Sales Director, Retail Planning

3 days ago

Guildford Surrey, United Kingdom UKi Media & Events Full time

WHO WE ARE LOOKING FOR: UKI Media are looking for a Sales Manager responsible for managing the shows daily sales performance and sales team. Assisting the Event Director and Show Manager to ensure sales strategies are created and followed. Work with the Event Director and Show Manager to ensure the financial success of the event by introducing sales activities as and when the need arises to hit and exceed show target. Manage and motivate junior staff ensuring the companies standards or performance are met. Ensure personal and junior sales team member’s targets are exceeded. With the Event Director and Show Manager, liaise with other departments such as operations, marketing and the show team to ensure the smooth running of the event as well as planning and post event responsibilities. Support company senior management team with the smooth running of the company as and when required.


Sales
Manage day to day sales on the show and where appropriate junior sales staff
Lead by example – Responsible for delivering personal sales targets across the event as well as responsible for junior sales staff hitting their personal target
Deliver the campaign strategy as set out by the Event Director and Show Manager delivering the show over target including overall numbers of exhibitors, exhibitor mix, stand sales, sponsorship inventory, yield and sponsorship revenues
Ensure the sales plan is being delivered on target and budget and activity targets (outbound call volumes and face-to-face meetings) are met
Support junior sales staff in developing new revenues streams and creative and complex sales such as sponsorship
Visit and canvas at competitor and industry events and develop a systematic understanding of and monitoring of competitors
Role play the junior sales team regularly and share areas for enhanced sales performance and best practice
Manage the prospect database to ensure it is constantly updated and is fit for purpose falling in line with the companies CRM policy.
Ensure a constant high quality of delivery in all prospect, exhibitor and partner communication ensuring the message is on point.
Brands
Execute the Event Director and teams strategy and objectives outlined in the event’s business plan
Execute the event’s brand strategy, ensuring the event maintains and increases its relevance to its market/s, and it meets visitor and exhibitor expectations.
Manage the event floor plan
Financial
Maintain an accurate stand and sponsorship ledger
Regularly reconcile sales ledger, accounting ledgers and CRM sales logs
General Management
Day to day management of the sales team especially ensuring the team is fully briefed and equipped at the start of each power hour
Set, monitor and evaluate performance targets (with the aid of CRM applications)
Assess, develop and coach all reporting staff (including identifying bespoke training needs of individuals where necessary)
Coach and develop the team in all aspects of their roles, creating transition map to expanded roles and promotion where appropriate

Work with the marketing team to help deliver the event marketing strategy which meets overall visitor numbers (with the right demographics), feature content, visitor and acquisition costs
Foster positive and professional relationships with key suppliers, associations, media and commercial partners


Able to manage Salesforce

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