Exhibition Sales Manager
Cacti Events - International Travel Week Abu Dhabi
Total years of experience :15 years, 7 Months
• Personally selling to existing and prospect exhibitors to hit and exceed sales targets
• Lead, motivate and provide oversight, day-to-day management, and guidance to the international sales agents
• Lead and inspire direct reports to improved performance
• Client Account Management for all vertical sectors of ITW
• Worked closely with the marketing team to ensure effective exhibitor promotion campaign
• Assisted in building awareness with key industry and opinion leaders through effective use of our and client’s social and professional Internet Media
• Assisted in developing Event Newsletters to build event awareness
• Working on-site during and running up the shows
• Recommend and implement agreed sales strategy
• Deliver agreed revenue targets by value and volume.
• Provide accurate and timely reporting of key statistics and forecasts to the executive team.
• Liaising effectively with marketing and operations team to ensure the event reaches full potential.
• Support Event Director in determine and executing business development strategy
• Communicate effectively with internal departments such as marketing, pr, operations, finance.
Key Achievements
• Worked with the executive team in setting key commercial targets
• Developed and revised marketing/sales presentations to be more in line with industry.
• Responsible for key accounts for diplomatic channels.
• Opened up new channels for potential revenues across other vertical sectors.
Responsibilities
Exhibition Management and Marketing
• Effective and Professional Event Management
• Set up and monitor a sales activity reporting process
• Delivering exceptional client servicing beyond the expectations through the lifecycle of project campaign.
• Key Point of Contact for all Exhibitors - extended full end to end event participation support - post sales customer service
• Exhibitor Participation Pack - helped develop and manage exhibitor pack and client engagement
• Seminar/Conference & Technical Presentation - Scheduled and closely coordinated with the key exhibitors, Delegates and Speakers
• During an event provide on-site management and support to customers/clients/other staff members etc
• Collaboration with Internal Teams by providing all inputs on time and in full.
• Build awareness with key industry and opinion leaders through effective use of Social and Professional Internet Media
• Developed Event Newsletters to build event awareness
• Managed Website Uploads of Newsletters
• Plan the production of all event related materials - such as Badges, Fascia, and Catalogue Entries
• Managed all Event Barter Deals with Media Partners.
• Published Press Release on the Exhibition Event website by close collaboration with the customers and the marketing team
International Sales and Business Development
• Took responsibility to sell an agreed percentage of the overall sales and sponsorship target for the exhibition by active agent management and personal input.
• Maintained and supervised individual relationships with pavilion agents as allocated.
• Developed long term relationship with existing and new customer
• Updated and maintained accurate records of confirmed exhibitors/ sponsors via the integrated sales system - Ungerboek (EBMS)
• Attended competitive events within each key verticals.
• Maintained and supervised individual relationships with pavilion agents as allocated.
• Aimed at and achieved maximum re-booking for the next event whilst onsite at current year’s event
• Liaised with appointed accounts contact on a regular basis to monitor invoicing and payment status
Key Achievements
• Received recognition for exceptional service in the 1st year of working with Expo Centre
• Expanded beyond role of a Sales Manager to encompass marketing and other key areas of Exhibition/Project Management.
• Introduced the Chef Tech Arena as an added value to KEME, leading to increase in visitors by 37% and exhibitors by 19%
• Dealing with and serving the assigned existing clients of the company with prompt and better services
• Developing the potential clients in the assigned area.
• Building relationship with the clients
• Understanding and analyzing the market characteristics in the printing industry.
• Coordinating with Pre Press, Press and Post press to ensure that the entire sales cycle is closed with effectiveness and timely.
• To identify new potential accounts which meet the required minimum standards to warrant Key Account status, to manage and nurture these accounts to fulfill maximum potential.
• Understanding the customer requirement and presenting appropriately to achieve a prospect.
• Cold calling to arrange meetings with potential customers to prospect for new business.
• Acting as a contact between a company and its existing and potential markets
• Negotiating the terms of an agreement and closing sales
• Negotiating on price, costs, delivery and specifications with buyers and managers
• Creating detailed proposal documents, often as part of a formal bidding process that is largely dictated by the prospective customer
• Reviewing own sales performance, aiming to meet or exceed targets
• Gaining a clear understanding of customers' businesses and requirements
• Making accurate, rapid cost calculations and providing customers with quotations
• Attending team meeting and sharing best practice with colleagues.
• Presented with a Medal, for being a Honors student of MBA batch of 2014 in Apollos University