Head of Sales

We are looking for a energetic, engaging, people-centric sales leader who can drive and accelerate revenue for our events. In this senior role, the individual will be responsible for achieving revenue targets, whilst leading and developing the sales team to maximize effectiveness and efficiency. 

What you will do:  

Exhibition Sales: 

• Write, implement and oversee the execution of strategic sales plans for the event 
• Plan sales targets for the event, and for individual members of the sales team 
• Define sales objectives and activity to ensure maximum growth and profitability 
• Demonstrate the ability to actively seek out impactful new business 
• Manage all aspects of the sales team ensuring that targets are achieved personally, as a team and for each direct report 
• Have full responsibility for exhibition sales revenue 
• Hold weekly sales meetings with the team to monitor targets, productivity and performance 
• Lead key account stands sales, and input into sponsorship and digital sales 
• Build and maintain customer and association relationships 
• Oversee, clean, maintain and segment a database of clients/prospects (using Salesforce.com) 
• Support in the planning and execution of a full rebooking campaign for the exhibition 
• Analyse the market and identify opportunities for potential new clients 
• Analyse and canvass competitive shows 

Management: 

• Manage, motivate and coach staff effectively 
• Hold regular training sessions with the team with key takeaways and KPIs 
• Create staff development roadmaps for direct reports 
• Create and encourage a teamwork culture 
• Have regular one to ones with team and conduct annual meetings for objective setting and appraisals 
• Identify team members for promotion / advancement to retain talent 
• Work with direct reports to create a commercially and attendee driven floorplan 

Communication: 

• Communicate with all group functions within the portfolio on a regular basis to ensure optimal team working 
• Liaise and work with the Sales Operations team to ensure timely processing of contracts, invoicing, floorplan updates, etc 
• Managing Credit Control and Billings teams for debt management 

Reporting: 

• Demonstrate financial and numerical astuteness 
• Ensure weekly exhibition figures and pipelines are presented to the Senior Management team 
• Prepare reports detailing weekly sales performance and projections for upcoming weeks 
• Effective and timely reporting to ensure potential result or resource problem areas are flagged early 

Exhibition Operations: 

• Continually liaise with Operations Department with respect to floorplans, special events and bespoke client requirements 
• Assist and provide support to the Operations team onsite 
• Oversee relevant sections of the online exhibitor manual or customer centre 

Exhibition Marketing: 

• Show clear understanding of the fundamentals of the marketing processes 
• Contribute to the marketing direction and feed into marketing plans and schedules 
• Work closely with the Marketing team to design/create and write copy for marketing materials and websites