Account Manager New Business - Major UK Trade Show

Recruiter
Location
London (Central), London (Greater)
Salary
£35k + Commission (40%) + benefits
Posted
10 Oct 2016
Closes
10 Nov 2016
Ref
ST7106
Discipline
Media
Sector
Education
Business Type
Media Owner
Seniority
Executive
Contract Type
Permanent
Hours
Full-Time

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