November 22, 2016 at 12:38 PM

Trade Stand Sales Manager

 

Grandstand Media is seeking an experienced account manager to join the Commercial team. The main purpose of the job is to secure and manage trade stand bookings for two leading equine exhibitions, Horse of the Year Show and the British Showjumping National Championships and Stoneleigh Horse Show.  

 

This is a great opportunity to join an established events organising team. The ideal candidate will have experience of sales and client relationship management, with strong communication skills and an excellent telephone manner. They will be self-motivated and work well as part of a small team.

 

  1. MAIN PURPOSE AND SCOPE OF THE JOB

 

The Trade Stand Account Manager will be responsible for delivering stand sales via telesales for the events, to achieve the budgeted income targets. From processing stand bookings and dealing with exhibitor queries, they will be the first point of contact for exhibitors through to their involvement with the event.

 

  1. 2.   DUTIES AND KEY RESPONSIBILITIES

 

Tasks/activities/performance

  • Deliver the sales campaign, selling exhibition packages via telesales primarily
  • Identify prospect exhibitors to target and sell benefits of exhibiting at the events
  • Build and maintain all existing relationships to ensure space/and or revenue is achieved.
    • Maintain accurate and up to date sales database and provide regular revenue vs target reports as required.  Monitor all trade stand exhibition payments and contracts.
    • Work with internal departments to ensure that all trade stands plans meet the requirements of the venue(s)
    • Professional handling of all enquiries and bookings to assist in the conversion of various revenue streams (hospitality, accommodation, Champion’s Bar, Season Tickets, M&M tickets and membership packages)
    • Manage all contract deliverables including payment and contracts
    • Work with Marketing to identify marketing tools required to realise the sales campaign and achieve income targets.
    • Manage all exhibitor queries in the run up to and at the events
    • Liaise with exhibitors to ensure all paperwork, contracts, health and safety forms, invoices etc are in order prior to the exhibitor arriving at the event
    • Communicate and issue pre and post show information
    • Attend competitor events thereby maintaining relationships, expanding the database and prospecting for new business
    • Build knowledge of the industry sectors in order to capitalise on opportunities
    • Maintain a professional attitude and at all times answer or re-direct incoming enquiries
    • Assist on other shows and events as required.

 

Tasks at Events

  • Managing the build-up and breakdown of stand holders
  • Liaise with suppliers/contractors to ensure all elements of the trade stands/retail village are as required
  • Liaising with trade stand holders including dealing with onsite complaints from exhibitors
  • Assist with a variety of situations/issues at the show (many under pressure)
  • Both prior to and during the events, there is a requirement for extra hours (within the basic salary contract), up to 8 weekends per year.

 

  1. 3.   PERSON SPECIFICATION

 

Essential

  • A highly motivated sales professional who can drive and deliver the sales campaign
  • Excellent telesales skills
  • Demonstrable sales experience, ideally from the exhibition industry or from a business to business environment
  • Proven history of building and managing customer relations
  • Ability to work alone and be self-motivated
  • Experience of maintaining a database of existing and potential clients
  • Experience of reporting sales figures and understanding revenue streams
  • Diplomacy and tact
  • Good communication skills, both verbal and written
  • Flexible approach to work – some weekend work will be required
  • Working calmly under pressure with attention to detail
  • Computer literate – Microsoft packages, Excel, Word, Outlook, Power Point etc
  • Exhibition stand sales experience

 

f you are interested in the position, please apply with your CV clearly detailing all qualifications together with a covering letter detailing why you feel are suitable for the role to personnel@grandstand.co.uk



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