for business development
• Work on site during the buildup, open period and breakdown of all the shows
• Ensure all clients receive excellent customer service from point of sale to show to increase retention
• Manage cancellations and support debt recovery in conjunction with the Show Director.
• Handle customer complaints professionally and timely to ensure excellent customer service

Team Management

• Manage a sales team, motivate and drive them to meet and exceed targets
• Arrange and lead weekly sales pipeline meetings using salesforce with the sales team
• Monitor performance of sales team to drive high outputs of individual team members
• Set sales team KPIs in conjunction with the Show Director
• Drive best practice of salesforce across team to deliver core KPIs.
• Ensure strong and accurate pipeline management through salesforce to deliver weekly sales targets across the team
• Manage personal development of the sales team to improve skill set and performance
• Carry out appraisals for direct reports
• Identify training needs for the team and carrying out training as required
• Implement a range of selling & coaching skills that will increase the team’s performance through development

Reporting and Administration

• Manage full show pipeline on salesforce to ensure accurate weekly sales reports and forecasts for the Show Director
• Create and manage sales reports on salesforce to manage delivery of sales targets and show content
• Manage lead generation and data capture through salesforce
• Manage entry of all data on salesforce to ensure accuracy of information for sales, marketing and operations team
• Manage the show floor plan and allocation of stand space in conjunction with the Operations Team
• Manage all sales contracts and administration to a high standard
• Assist sales invoicing and debt collection in conjunction with the finance team

Knowledge, Skills, Attitude and Behaviours

• Management experience
• Salesforce/crm experience
• Retailer design knowledge preferred
• Highly self-motivated and enjoys pressurized environments
• Excellent communication skills
• Strong objection avoidance and objection handling skills
• Be able to build trust and credibility amongst our potential customer base.
• Able to deal with a broad range of people at every level
• Self-motivated, pro-active and able to take responsibility
• Loves selling and hitting challenging personal targets
• Extremely driven and thrives on a challenge
• An astute negotiator
• Social and outgoing individual
• A hunger to reach and exceed targets 
• A tenacious “Can do” approach to work
• A focused self-starter that works on own initiative
• Good organisational and time management skills
• Demonstrates a strong ability to source new leads
• Demonstrate an ability to report activity and future results effectively

Why this is a great opportunity:

• Competitive salary of up to £40,000 + Bonus
• Fantastic office location right next to the station
• Join a business that is growing year on year with the opportunity for career progression.