Sales Manager

Job Purpose:

The Sales Manager will be responsible for retention and growth of key accounts as well as the generation of revenue from new businesses for a greenfield education exhibition and conference. This role will close high-value deals with school groups, education suppliers, EdTech companies, training providers and industry associations at senior management or director level. This role has no direct management responsibility at the outset but will involve mentoring of early career team members, and will carry a widening scope of commercial and operational ownership as the show is built out.

Key Accountabilities:

Managing a portfolio of key accounts with five and six figure contract value effectively
Cultivate strong relationships with multiple senior stakeholders across the education ecosystem 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, including schools, education suppliers, EdTech providers and associations
To work closely with and within each business to identify its aims, objectives and requirements
Tailor opportunities available, creating strong partnership propositions across exhibition, sponsorship and conference formats
To identify new sales opportunities and develop them into long-term relationships
Coordinate with the content, marketing and operations teams on show-wide planning, timelines and cross-functional deliverables
Contribute to floor plan and exhibition space planning in coordination with the Event Director, balancing commercial priorities with visitor and exhibitor experience
Support stakeholder engagement and liaison activity relevant to exhibitor, sponsor and partner relationships, including coordination with government and association contacts as required
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.
Provide market intelligence, competitor analysis and client feedback to inform overall show strategy and positioning
Open to taking on leadership and support of leadership roles on occasion
Open to mentoring others, including day-to-day guidance and coaching Sales Executives

Job Context:

We are looking for an experienced and influential individual with excellent working relationships within the exhibition and events sector, with proven business development skills, ideally with exposure to the education ecosystem or related B2B markets. We expect the new team member to be a proactive hunter, an ambitious individual to help build a greenfield show from the ground up, with attractive rewards for meeting and exceeding targets. Given the early-stage nature of this launch, the role carries broader exposure to commercial planning, partner relationships and operational delivery than a typical sales role, and there is robust opportunity to grow into a broader leadership role over time, were this your next career objective.

Qualifications, Experience, & Skills:

Key requirements for the role
Extensive experience (4 years) in B2B sales.
Strong knowledge of and familiarity with the dynamics throughout the events sector preferred but not essential
Experience within the education ecosystem or sector (schools, EdTech, education suppliers, or training providers) is highly preferable but not essential.
A solid understanding of the event market from both commercial and technical perspectives
Previous senior responsibility for ambitious sales targets, demonstrating ability to consistently meet and exceed these targets
Previous experience having trained salespeople and having developed a methodology/material that are instrumental in this process
Ability and proven experience of working with a wide range of cultures
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
IT Skills MS Office, CRM systems

dmg events is an equal opportunity employer. If you have not had feedback from us within 14 days, please consider your application as unsuccessful for this round.