• Francesca Ratcliffe-Boize
  • e-mail
  • 020 7499 5955

International Head of Sales West End, England

Reference: HIS/FRB Type: Permanent Start: ASAP Industry: Sales

Salary: £50000 - £51000 per annum + 40% commission uncapped

Key Purpose:
*Support the PD in developing and implementing business strategy, plan and pricing policy and driving growth, excellent customer value and service across the trade show.
*Manage small internal high performing team, monitoring sales / revenue targets and KPI's across team and ensuring these are met
*Coaching and developing new starters
*Lead global sales team in weekly meetings to deliver accurate long and short term forecasts, information sharing, pipeline managements and clear understanding of where we are in our sales cycles vs. targets
*Effectively manage customer relationships with critical/key and strategically important customer base - 50% of role will involve direct selling including new and existing business
*Ensure customer service standards are maintained across the event team
*Support the PD in making sure relationships with Sales support, Operations, marketing and Suppliers (internal and external) are managed appropriately
*Management of reports and KPI's in Sales Force
Measures of Success:
*Profitability and growth within varying metrics/ geographies
*Development of team performance measured through achievement of specified targets (sales/revenue, meterage, customer calls, conversion, customer retention etc)
*Smooth planning and accurate delivery of the Berlin Onsite rebook
*Management of team measured by 360 degree feedback
*Sales planning
*Strong customer relationships as measured by Customer Satisfaction Measures
*Successful (profit generating) product enhancements
*Other performance objectives agreed with manager
Key Accountabilities:
*Work with PD to shape the business strategies, plans and pricing policy that will deliver agreed revenue and profit targets for the trade show and regularly report progress against these
*Execute business strategy, plans and pricing policy for CWIEME that optimises yield return, setting targets and objectives for team to ensure business goals are achieved
*Build strong, loyal customer relationships at a senior level within key customers, developing extensive knowledge of their businesses, their key processes and profit drivers, short/medium/long term objectives and how Connect can help them achieve their goals
*Create and deliver value added CRM strategies by customer sector to build long term high value relationships
*Manage high performance sales team, motivating them to achieve results and outperform the competitors
*Recruit, manage, develop and optimise the talent to drive performance, growth and customer excellence
*Continually review customer needs, identifying business development opportunities and developing new products to meet these
*Work with PD and Head of Exhibitor Marketing to build marketing plans and spend to support sales / business strategies, lead generation activity and revenue goals
*Work closely with Operations Team to ensure operational and logistical aspects of the show underpin and support the strategic aims of the Event
Knowledge & Qualifications:
*Advanced literacy and numeric skills required
*Strong interpersonal skills
*Computer literate
*Accreditation with recognised Sales course preferred
*Recognised leadership/management/business qualification or training
*Clean, current driving licence
*Minimum 5 years exhibition or fast paced international sales experience preferred
*Extensive experience of key account management
*Proven track record of problem solving and constructive solution selling
*Experience presenting and influencing at a senior level
*Established track record in management and people development
*Demonstrable knowledge of profit and loss (P&L) understanding
*Experience in Marketing and Consultative Sales desirable
*Demonstrable experience of driving high performance, commercially focused results

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52 Berkeley Square London W1J 5BT020 7499 5955

Registration by appointment only
in Central London