The role will be based at Fly Ace Corporate Center.
ROLE SUMMARY:
The Sales Manager is responsible for revenue generation from existing customers, by retaining and maintaining relationships, growing accounts and driving exhibitor attendance. The role, which is part of the Sales Management function, will manage select customer accounts and will be targeted on their retention and growth. The role will focus on a certain brand (products/events) whilst developing flexibility to work across multiple brands. The Sales Manager will also be required to target our lapsed customer base, those customers who have not exhibited for one show cycle.
The role will be required to continually develop their Brand and industry knowledge through engagement both internally within the Sales Management team and externally at industry events.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Meet or exceed revenue targets for assigned accounts through strategic engagement of customers
- Sales to existing customer accounts and lapsed customers (those who have not exhibited for one show cycle)
- Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
- Deliver assigned Sales campaigns, against accounts, products and revenue targets
- Development of brand and industry specific knowledge, including competitor events
- Develop retention campaigns in collaboration with Exhibitor Marketing teams
- Support on the on-site re-booking of existing customer accounts
- Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting
- Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising
- Maintain accurate and timely customer information and notes within Salesforce (CRM system)
- Capture and enter sales contract information into the CRM/ invoicing system
- Manage the handing over of Sales information and customer requirements (via Salesforce) to the Event Operations and Event teams
- Support Finance in resolving bad debt customers as a final escalation point
- Act as an informal mentor to Sales Executive within the Sales team, to share industry knowledge and experience
- Perform additional responsibilities as assigned