Account Manager New Business - Major UK Trade Show

London (Central), London (Greater)
£35k + Commission (40%) + benefits
10 Oct 2016
10 Nov 2016
Business Type
Media Owner
Contract Type

Our client runs exhibitions, festivals and large scale events that bring together over 200,000 buyers and sellers each year is looking for a New Business account manager to deliver a large majority of the sponsorship and exhibition revenue for their show which is the pre-eminent global meeting place for education and training professionals to buy, exchange ideas and learn about the best in educational products and services.

Key Objectives of this role:

  1. Reach and surpass sales / revenue targets and performance objectives
  2. Effectively manage customer relationship with pre-defined critical/key and strategically important customer base in a holistic, global manner

How they will measure your success

Meet and exceed

  • Sales / revenue targets
  • Number of external customer visits – new, existing and lapsed
  • Conversion rates
  • Customer and revenue retention rates for first year clients
  • Acquisition of new business from target accounts
  • Other performance objectives agreed with manager 

Key Accountabilities

  • Successfully achieve specified targets and performance objectives
  • Effectively handle all interactions pre-defined critical/key and strategically important customers, referring customers to other sales team members where required
  • Make calls and visits to existing, lapsed and potential new business clients to build customer relationships, deliver excellent customer service and maximise revenue
  • Be knowledgeable about the market, customers, competitors and products in order to sell solutions and deliver exceptional customer value to pre-defined customers effectively
  • Maintain strong sales pipeline through effective relationship building, call management and lead generation
  • Ensure accounts have an established customer plan and any risks/growth accounts are flagged and have appropriate management plans in place
  • Ensure accurate use and maintenance of systems supporting sales activities
  • Ensure sales administration activities (reports, meetings, plans etc.) are completed in effective and timely manner
  • Work closely with internal suppliers e.g. Marketing, Content and Operations, ensuring all activities are considered from a customer’s viewpoint
  • Successful planning and delivery of on-site rebook plans

Your Experience

  • Minimum 3 years of exhibition or sales experience preferred
  • Strategic and target driven key account management experience essential
  • Experience of  key account management and adding value to customers  essential
  • Experience of obtaining new key accounts and managing them strategically with long term partnership and investment objectives
  • Sponsorship (i.e.: sponsored content or thought leadership) sales experience required
  • Proven track record of problem solving and constructive solution selling
  • Experience presenting and influencing at a senior level 

    Your Personal Attributes

  • Results orientated
  • Customer / Account focused
  • Engaging, empathetic with ability to challenge at senior levels 
  • Personal credibility/gravitas to command respect from the team/wider business and clients alike
  • Self-motivated, self-sufficient and accountable
  • Organised, tenacious and committed
  • Punctual for all meetings – internal and external
  • Positive and enthusiastic and acts as a role model for others
  • Adapts well to change
  • Remains calm and professional under pressure

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