Head of Exhibition Sales

2 weeks ago

London, United Kingdom ESMOS Recruitment Full time

Key Details:

Location: UAE (requires relocating to UAE)

Workplace Type: Onsite

Industry: Events & Exhibitions


*** Exhibition/Trade show experience is a MUST***


Job Overview

We are seeking an accomplished sales leader to drive and accelerate revenue growth for our client's flagship event. In this senior role, you will be responsible for achieving revenue targets while leading, motivating, and developing the sales team to maximize performance and efficiency.

Ideal Background

Candidates with a proven track record in exhibition sales, exceptional organizational skills, and effective team leadership will excel in this role. Success in high-demand environments requires finesse, resilience, and the ability to inspire and manage a team towards achieving ambitious goals.

Key Responsibilities

Exhibition Sales

  • Develop, execute, and oversee strategic sales plans for the event.
  • Set sales targets for the event and individual team members.
  • Define sales strategies to drive growth and profitability.
  • Proactively seek out impactful new business opportunities.
  • Manage all aspects of the sales team, ensuring team and individual targets are met.
  • Take full responsibility for exhibition sales revenue.
  • Lead weekly sales meetings to monitor team performance and productivity.
  • Handle key account stand sales and provide input on sponsorship and digital sales.
  • Build and maintain strong relationships with clients and associations.
  • Oversee, clean, maintain, and segment client/prospect databases (using Salesforce).
  • Support the planning and execution of comprehensive rebooking campaigns for the exhibition.
  • Conduct market analysis to identify new client opportunities and analyze competitor events.

Management

  • Motivate, coach, and effectively manage the sales team.
  • Deliver regular training sessions with clear takeaways and measurable KPIs.
  • Develop career growth roadmaps for team members.
  • Foster a culture of teamwork and collaboration.
  • Conduct regular one-on-ones, annual objective-setting, and performance appraisals.
  • Identify high-performing team members for promotions and retention.
  • Collaborate with the team to create commercially viable and attendee-driven floorplans.

Communication

  • Maintain regular communication with all group functions within the portfolio.
  • Work closely with the Sales Operations team to ensure timely contract processing, invoicing, and floorplan updates.
  • Liaise with Credit Control and Billing teams to manage debt effectively.

Reporting

  • Present weekly exhibition figures and sales pipelines to senior management.
  • Provide detailed weekly reports on sales performance and projections.
  • Flag potential issues early through effective and timely reporting.

Exhibition Operations

  • Collaborate with the Operations team on floorplans, special events, and bespoke client needs.
  • Provide onsite support to the Operations team.
  • Oversee relevant sections of the online exhibitor manual or customer portal.

Exhibition Marketing

  • Demonstrate a solid understanding of marketing fundamentals.
  • Contribute to marketing strategies and provide input on plans and schedules.
  • Work closely with the marketing team to create compelling materials and web content.

Qualifications

Essential Qualities

  • Passionate about sales and global events.
  • Excellent communicator with the ability to constructively challenge and inspire.
  • Ambitious leader with a proven track record in revenue generation within the events industry.
  • Experienced in managing managers and large teams, with a focus on staff development and talent retention.
  • Strong attention to detail with a strategic mindset.
  • Proven ability to implement and manage change effectively.
  • Inspirational, enthusiastic, and motivational leader.

Cultural Fit

  • Persuasive and confident.
  • Resilient and adaptable with a positive attitude.
  • Strong multitasker with excellent initiative.
  • Flexible, approachable, and willing to travel.
  • Analytical thinker with creative problem-solving skills.

Skills and Experience

  • Minimum of 5 years of experience managing sales teams and managers within the events industry.
  • Comprehensive understanding of event sales cycles and high-value sales strategies.
  • Strong commercial awareness with experience in financial planning and budgeting.
  • Formal training in people management.
  • Proficiency in Microsoft Office (Word, Excel, Outlook).
  • Excellent verbal and written communication skills in English.


*** ONLY shortlisted candidates will be contacted ***

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