Summary
dmg events is an international exhibitions and publishing company. The Sales Director will lead direct sales for the Saudi construction portfolio, selling exhibition space and sponsorship packages and managing sales targets, forecasts, budgets, and client relationships. The role also involves coaching the sales team, maintaining customer service and retention, and reporting on performance. The posting lists Riyadh and Dubai and requires 8–10 years of B2B sales management and account-handling experience in the exhibitions or events industry, along with spoken and written Arabic and English.
The posting
As published on dmgevents.com. Pulled from the employer's site and shown as they wrote it.
About us
dmg events is an international exhibitions and publishing company. We attract more than 425,000 visitors to our global portfolio of 80 exhibitions each year. Through our global events, our aim is simple. We want to accelerate business through face-to-face events, which is why we work so hard to bring people together, creating opportunities for them to network, learn and do business. dmg events is part of the Daily Mail Group Trust (DMGT). DMGT Manages a diverse, multinational portfolio of companies with total revenues of £2bn, that provide businesses and consumers with compelling information, analysis, insight, events, news and entertainment.
Job Description:
Sales and Sponsorship:
- To be responsible for the revenue generation through the direct sales team who sell exhibition stands and sponsorship packages to achieve agreed sales targets.
- Responsible for generating sales strategy for portfolio of products going forward.
- Ensuring strong sales culture amongst the team, clear deadlines, targets and responsibilities.
- Coaching and mentoring colleagues where possible to improve their performance.
- Sell exhibition space and sponsorship in accordance with set targets to ensure the revenue budget is achieved and exceeded.
- Questions customers in depth to ascertain their long term business requirements and target markets
- Empathises with the client by demonstrating understanding of their market and customer base
- Identifies particular issues of interest or visitors for key accounts
- Develops long term account relationships through regular calls and visits, offering information on the customer’s sector and sending information
- Is able to articulate issues in associated sectors and suggest new perspectives for the customers marketing approach
- Actively networks with trade associations and other third parties
- Presents benefits of shows to large groups of potential exhibitors using visual aids
- Knows when to delegate and when to tackle issues directly
- Prepares sales plans with financial case included
- Demonstrates continuous development in sales practice
Customer Service:
- To actively seek new customers from all relevant sources including trade press, competitors and other like minded events. Thus increasing sponsorship revenue and develop emerging markets/product areas.
- Communicates the links between excellent service and business goals
- Monitors the performance of individuals and teams in relation to customer service
- Promotes excellent customer service through all team communication processes including performance management meetings
- Networks and benchmarks externally to generate ideas for improving customer service
- Translates suggestions for improvements into practical actions.
- Ensures high customer retention rate.
Reporting:
- Provide the Portfolio Director with weekly report detailing team activities and forecast.
- Monitor sales figures and reporting on a weekly, monthly and quarterly basis to enable senior management to be updated on the progress of the show and sponsorships.
- Writes and implements sales plans
- Develops interim forecasts
- Creates monthly sales forecasts
People Management:
- Manage the workload of the direct reports
- Develop and train the team to ensure high standards are met.
- Ensure all people administration is completed in a timely manner e.g. appraisals, return to works etc.
- Motivate team member to increase results.
Administration:
- Maintains accurate sales records
- Manages floor plan
- Issues and returns contracts
- Manages and develops database
- Organises distribution of sales communications
- Chases initial payments
Financial Responsibility:
- Understand and manage the sales budget Involvement with invoicing and collections to ensure payments are made in line with the contract.
Qualifications:
- Minimum 8-10 years of B2B sales management and account handling experience within the exhibitions/events industry.
- Familiarity in selling construction and design products/services is a plus.
- Excellent communication in Arabic & English (written and spoken is must).
- Ability to communicate effectively and efficiently with a wide variety of clients and partners across multiple mediums, including phone, email, and face-to-face meetings.
- Highly motivated, and ambitious, a desire to take ownership and responsibility to ensure the best outcome.
- Ability to work towards KPIs, using them as a motivational tool to hit and exceed targets.
- Adaptable and collaborative nature, working with colleagues across the team.
- Ability to travel within the region as required.
Job-Specific Skills:
- Proven track record with sales and sponsorship delivery
- Understanding of sales budget/forecasting
- Proficient with SalesForce
Behavioural Competencies :
- Communication
- External Awareness
- Resilience and tenacity
- Team work
- Flexibility
"Please take the time to read the job description, you must meet all the criteria set out above for your application to be considered. We do check all applications and suitable candidates will be contacted within 5 days. If you are not contacted by us within 5 working days, please consider your application unsuccessful at this time."