Senior Sales Manager - FIND

About us – dmg events

dmg events is an international exhibitions and publishing company. We attract more than 425,000 visitors to our global portfolio of 80 exhibitions each year. Through our global events, our aim is simple. We want to accelerate business through face-to-face events, which is why we work so hard to bring people together, creating opportunities for them to network, learn and do business. dmg events is part of the Daily Mail Group Trust (DMGT). DMGT Manages a diverse, multinational portfolio of companies with total revenues of £2bn, that provide businesses and consumers with compelling information, analysis, insight, events, news and entertainment.

Job Purpose:

The successful candidate will be responsible for retention and growth of key accounts as well as the generation of revenue from new businesses for the dmg Asia D&H Portfolio. This role will have to close high-value deals with large, blue-chip companies at senior management or director level. This role has no direct management responsibility but will involve mentoring of early career individuals which may become direct reports and supervision of an extensive sales agent network.

Job Context:

If you are a highly motivated and results-oriented individual with a passion for the architecture and interior design industry, we encourage you to apply. We are looking for an experienced and influential individual with excellent working relationships within the design, furniture, interior design, architecture sector and tradeshow business, with proven event sales skills. The successful candidate has to be a proactive hunter, an ambitious individual to expand an existing portfolio of clients, with attractive awards for meeting and exceeding targets. There is also opportunity for you to grow into senior roles, were this your next career objective.

Key Accountabilities:

• Managing a portfolio of key accounts with five and six figure contract value effectively
• Cultivate strong relationships with multiple senior stakeholders with a consultative approach
• Achieving and exceeding agreed show and personal revenue and profit targets
• Undertaking research to understand the market objectives, aims and ambitions of your client base
• To work closely with and within each business to identify its aims, objectives and requirements
• Tailor opportunities available, creating strong partnership propositions
• To identify new sales opportunities and develop them into long-term relationships
• Work closely with other departments, content, marketing, and sales to operate as one team.
• Open to taking on leadership and support of leadership roles on occasion
• Open to mentoring others
• Attend events and liaising with exhibitor and sponsor clients onsite to ensure that their contract is fulfilled and all their concerns and needs are addressed
• Keep up to date via a wide range of material including various industry publications relevant to the topic areas and audiences of assigned conferences for developments and trends in the industry.

Qualifications Experience & Skills:

Key requirements for the role

• Extensive experience (minimum 6 years) in B2B conference and exhibition or sponsorship sales, which should mainly and/or most recently have occurred within the interior design, furniture, hospitality, architecture or manufacturing sector
• Strong knowledge of and familiarity with the dynamics throughout the traditional furniture and interior design sectors, architecture, manufacturing brands or distributors is desired
• A solid understanding of the tradeshow and exhibition industry including managing sales agents
• Previous responsibility for ambitious sales targets, demonstrating ability to consistently meet and exceed these targets
• Previous experience having trained and motivated sales people and having developed a methodology/material that is instrumental in their success.
• Collaborate with the marketing team to develop effective marketing strategies to attract exhibitors.
• Coordinate with the event team to ensure seamless execution of exhibitions.
• Build and maintain strong relationships with clients, ensuring high levels of customer satisfaction and resolve client issues or concerns promptly and professionally.
• Ability and proven experience of working with a wide range of cultures.
• Ability to manage multiple projects simultaneously.

Personal Attributes

• Customer Focused – put the customer at the heart of everything we do, rapport building, post-sale relationship management, account management
• Harding working - Strong work ethic representing our industry leading brands
• Studious - Desire to learn and embrace best practice within your discipline
• Respectful – demonstrate consistency and reliability in all areas
• Collaborative – display open communication and innovation
• Proactive – take initiative on opportunities and test your ideas
• Efficient – display excellent time management and prioritisation
• Effective – focusing on the right things at the right time to deliver the best results
• Entrepreneurial - agile, adaptable, innovative, proactive
• Professional – accountable, responsible, reliable, consistent, attention to detail, trustworthy
• Disciplined – time management, drive, focus, organised, work ethic, efficiency
• Positive – resilient, adaptable, flexible, energy, passion

Technical abilities

• Sales ability – questioning skills, proposal writing, objection handling, urgency, presentation skills, closing, building value, negotiating
• Pipeline management/forecasting
• Sales planning – lead sourcing, researching, market mapping, positioning
• Business Insight – market/industry, product, customer

"Please take the time to read the job description, you must meet all the criteria set out above for your application to be considered. We do check all applications and suitable candidates will be contacted within 5 days. If you are not contacted by us within 5 working days, please consider your application unsuccessful at this time."

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