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Sales Manager - Enthusiast

Permanent, Full-time

The Opportunity:

A great opportunity has arisen for a Sales Manager to work primarily on Spirit of Christmas the UK’s leading consumer show in this sector. In addition, there may be opportunities to work across other market leading shows within the Enthusiast division of Clarion Events.

This is a great opportunity for the successful candidate to have an input in the future success of this fantastic event, hone their skills and develop as a sales professional in a vibrant, energetic and successful team. They will be able to manage a sales team, drive sales selling both sponsorship and exhibition opportunities as well as developing sales strategies and initiatives to ensure the ongoing growth of the event.

The ideal candidate will be assertive and confident, with excellent customer service, along with a practiced sales ability. They will have a hunger to reach and exceed set targets and adopt a tenacious ‘can do’ approach to creative problem solving. The ideal candidate will also be able to work calmly to a consistent high level of output, especially when busy and under pressure, and have the ability to multi-task.

Working as part of the Enthusiast Department within Clarion Events you may have the opportunity to be involved in other events.


Key Responsibilities:

  • At the heart of this role is the sales function. Success will be determined by the sourcing and contracting of new business and by the management of incremental growth from existing business
  • Tele-Sales calls to existing and potential exhibitors in order to meet and beat sales revenue targets across a portfolio of brands
  • Developing and maintaining excellent relationships with exhibitors, sponsors, partners and the rest of the show team
  • Management and curation of the floor plan alongside allocation of stand space in conjunction with the Sales team, Show Manager and Show Director together with the Operations team
  • Liaise with the Marketing team to ensure they are appraised of all aspects of the content of the event
  • Ability to vet/be selective and source appropriate new exhibitors that fit with the brand values of the events and target audience
  • Drive digital opportunities working closely with the Show Director and Marketing team
  • Keeping abreast of market developments and identifying and researching new growth areas for sales
  • Collating and producing sales plans and reports as required including predicting future sales
  • Ensure all sales administration is completed to a high standard and in a timely manner
  • Researching and conducting sales campaigns to attract sales
  • Liaising with the whole show team including marketing, operations and finance to ensure maximum awareness of each element of the shows
  • Resolving exhibitor conflicts both in the office and on site
  • Maintaining key customer care objectives
  • Ensuring that all sales administration is completed to a high and accurate standard and in a timely manner
  • Effective management of the Sales Team including the re-book process on site
  • Attending industry functions when required (including occasional weekends) and visiting relevant UK and international based exhibitions
  • At all times representing Clarion Events in a professional manner


Knowledge, Skills and Personal Attributes:

  • Solid and proven results/experience as a Sales Manager
  • Fluent in using data to manage and drive your own performance through Salesforce or similar CRM
  • Confident partnering with automated technology driven parts of the sales process – the ‘hand off’ and ‘take up’ of customer led tasks
  • Experience within exhibitions is desirable.
  • Demonstrates effective active listening and communication skills both oral and written
  • Exceptional organisational and time management skills
  • Ability to negotiate and build rapport effectively
  • Strong objection avoidance and objection handling skills
  • Be able to build trust and credibility amongst customers and potential customer base
  • Demonstrates ability to take ownership of tasks and to problem solve quickly, creatively and positively
  • Be able to work calmly to a consistent high level of output, especially when busy and under pressure
  • The ability to work both independently and as a team player
  • A hunger to reach and exceed targets and a tenacious ‘can do’ approach
  • Takes pride in their work, is assertive, confident and creative
  • Demonstrates an ability to report activity and future results effectively
  • Excellent market and product knowledge
  • Demonstrates high levels of productivity
  • Understands the benefits of face-to-face customer engagement, which is the bedrock of exhibition sales
  • Demonstrates a hardworking and conscientious approach to sales, with a keen eye for detail
  • Working on site during the buildup, open period and breakdown
  • Works well under positive direction but has the ability to self-motivate

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