Kapil Lalwani

I was appointed as Sr. Sales Executive for The Airport Show which is the world's biggest Annual Airport Exhibition. I was given the responsibility to bring in AED 1M be it sponsorship, space sales and partnerships through new business. My duties were as below:

- Making 50-60 cold calls per day.

- Arranging client meetings and present the event concept face to face.

- This being an international exhibition had a lot of options for the exhibtors and it was important to understand clients needs and offer apt option.

- The show worked on a different theme every year to support innovation. I was responsible for the 2020 editions Theme. It would include everything like floor plan management, activation, bringing in new business etc.

- Product development to cope with the changing market due to the pandemic.

- Sourcing new innovations in the market during the pandemic and pitching them the show. It also included learning about the digitalization of the indistry and selling new products to prospects.

- Attending competitors events for client sourcing. International travels to other shows were also included.

- Regularly reporting to the Sales Manager about the pipeline and any business related activities.

- Coordinating and supporting the marketing, operations and production department for deliverables and making things possible for clients. Also supported accounts in cases where payments were due.

- On floor management and problem solving for clients during the event.

Insomnia was a launch event and I was hired just 3 months before the show. I was able to hit the targets of $50, 000a month. My sales manager duties at Insomnia ME events included the below:

- Making 50-60 cold calls per day.

- Arranging client meetings and present the event concept face to face.

- Understanding clients' needs in the meeting and offer them a product accordingly. The event mostly worked on custom packages so every prospect received a different proposal accirding to their marketing plans and target aurdience.

- Attending competitors events for client sourcing.

- Directly reporting to the directors about the pipeline and any business related activities.

- Coordinating and supporting the marketing, operations and production department for deliverables and making things possible for clients. Also supported accounts in cases where payments were due.

- Arranged and managed a marketing activity pre event with a partner.

- On floor management and problem solving for clients during the event.

- Perform daily selling activities: Conduct sales calls, customer visits and proposal creation/presentation

- Keeping track and studying competitor products with regards to pricing, technicality, offers etc

- Build an in-depth understanding of hotels, restaurants, schools and other retails businesses in Abu Dhabi and sign up the right set of clients to partner with

- Manage end-to-end client relationship including pitching, negotiation and contracting

- Achieve monthly sales target

- Work with designers to build the media kit and make the online product better

- Work with the technical team to build the online product on the website and ensure it is user friendly and appealing

- Conduct team meetings to analyse team status with regards to the individual targets and other issues

- Training any new staff joining the team and monitoring their progress

- Assisting finance department in payment follow ups from clients when needed

Publication: Abu Dhabi World (Dec 2016 - Apr 2017)

- Pitching print and digital advertising options to the potential clients.

- Develop and manage the prospect database

- Make a high volume of a daily outbound sales calls to business owners

- Maintain a high level of sales activity through face-to-face meetings, presentations and calls

- Develop long term relationships with current customers and prospects, understanding their business and marketing needs

- Submit prospects in daily sales meeting with the Head of Sales and Sales Manager

- Work with production team to ensure that agreed advertisements are published in the right place in the right issue

- Achieve monthly sales target

Events (May 2017 - Nov 2017):

- Pitching exhibition stands and space options to the potential clients

- Researching potential new clients and prospects using various resources

- Visiting related exhibitions to connect with potential clients

- Creating strong relationships through having face-to-face meetings with existing clients to identify future opportunities

- Handling key clients and agencies

- Communicating all sales activity and forecasts to the Show Director

- Achieve individual and event revenue targets

- Maintain contact with exhibitors and deliver a high standard of customer service

- On Floor management to make sure all the exhibitors get all that is required to run the show

Events: Taste of Abu Dhabi and Taste of Dubai

- Resourcing clients for the event through every source possible

- Making sales calls and explaining about the event to the clients and arranging a meeting

- Arranging meeting for the Sales Manager on a daily basis

- Hitting the meeting targets for the month

- Making a direct sell over the phone if possible

- On Floor management to make sure all the exhibitors get all that is required to run the show

Event: Taste of Abu Dhabi

Working as an Office Adminitrator for a field development department and supporting 3 managers. responsible for: Arranging meetings and venues for the Sr. Manager and managers of the department, keeping track of all the 3 managers' calendars, coordinating with other departments for support when needed, Arranging for familiarizaton for interns and new employees, filing and keeping track of incoming and outgoing documents, and a lot more.

I was solely responsible for one section of the exhibition. Performed variety of responsibilities like; Sales, Follow up on payments and other support documents for application, Coordinate with other departments within the company, Making Visa and accomodation arangements for the clients, Making sure everything is right on floor and managing the whole area, Handling staff to manage the area. Also prepared daily reports to submit to the manager and also attended office meetings with the Show director and all the higher management.

Had to interact with customers and educate them about the online services offered by du. In this process i also had to help them create accounts online explain them about each step's uses and also help them pay their bills online. I also successfully achieved all the weekly targets. Also helped the counter staff there.

Responsibilities included providing customers with all kind of information demanded by them, had to be professional at all this as had worked for all international big events. Also been a Front Desk Staff and dealt with many VIP's and have also been an assistant supervisor and lead the team in these positions.