Sales Executive
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Key skills for this role
About the Role
dmg events is seeking a Commercial Sales Executive to secure sponsorship and exhibition revenues for events. The role requires minimum 2 years B2B exhibition sales experience, strong telephone sales skills, and proficiency in CRM tools like Salesforce.
Key Skills for This Role
Responsibilities
- Develop a compelling business pitch and engage with prospective clients from initial contact to contracts
- Build a robust pipeline of prospective exhibitors and sponsors through consistent daily call activities and follow ups
- Understand clients' needs to craft persuasive value propositions for stands and sponsorships
- Achieve both individual and team commercial targets
- Develop comprehensive sales plans with weekly and monthly targets aligned to event commercial objectives
- Cultivate relationships with external partners to drive business growth and identify upsell opportunities
- Take full ownership of commercial targets, clients, new business development, and reporting
- Build and maintain strong client relationships to ensure high customer satisfaction from booking to show delivery
- Collaborate with internal teams to accurately target potential customers
Requirements
- Minimum 2 years’ experience in B2B exhibition sales and sponsorship
- Excellent telephone sales manner with consistently high call rates
- Technical experience with contract management, budget management, and proposal writing
- Experience in the use of databases (preferably Salesforce) in both mass and targeted sales campaigns
- Ability to cross and up sell opportunities and products
- Focus on customer needs and seek win/win agreements
- Excellent verbal and written English; other languages an advantage
Full Job Posting
Job Purpose
- The Commercial Sales Executive will be responsible for securing sponsorship and exhibition revenues for one or multiple events.
- This role involves developing new business opportunities, identifying potential revenue growth areas, and converting these opportunities into actual revenue through stands and sponsorships.
Job Description
- Industry understanding Keep up to date via industry publications, monitor competitors, and understand trends.
- Commercial excellence – Develop a compelling business pitch, build a robust pipeline, and achieve commercial targets.
- Commercial Planning – Develop sales plans with weekly and monthly targets, leverage show cycle campaigns.
- Sales Targets – Take full ownership of commercial targets, clients, and new business development.
- Pipeline – Identify and qualify new leads, mine existing pipeline, and report activities in CRM.
- Clients’ Engagement – Build and maintain strong client relationships, oversee sponsorship fulfilment.
- Team Collaboration – Work closely with internal teams to accurately target potential customers.
- Personal Development – Take interest in sales discipline and show industry.
- Travel – Attend events to re sign and gain commitments from sponsors and exhibitors.
Qualifications, Experience & Skills
- Excellent telephone sales manner with consistently high call rates.
- Minimum 2 years’ experience in B2B exhibition sales and sponsorship.
- Serial networker and social media savvy.
- Technical experience with contract management, budget management, and proposal writing.
- Experience in use of databases (preferably Salesforce) in sales campaigns.
- Ability to cross and up sell opportunities and products.
- Focus on customer needs and seek win/win agreements.
- Excellent verbal and written English – other languages an advantage.
Personal Attributes
- Customer Focused – put the customer at the heart of everything we do.
- Hard working Strong work ethic representing industry leading brands.
- Studious Desire to learn and embrace best practice.
- Respectful – demonstrate consistency and reliability.
- Collaborative – display open communication and innovation.
- Proactive – take initiative on opportunities.
- Efficient – display excellent time management and prioritisation.
- Effective – focusing on the right things at the right time.
Career Progression
- Longer term career progression can lead to becoming a sales manager.
- On the job coaching and resources to develop sales skills.
- Employees at dmg events own their own performance and development.
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