Sales Team Lead

You will be responsible for a portfolio of large-scale business exhibitions, including side events such as an Awards Gala Dinner and high-level B2B and B2G Trade Exchange.  Your role will be to lead the continued growth of the sponsorship and exhibition sales team working within the Portfolio; you will take responsibility for the revenue budget ensuring the teams’ ability is maximised to achieve or exceed targets and budgets.

You will be expected to coach, mentor and direct the sales teams’ strategy to manage existing customer relationships and develop new business, and implement such plans and strategies.  The successful candidate must have a proven track record of selling to international clientele, multi-national corporations and large scale businesses, using a consultative sales approach with strong negotiation and closing abilities.

Requirements:

  • 3 -5 years’ experience in Sales Management
  • Must have lead a team before
  • Relevant Qualification
  • Residing in Cape Town

Responsibilities:

  • Responsible for writing the sales strategies, having complete ownership and accountability for the successful delivery of each of the campaigns
  • Sales management, sitting on the core event management team and working closely with the Event Director, Marketing, Production and Operations managers.
  • Highly effective key client account management to be maintained and developed, face-to-face, in which international and local travel is a necessity
  • Research and identify new revenue streams through proactive client engagement, keeping up to date with industry news/trends and strong communication with sales team
  • Take ownership of the exhibition floor plan, designing and implementing a layout that will increase exhibition sales yields, enhance foot traffic and overall visitor experience
  • Support sales teams to achieve/exceed budgets
    –         Lead sales meetings for Sponsorship/Exhibition sales teams
    –         Monitor and maintain high activity levels; using a lead by example approach
    –         Set and ensure that sales team are achieving KPI’s
  • Direct the development of the revenue strategies to achieve and exceed budgets.
  • Ensure the team remains motivated and productive, devising on-going and measurable incentive campaigns
  • Development training (knowledge, skills, attitude, behaviour).
    • Ensure that each sales exec within the team has the requisite product knowledge to sell effectively
    • Run regular upskilling sessions with team
  • Resource management – deployment of sales staff, selling sectors or regions that will see the maximum return on their sales
  • Recruitment- Oversee interview process of new sales staff joining the team
  • Responsibility of achieving own personal sales targets, set in conjunction with Event Director
  • Create and maintain good relationships internally and externally to help in sales delivery.
  • Keep track of new business opportunities in targeted markets.
  • Be able to maintain budgets and provide reports and analysis of the sales process – The ability to secure an accurate weekly sales forecast is imperative

Competencies:

  • Initiative, enthusiasm, commitment to the role, and pro-activity.
  • Exceptional sales and negotiation skills.
  • Sound commercial and business acumen.
  • Great leadership and motivation of a team.
  • Excellent communication.
  • Planning and organising skills.
  • Ability to work well under high pressure situations

Other:

  • Must be able to travel on a regular basis

 

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