Exhibition Sales Manager

About the role

The Exhibition Sales Manager meets each show's stand revenue and floor-space targets by winning new exhibitors, growing returning accounts and recruiting groups of exhibitors for national or industry pavilions. The role covers planning, prospecting, negotiation, pipeline management and follow-up, with handover to Operations and Finance.

Key responsibilities

• Translate the revenue target, floor plan and approved rates into a sales plan by sector, market and show milestone, identifying priority accounts and the associations or agents that can bring groups of exhibitors.
• Approach prospects directly, lead them through to a signed booking, establish their objectives and budget, recommend a stand and negotiate within approved terms.
• Lead weekly pipeline reviews, coach colleagues on priority deals, keep the CRM forecast current, reconcile bookings and holds with the floor plan and act on shortfalls.
• Follow up on qualified leads from Marcomm; when a client wants stand space and sponsorship, prepare one proposal with the specialist and record each revenue line separately.
• Hand confirmed bookings to Operations and Finance with agreed space, rates and commitments, follow up on overdue payments and resolve exhibitor issues before the show.
• Meet exhibitors on site, review what they achieved and use that feedback to secure renewals, larger stands and referrals for the next edition.

Required profile

• 8-10 years of proven exhibition and event sales experience, personally selling stand space and meeting revenue targets across multiple show cycles.
• An event management background or experience is a must.
• Evidence of winning new exhibitors and retaining accounts.
• Excellent spoken and written English, including the ability to pitch, negotiate and write clear commercial proposals.

Required skills

• Confident use of a CRM
• Interpreting floor plans and managing a pipeline
• Forecasting revenue