Exhibition Sales
To initiate and drive through the sales process for selling exhibition participation to potential clients, through defined, objective driven activity based plans in order to achieve pre-determined revenue and profit targets whilst ensuring relationships are built with new and existing customers which will provide future opportunities with them for future sponsorship or participation in company produced events.

Key Performance Indicators

• Achievement of sales revenue/profit targets
  
• Achieving no. of telecalls made per day per exhibition
  
• Achievement of % customer segment targets per exhibition

Main Tasks & Responsibilities

• Selling of exhibition space, advertisements/sponsorships, etc.
  
• Attend competitive events to promote and sell exhibition space and keep up to date with competitor activity,
  
• Identify and source for new potential clients, network with existing clients ultimately to support the achievement of revenue targets.
  
• Collection of payments from clients and liaise with the accounts team as necessary.
  
• Continuously seek to build strong relationships with current and potential clients in order to secure ongoing business with them.
  
• Draw up and issue contracts to customers to confirm participation at exhibitions and to provide full terms and conditions, following up as necessary to ensure the client signs and returns the document in the required timeline.
  
• During each exhibition provide on site support/service to exhibitors to ensure the smooth running of the exhibition and to up-sell and re-book for next event.
  
• Effectively communicate with those clients by use of all available media, such as telephone, email, face to face meetings, and brochure provision etc. using marketing materials provided by the marketing team.
  
• Liaise on a regular basis with the project team to ensure that everyone is informed of activities and requirements.
  
• On a daily basis, make contact with current and potential clients using lists provided either by the company on its database, or from the marketing department, in order to provide them with information about the benefit to them of participation in exhibitions with the aim of selling exhibition space to achieve revenue and profit targets.
  
• Responsible for advising customers of the required information to each exhibition which would include: company logo’s, company information for inclusion in exhibition brochure etc. as determined by the marketing team who will follow through with the collation of this material.
  
• Together with the Exhibitions Director develop appropriate floor plans for each exhibition, and provide daily updates to ensure the availability of accurate information for customer decision making.
  
• Provide all necessary customer support both pre and post shows as may be required, such as provision of additional information.

Reporting

• Provide weekly sales report to Director in-charge and sales achievements/status.
  
• On a rolling weekly basis provide to the Director an activity planner for the next week/month to demonstrate the use of effective planning to achieve the required sales results.
  
• Perform any other duties commensurate with the grade and level of responsibility.

Minimum education level required:

• GCE “0”/GCE ‘A’ Level; preferably Degree holder.

Work Experience

Essential:

• Min. 4 years experience in a sales role where selling at senior level has been required
  
• A demonstrated successful sales record of high value sales activity.
  
• Direct experience in sales in the exhibition/conference industry is an advantage.

Desirable:

• An awareness of exhibition production

Special Skills / Attributes required for the job
Essential:

• Full understanding of event sales cycles
  
• Computer literate and proficient in the use of Microsoft Word, Excel and Powerpoint
  
• Attention to detail
  
• Ability to work across the organisation in order to get things done
  
• Spoken and written English & Chinese
  
• Numerate

Behavioural Competencies
Desirable

• Effective Communication
  
• Influence & Persuasion
  
• Results Orientation
  
• Customer Focus
  
• Planning & Organising
  
• Teamwork
  
• Flexible and Adaptable
  
• Innovative & Creative