Sales Executive

09 May 2017
08 Jun 2017
Contract Type
Full Time
Job Title: Sales Executive
Reporting to: Commercial Manager
Location: Victoria, London

Overview of Position
The Sales Executive (SE) will be responsible primarily for new business sales in Asia and Europe for the growing segments of both shows. We need a dual language SE to grow new business in China, Pan-Asia and the rest of the world. There is a lot of opportunity for sales within both shows as they are growing each year.

The SE will sell stand space for new companies, however there will be opportunity to sell stand space to some previous business. 90% of the sales will be done via telephone sales, but there will be an opportunity to visit competitive trade shows and also other face to face meetings as and when required and agreed upon by the CM. Also the SE will contribute towards onsite sales rebook for both shows and will attend both shows.

This is an international sales role. The SE will report to the Commercial Manager (CM) who is also based at the HQ in London. The SE will sell to both Chinese and international clients. The SE will need to be proficient in both English language. The sales will be approximately 50% to mainland China and 50% to international clients. The SE will be responsible for increasing revenue and in driving new business to the both events, with different focus at different times of the year, in line with both the show and personal targets/objectives. The SE will work closely with the CM and the Event Director (ED) to develop the business from the newer segments to the show and they will receive strong support from the team to do this. The SE will need to work hard to develop the business from the new clients and so they will need to be self-motivated, driven, ambitious and a team player. The SE will need to grow a contact database and unearth new segments. There will be opportunity to sell sponsorship too.

The SE role will be a core and important part of the Event Team. The SE role is suitable for a candidate who has a passion for sales, is keen to succeed, ambitious, happy to work autonomously whilst also within the overall Event Team. They need to be able to take initiative. The SE will need to work closely with the SE in China and also the Europe Sales Manager, as well as the marketing and conference teams. We are a brand that is developing and growing and it requires both a passionate and consultative approach; customer care, drive and team work are crucial.

Job Summary
* Working to predetermined targets to sell exhibition space.
* Following set KPI's to be reviewed in weekly meetings with the CM.
* Predominantly telephone selling, but with some opportunity to visit other trade shows and face to face sales
* Self-Motivated and positive in outlook
* Accurately recording sales activity on a formal pipeline report to be sent to the CM every week and to be reviewed weekly in the weekly meeting with the CM.
* Be aware of opportunities to up-sell a client's involvement
* SE will take contribute towards the sales administration process -but we have a sales and marketing co-ordinator who will do the contracting
* Ensure that administration is carried out effectively in order that accurate figures can be passed to CM and Event Director for inclusion in reports
* Have the ability to be a team-player taking on board and implementing new ideas from colleagues and to contribute ideas.
* Grow the new business leads in their pipeline by circa 5-10% per month, reviewed monthly
* At the discretion of the CM, the SE will visit Europe subject to performance targets being met.
* Identify other segments areas for potential business within a sales target. Add new targets to CRM and follow up.

Performance Standards
* Achievement of set individual revenue targets - set at the beginning of the role until the event date and monitored weekly with the CM
* Strong customer relationship ethic
* A minimum call rate of 60 calls per day and 2 hours on the phone per day - the weekly call report to be sent and reviewed in the weekly meeting with the CM
* Strong levels of enthusiasm, sales ambition, teamwork and spirit
* Monitored growth of sales database and leads, in line with set KPI's

Circa 85% of the working week will be spent doing telephone sales
Circa 15% will be administrative and include finding new leads and database management.

Person Specification
* Passionate customer focused attitude
* Fluent in English - both verbally and in writing
* Minimum of two years' exhibition sales experience, preferably international events/exhibitions
* Self-motivated, initiative-taker and ability to think independently
* Excellent interpersonal, listening and communication skills
* Excellent negotiation and rapport building skills
* Strong business acumen and awareness of macro environment
* Resilient, determined and able to work under pressure
* Strong drive and ambition
* Good organisational and time management skills
* Team player
* Potential to develop to Sales Manager level and beyond.

Rewards for exceeding performance criteria:
- Uncapped commission if go through set KPI's and revenue target
- Career path in a global business
- International travel

Adecco is acting as an Employment Agency in relation to this vacancy. The Adecco Group UK & Ireland is an Equal Opportunities Employer.