Key Account Manager - Major UK Trade Show

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

Our client is dedicated to enhancing customer value, extending their international footprint and exploring every available growth opportunity. They are currently looking for an experienced Key Account Manager to sell their portfolio of exhibition space, sponsorship & digital to new, existing and lapsed customers while field and office based for a  show which is the largest trade show in the UK.

Purpose of the Job

  • Reach and surpass sales / revenue targets and performance objectives while predominantly field based
  • Effectively manage customer relationship with pre-defined critical/key and strategically important customer base
  • Ensure customer service standards are maintained in accordance with the Customer Charter at all times
  • Research market and analyse trends and make recommendations regarding Sales Plan and Strategy
  • Constantly manage customer expectations and then exceed them.

    How they will measure you

    Achieve specified targets as agreed with Manager in respect of the following:

  • Sales / revenue targets (individual and team)
  • Square meterage booked
  • Total number of phone calls
  • Number of effective phone calls
  • Number of external customer visits – new, existing and lapsed
  • Conversion rates
  • Customer retention rates for first year exhibitors
  • Customer retention rates for second year exhibitors
  • Other performance objectives agreed with manager 

    Your key Accountabilities

  • Successfully achieve specified targets and performance objectives
  • Make calls and visits to existing, lapsed and potential new business clients to build customer relationships, deliver excellent customer service and maximise revenue 
  • Be deeply knowledgeable about market, customers, competitors and products in order to sell solutions and deliver exceptional customer value to pre-defined customers effectively
  • Research and deliver focused customer service initiatives that build long term relationships and results
  • Maintain strong sales pipeline through effective relationship building, call management and lead generation
  • Ensure accurate use and maintenance of system supporting sales activities
  • Ensure accounts have an established customer plan and any risks/growth accounts are flagged and have appropriate management plans in place
  • Continually seek ways of improving ways of working and the service to customers
  • Contribute to evolving the client brand, developing the Sales offering and Strategy for the business
  • Act as  Subject Matter Expert, coach and mentor to others in the Sales Team

    What they will want from your

  • Advanced literacy and numeric skills required
  • Excellent written and verbal communications skills
  • Computer literate
  • Recognised Sales/Account Management training preferred
  • Clean, current driving licence
  • Minimum 4 years of exhibition or media sales experience preferred
  • Target driven account management experience essential
  • Experience of  key account management and adding value to customers  essential
  • Digital / Sponsorship sales experience preferred
  • 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
  • Energetic & Ambitious
  • 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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