Job Purpose:
Working closely with the ED/SVP to direct, manage and develop all aspects of the sales campaign lifecycle from the creation of the exhibition and sponsorship sales strategies to lead generation, pipeline management, churn analysis, agent management and key account relationships.
The role involves working closely with the Dubai sales and marketing teams as well as stakeholders, government and associations and comes with full responsibility for the revenue management of the budget, including forecasting, report writing, business development of new sectors and identification of new revenue streams.
Accountabilities and Responsibilities:
Create and implement a global sales strategy in coordination with the sales and marketing teams, ED and SVP.
Take ownership of overall revenue sales targets.
Management of sales team, including driving performance and setting individual sales targets across the campaign cycle.
Cultivate strong relationships with a cross-section of stakeholders with a consultative approach including key accounts, agents, trade associations and government departments.
Oversee and manage pipeline; from lead generation to sales conclusion, working closely with marketing and database teams to ensure adoption of best practice across CRM and data acquisition, providing actionable feedback
Agent management with the responsibility of growth, account management and protecting revenue generation from the agent base.
Key account management across a core number of high revenue accounts across both exhibitor and sponsor base.
Work closely with the admin and operations teams on the floorplan management to ensure maximised yield.
Identify, validate, and implement new sector opportunities across the exhibition to ensure it remains relevant and in line with industry developments.
Develop strategies across competitor landscape to ensure the event position is protected. This involves working with the marketing team to implement disruptive campaigns around identified events.
Undertake continuous analysis of all revenue channels and identify new channels and sources of revenue generation, with attention to price point analysis and competitor positions.
Work closely with finance teams on exhibitor and sponsor debt management to offset risk.
Lead, manage and motivate the sales team, paying attention to incentive plans, commission structures, setting of KPI’s as well as coaching and mentoring members of the team throughout the year.
Qualifications and Experience:
Minimum Qualifications and Knowledge:
• Degree educated with a proven track record in a senior commercial role across medium/large scale B2B events is essential.
• Demonstrate strong management skills across key accounts and stakeholder engagement.
• Healthcare / Health sector and industry knowledge would be an advantage but is not essential.
Minimum Experience:
• 5-7 years’ experience within medium to large scale events with 2-3 years project and sales management experience.
• 3-5 years’ experience of managing and leading established commercial teams.
Job-Specific Skills:
• Good written and presentation abilities
• Commercial strategies
• Key account and stakeholder management
• Financial management and planning
• Sales cycle management and implementation
• Strategy creation and implementation
• Staff and team management
• Exhibition and floor plan management
• Proven track record with sales and sponsorship delivery
• Needs to develop an understanding of Salesforce
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.
