Who We Are
Reed Exhibitions is a leading global events business. It combines face-to-face with data and digital tools to help customers learn about markets, source products and complete transactions at over 500 events in almost 30 countries across 43 industry sectors, attracting more than 7 million participants. Our events, organized by 35 global offices, leverage industry expertise, large data sets and technology to enable our customers to generate billions of dollars of revenues for the economic development of local markets and national economies around the world. Reed Exhibitions is part of RELX, a global provider of information and analytics for professional and business customers across industries.
Leading the hunting sales team to prepare sales strategy, sales plan, sales milestones, sales forecast, sales tools and sales action plan to develop the new clients including exhibitor, advertising and sponsorship sales for tradeshows and conferences.
Developing the new sales approach for the new segment and market, based on the overall growth strategy. This will include the ability to define potential growth areas, prioritize segments, identify key influencers/VIPs and develop these relationships, Develop an operational sales strategy, in collaboration with the marketing team.
Understanding of clients’ needs and will build strong relationships within the industry leading to proactively identifying and proposing growth opportunities for clients through a consultative style.
Duties and responsibility
Work closely with SVP and project leader of respective show team to prepare and implement sales plan and milestone to meet budget. To lead the hunting sales team to achieve sales target and stretched goals for assigned shows including space revenue, CMO and e-revenue To recruit, develop, manage and coach the sales team, ensure each of the sales person achieve their individual sales target To compile a full-year sales plan for the team that cover 4 “P’-People, Process, Productivity and Performance Enhance sales productivity by 5% per year Build a highly self-motivated and passionate sales team with eNPS maintain min. at 30 Support SVP and COO in executing the Sales Certification Program and retain all the “A-Players” within the organization Conduct effective daily sales briefing and weekly sales meeting to provide directions and support to the sales team To provide accurate, non-bias customers’ insights to the PD and marketing team in putting together compelling exhibitor marketing plan. To put together and execute a strong onsite rebooking plan to achieve new exhibitors’ retention rate at min. 50%. Lead the team on competitive events visits, and put together the onsite hunting plan min. 2 weeks prior and post-visit report within 1 week with the template provided To prepare, implement, monitor sales activities as per sales plan for the assigned event targets Develop sales leads and maintain exhibitor prospect list and record all sales to be input in in the GBS sales system. Obtain signed contracts and payments in full from exhibitors. Conduct sales calls with big bells of exhibitor prospects and clients, prepare and present sales proposals to them to achieve the sales target. Engage and cooperate with other sales team to ensure smooth sales operation process and to build a strong sense of trust and synergy across the teams. Work closely with the show teams to recruit new exhibitors and the new exhibitor participation rate and revenue generated by the new exhibitors set by the line manager.(I think this point can be deleted as this is repetitive with point 1 and 2) Support the show teams to build rapport with customers and meet customer retention rate and revenue generated from the repeat exhibitors when required Prepare accurate and weekly sales reports to the line manager to and ensure the best practice of sales hunter activities sharing within the central sales teams and show teams.
Skills & Experience
University degree or diploma holder in Business. At least 8 years working experience in the assigned industry. Highly motivated, result-oriented and eager to get high returns through hard work. Strong capability to develop new customers and be sensitive to sales opportunities. Strong capability of closing the deal and persuasion skills. Can work under high pressure with tenacity and perseverance. Learning agility, can master knowledge and customer insight in different industries very fast. Passion to win and strong influencing skills Fluent Spoken and written in both Mandarin and English. Traveling is required based on business needs