Exhibition Sales Executive
London - 240 BF

Job Reference: L2B-INAD-07983

Location: London - 240 BF

Closing Date: 05/12/2019

Department: IM - North America - Design

Division: Informa Markets

The Sales Executive is responsible for maximizing revenue generation and for delivering exceptional customer service. A strong customer care ethic and excellent account management skills are essential, coupled with a proven track record in generating new business.


Job Summary/Responsibilities



Outline of key responsibilities

  • Sell stand space and sponsorships via telephone, email, and in-person visits.
  • Meet monthly, quarterly and per event sales goals for directly assigned sales territory. Meet daily and weekly targets for defined sales calls and customer emails; receives calls from, renews and supports current exhibitors through the order and account management process and is responsible for customer service for the entire event cycle.
  • Makes outbound calls to prospect and retain customers according to process protocols; executes campaigns and documents results via Salesforce.com and communicates specific issues, targets, trends and opportunities using analytics. Focuses on new sales, renewal sales, sponsorships and advertising.
  • Work independently and with line manager to create strategic plans to achieve revenue goals by generating new sales ideas and researching new markets and trends.
  • Work closely with show management to develop creative sales messages and marketing promotions.
  • Prospect for new business through various sources including industry and other publications, websites and competitive shows.
  • Provide accurate sales projections and forecasts.
  • Maintain and update sales databases.
  • Function as an integral part of overall show management effort in performing additional duties as required.
  • Develop strong relationships with customers and ensure the customer is provided continued service as it relates to their investment.
  • Travel as required to tradeshows (both domestic and international) and/or to visit with clients as needed.
  • Responsible for contract completion and accuracy. Works with Sales Operations to ensure pricing accuracy and assists with customer contact for overdue payments (collections) and resolves other exhibitor issues.
  • Help ensure exhibitor and attendee experience is maximized on show site.


Qualities needed for the role



  • Strong time management skills with the ability to effectively multi-task.
  • High level of proficiency in the use of standard computer software including Word, Excel and PowerPoint. Knowledge of sales database management a plus.
  • Strong verbal and written communication and organizational skills
  • Demonstrates a proven record of understanding sales, the sales cycle, driving revenue and team success.
  • Well-developed questioning and probing skills with an analytical approach enabling the interpretation of answers.
  • Experience in effectively communicating priorities, delivery expectations, risks and concerns to management.
  • Excellent written and oral communication skills, analytical skills.   
  • Anticipates and responds to potential opportunities and threats for the business relevant to the conditions of the market and industry.



Qualities needed for culture fit



  • Creative talent possessing charisma and energy.
  • Must be team-focused with a collaborative mindset and able to work seamlessly with exhibitors and internal teams.
  • Self-motivated, goal oriented, fast learner.


Skills required



  • Experience selling marketing solutions to high-level decision makers.
  • Experience in B2B telesales and/or or B2B face-to-face sales.
  • Experience in a B2B events/media environment a plus.
  • Excellent customer service skills. Listens to and understands customers and supplier expectations, needs and wants.
  • Ability to be flexible both in mindset and sales style to comfortably move and sell from show to show.