Job Description Summary:

• The Sales Manager will be responsible for the retention and growth of assigned accounts as well as the generation of revenue from new business. This role will have to close small to medium to high-value deals across the built environment value-chain, from small to medium enterprise clients to large, blue-chip companies at senior management or director level.

Main Duties & Responsibilities: 

The Sales Executive will be responsible for, but not limited to:

• Consultatively sell effective event, exhibition, and conference delegate solutions to new and existing clients.
• Soliciting new clients to exhibit and sponsor in assigned trade show(s).
• Making cold calls and having at least 30 conversations with clients daily.
• Researched potential new clients and prospects using various resources for business development.
• Actively participate in regular weekly sales meetings
• Reported weekly reporting of all sales activity, pipeline, and forecasts with accurate reporting to the Senior Sales Manager
• Promoting and actively cross-selling into events within the built environment portfolio.
• Creating strong relationships by having face-to-face meetings with existing clients to identify future opportunities.
• Work to achieve the industry-appropriate mix of clients whose products, services, and technology are being displayed at each event.
• Allocating exhibition space and prioritizing the placement of clients – including renewals – based on their specific needs and featured products and services, as well as featured venues.
• Preparing and entering all contracts and/or supporting paperwork into Salesforce for timely processing.
• Utilize Salesforce CRM to track, build, and monitor your sales plan and targets.
• Participating in outside events that will promote the company as a critical member of the industry and community, such as networking events, breakfast clubs, and industry events.
• Assisting in the coordination of move-in/move-out, the development of show features, and providing on-site floor management.
• Ensuring the overall level of sales & customer service meets dmg events standards.

Qualifications:

• Minimum 2-3 years’ experience on a B2B sales team, venue, or organizational sponsorship sales, with a preferred background in engaging advertising/sponsorship agencies or through direct client contact.
• Experience managing multiple customers and maintaining high-energy sales.
• Relationship management experience including maintaining customer connection and communication.
• Ability to identify and pursue cross and up-selling opportunities.
• Ability to ask probing questions to proactively handle and respond to customer objections.
• Good level of spoken and written English