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Sales Manager - EMS

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Job description


The Role:

Sales and Sponsorship:

  • To be responsible for the revenue generation through the direct sales team who sell exhibition stands and sponsorship packages to achieve agreed sales targets.
  • Sell exhibition space and sponsorships in accordance with set targets to ensure the revenue budget is achieved and exceeded.
  • Questions customers in depth to ascertain their long term business requirements and target markets
  • Empathises with the client by demonstrating understanding of their market and customer base
  • Identifies particular issues of interest or visitors for key accounts
  • Develops long term account relationships through regular calls and visits, offering information on the customer’s sector and sending information
  • Is able to articulate issues in associated sectors and suggest new perspectives for the customers marketing approach
  • Up-sells by articulating the benefits of customers taking on greater presence within an event
  • Identifies opportunities for cross-selling for colleagues on other events
  • Actively networks with trade associations and other third parties
  • Presents benefits of shows to large groups of potential exhibitors using visual aids
  • Knows when to delegate and when to tackle issues directly
  • Prepares sales plans with financial case included
  • Demonstrates continuous development in sales practice

Customer Service: 

  • To actively seek new customers from all relevant sources including trade press, competitors and other like minded events. Thus increasing sponsorship revenue and develop emerging markets/product areas
  • Communicates the links between excellent service and business goals 
  • Monitors the performance of individuals and teams in relation to customer service 
  • Promotes excellent customer service through all team communication processes including performance management meetings 
  • Networks and benchmarks externally to generate ideas for improving customer service 
  • Translates suggestions for improvements into practical actions 
  • Ensures high customer retention rate 


  • Provide the Event Director with weekly report detailing team activities and forecast
  • Monitor sales figures and reporting on a weekly, monthly and quarterly basis to enable senior management to be updated on the progress of the show and sponsorships
  • Writes and implements sales plans
  • Develops interim forecast
  • Creates monthly sales forecasts

People Management: 

  • Manage the workload of the direct report 
  • Develop and train the team to ensure high standards are met 
  • Ensure all people administration is completed in a timely manner e.g. appraisals, return to works etc 
  • Motivate team member to increase results 


  • Maintains accurate sales records 
  • Manages floor plan 
  • Issues and returns contracts 
  • Manages and develops database 
  • Organises distribution of sales communications 
  • Chases initial payments 

Financial Responsibility: 

  • Understand and manage the sales budget 
  • Involvement with invoicing and collections to ensure payments are made in line with the contract 

Minimum Qualifications and Knowledge:

  • No formal qualifications required. Fluent in English written and verbal, other languages an advantage. 

Minimum Experience:

2-3 years exhibition sales experience 

Job-Specific Skills:

  • Proven track record with sales and sponsorship delivery
  • Understanding of sales budget/forecasting 

Behavioral Competencies:

  • Communication
  • External Awareness
  • Resilience and tenacity
  • Team work
  • Flexibility


To apply for this role please email your CV to Please insert the role title into the subject line.   

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