Job Application for Exhibition Sales Manager at dmg events

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JOB PURPOSE:

The Sales Manager will be responsible for retention and growth of key accounts as well as the generation of revenue from new businesses for the dmg Asia Energy Portfolio. This role will be required to close high-value deals with large, blue-chip Japanese companies at senior management or director level.

KEY ACCOUNTABILITIES:

• Managing a portfolio of key accounts with five and six figure contract value effectively

• Cultivate strong relationships with multiple senior stakeholders with a consultative approach

• Achieving and exceeding agreed show and personal revenue and profit targets

• Undertaking research to understand the market objectives, aims and ambitions of your client base

• To work closely with and within each business to identify its aims, objectives and requirements

• Tailor opportunities available, creating strong partnership propositions

• To identify new sales opportunities and develop them into long-term relationships

• Work closely with other departments, content, marketing, and sales to operate as one team.

• Open to taking on leadership and support of leadership roles on occasion

• Open to mentoring others

• Attend events and liaising with exhibitor and sponsor clients onsite to ensure that their contract is fulfilled and all their concerns and needs are addressed.

• Keep up to date via a wide range of material including various industry publications relevant to the topic areas and audiences of assigned conferences for developments and trends in the industry.

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Key requirements for the role

• Fluent in Japanese with strong commercial knowledge of the Japanese market.

• Extensive experience (6 years) in B2B conference and exhibition sponsorship sales, which should mainly and/or most recently have occurred within the energy sector

• Strong knowledge of and familiarity with the dynamics throughout the traditional energy sector and, ideally, in new areas of renewable energy

• A solid understanding of the energy market from both commercial and technical perspectives, a nice to have but not essential

• Previous senior responsibility for ambitious sales targets, demonstrating ability to consistently meet and exceed these targets

• Previous experience having trained salespeople and having developed a methodology/material that are instrumental in this process

• Ability and proven experience of working with a wide range of cultures

Personal Attributes

• Customer Focused – put the customer at the heart of everything we do, rapport building, post-sale relationship management, account management

• Harding working - Strong work ethic representing our industry leading brands

• Studious - Desire to learn and embrace best practice within your discipline

• Respectful – demonstrate consistency and reliability in all areas

• Collaborative – display open communication and innovation

• Proactive – take initiative on opportunities and test your ideas

• Efficient – display excellent time management and prioritisation

• Effective – focusing on the right things at the right time to deliver the best results

• Entrepreneurial - agile, adaptable, innovative, proactive

• Professional – accountable, responsible, reliable, consistent, attention to detail, trustworthy

• Disciplined – time management, drive, focus, organised, work ethic, efficiency

• Positive – resilient, adaptable, flexible, energy, passion

Technical abilities

• Sales ability – questioning skills, proposal writing, objection handling, urgency, presentation skills, closing, building value, negotiating

• Pipeline management/forecasting

• Sales planning – lead sourcing, researching, market mapping, positioning

• Business Insight – market/industry, product, customer

• IT Skills – MS Office, CRM systems

dmg events is an equal opportunity employer. If you have not had feedback from us within 14 days, please consider your application as unsuccessful for this round.

Exhibition Sales Manager

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