Sales Manager - Testing

WHO WE ARE

Automotive Testing Expo is a global portfolio of trade shows dedicated to pre-production automotive testing, measurement and evaluation. The show, which runs in Germany, North America, China, India and South Korea brings together the world’s leading car manufacturers and tier one companies with the biggest solution providers showcasing the latest cutting-edge technologies in a quickly evolving marketplace.

UKi Mediaare looking for a Sales Manager responsible for managing the shows daily sales performance and sales team. Assisting the Event Director to ensure sales strategies are created and followed. Work with the Event Director to ensure the financial success of the event by introducing sales activities as and when the need arises to hit and exceed show target. Manage and motivate junior staff ensuring the companies standards or performance are met.

Train and support junior staff where necessary. Ensure personal and junior sales team member’s targets are exceeded. With the Event Director, liaise with other departments such as operations, marketing and the show team to ensure the smooth running of the event as well as planning and post event responsibilities. Support company senior management team with the smooth running of the company as and when required.

• Manage day to day sales on the show and where appropriate junior sales staff
• Lead by example – Deliver personal sales targets across the event and ensure junior staff hit their personal target
• Proactively deliver the show strategy across new and existing business
• Deliver the campaign strategy as set out by the Event Director delivering the show over target including overall numbers of exhibitors, exhibitor mix, stand sales, sponsorship inventory, yield and sponsorship revenues
• Ensure the sales plan is being delivered on target and budget and activity targets (outbound call volumes and face-to-face meetings) are met
• Support junior sales staff in developing new revenue streams and creative and complex sales such as sponsorship
• Visit and canvas at competitor and industry events and develop a systematic understanding of and monitoring of competitors
• Run and manage the rebook process and rebook team with the Event Director
• Role play the junior sales team regularly and share areas for enhanced sales performance and best practice
• Manage the prospect database to ensure it is constantly updated and fit for purpose in line with the company’s CRM policy
• Maintain a constant high quality of delivery in all prospect, exhibitor and partner communication ensuring the message is on point
• Undertake any other duties as reasonably requested

• Execute the Event Director and teams strategy and objectives outlined in the event’s business plan
• Execute the event’s brand strategy, ensuring the event maintains and increases its relevance to its market and meets visitor and exhibitor expectations
• Regularly out and meet customers, prospects and event partners – at least one day every fortnight should be out meeting customers and prospects
• Deliver, monitor and analyse the exhibitor marketing strategy
• Manage the event floor plan
• Identify, implement and manage profitable show features
• Monitor and report competitor activity, taking actions where necessary
• Get close to the market, understand its trends and develop the event around it

• Maintain an accurate stand and sponsorship ledger
• Regularly reconcile sales ledger, accounting ledgers and CRM sales logs
• Provide a monthly report and forecast on show revenues, contribution, manpower and actions taken to achieve budget

• Day to day management of the sales team ensuring the team is fully briefed and equipped at the start of each power hour
• Set clear goals and objectives for all reporting staff
• Set, monitor and evaluate performance targets with the aid of CRM applications
• Complete annual and mid‑term staff appraisals as necessary with the Event Director
• Assess, develop and coach all reporting staff and identify bespoke training needs where necessary
• Motivate and coach the team in all aspects of their roles,…