Sales Manager

NLA is the officially contracted Representative for EXPO REAL in Great Britain and Northern Ireland
. Under this agreement, NLA is responsible for acquiring exhibitors and visitors for the trade fair, maintaining relationships with key stakeholders, and managing all market data and reporting associated with the Territory of Representation.

NLA is looking for a commercially driven Sales Manager – Exhibitions to lead UK market development for EXPO REAL
, Europe’s leading real estate and investment trade fair.

The Sales Manager – Exhibitions (Expo Real Contract) is responsible for delivering NLA’s representative duties for EXPO REAL on a part‑time basis. This includes acquiring exhibitors and visitors from Great Britain and Northern Ireland, managing relationships, maintaining key databases, and reporting market intelligence to MMG.

NLA does not exhibit at or host a stand at EXPO REAL; instead, it delivers the commercial and strategic responsibilities defined in its representative contract with Messe München GmbH (MMG).

This is an independently driven, commercially focused role that benefits from flexibility: the post can be worked over 3 or 4 days per week
, with hybrid and flexible working arrangements available.

This role is offered part‑time (3–4 days/week) — with the future potential to shape into a full‑time position for candidates interested in taking on wider commercial responsibilities within NLA.

• Acquire companies from Great Britain and Northern Ireland to participate as exhibitors or visitors at EXPO REAL.
• Conduct acquisition activities through:
  • personal meetings
  • outreach calls and emails
  • presentations and briefings
  • attending UK industry events and competitor fairs
  • distributing printed and digital exhibitor information
• Promote participation to previous and prospective exhibitors/visitors.
• Advise companies on marketing and technical participation requirements when requested.

• Maintain contact with private sector stakeholders, local authorities, investors, consultants, trade associations, media partners and export/trade promotion agencies.
• Manage relationships with key accounts and ensure high quality communication.
• Represent EXPO REAL in the UK market (not onsite at the event).
• Attend UK industry events to generate leads and strengthen visibility.
• Monitor sector developments relevant to EXPO REAL and report significant insights to MMG.
• Provide regular updates on market changes, competitor events and industry challenges or opportunities.
• Supply progress reports on acquisition activities, pipeline status, and engagement outcomes.

• Maintain NLA’s dedicated exhibitor and visitor database for the Territory of Representation.
• Reconcile internal data with MMG registration reports, business cards, and attendee lists.
• Continuously update the database using new contacts, enquiries and third‑party data sources.
• Keep an accurate Excel comparison between NLA data and MMG registration data.
• Ensure data handling complies with GDPR.

• Work closely with NLA’s commercial leadership on sales strategy, forecasting and market approach.
• Coordinate with marketing on promotional campaigns and communication activity.
• Ensure all contracts, invoicing and documentation are accurate and delivered on time.

• Carry out representative duties solely within Great Britain and Northern Ireland
  , as required by the contract.
• Ensure no acquisition activities are conducted within the EU or EEA states.
• Understand that NLA cannot require MMG to accept any particular exhibitor or visitor.

• Strong B2B sales experience in exhibitions, trade shows, events, or relevant B2B promotions
• Experience managing long sales cycles and senior level relationships.
• Excellent communication, persuasion and negotiation skills.
• Strong organisational ability with experience managing CRM systems and data.
• Self motivated, capable of independent working within a flexible parttime schedule.
• Commercially focused with the ability to prioritise and manage multiple client relationships.
• K…