Exhibition Sales Director - Healthcare Exhibitions

2 days left

Formula Won
London (West), London (Greater)
up to £45k + Uncapped Commission + bens
24 Sep 2019
25 Oct 2019
B2B, Health
Business Type
Media Owner
Senior Manager
Contract Type

As the Exhibition Sales Director for these Healthcare shows at this company you will have overall responsibility for your shows sales performance leading a team across all disciplines. To ensure tactics are produced to manage the event program and budgets as well as resources and staff as directed by the Divisional Director/Managing Director. This is a front line Sales Position

• To proactively ensure the success of high profile events whilst maximising profits. 

• To proactively liaise with other departments such as operations, marketing and the show team to ensure the smooth running of the event as well as planning and post event responsibilities.

• Proactively manage the show budgets ensuring no overspend and maximum profitability for the business. 

• Proactively support the company’s senior management team to ensure the smooth running of the company as and when required. 

Main Duties:


• Through research, analysis, developing relationships and market intelligence, to implement strategies and initiatives to ensure the on-going growth and sustainability of the event – writing a business plan for the event (updated annually)

• Produces a coherent brand strategy for all four events to maintain and increase relevance to all markets, meeting visitor and exhibitor expectations

• Ensure that marketing strategy is aligned with the event’s commercial objectives

• Provide a strategic event floor plan in conjunction with the Operations Manager – designed to meet the budget target and optimise the visitors experience and ensure constant and consistent visitor stand traffic for exhibitors

• Identify and implement (where possible) extra revenue streams and brand extension opportunities

• Monitor and report competitor activity, taking actions where necessary

• To get close to your market, understand its trends and develop your event around it


• Overall accountability for setting annual P&L as well as for meeting and exceeding budgeted gross and net profit contribution of all four shows

• Ensuring that the PO process is adhered to and any anomalies in the monthly management accounts are spotted early and acted upon

• Ensuring credit control collects funds in a timely fashion and before each show opens

• Provide a monthly report and forecast on show revenues, contribution, manpower and actions that are being taken for the shows to achieve budget

• Write in conjunction with the show team the annual exhibition business plan factoring in KPIs and a P&L or each show

General Management

• Day to day management of the event team 

• Set clear goals and objectives for all reporting staff

• Set, monitor and evaluate performance targets (with the aid of CRM applications)

• Create, monitor and evaluate individual bonus plans for the show team

• Complete annual and mid-term staff appraisals as necessary

• Recruit and interview new staff where necessary

• Assess, develop and coach all reporting staff (including identifying bespoke training needs of individuals where necessary)

• Motivate the team

• Coach and develop the team in all aspects of their roles, creating transition map to expanded roles and promotion where appropriate

• Interdepartmental –manage relationships with supporting departments, ensuring they are aligned to the event’s business objectives and commercial goals

• To undertake any other duties as reasonably requested


• Working with the operations director to develop an operational strategy that meets/comes in under budget while ensuring high levels of exhibitor and delegate experiences and production values are maintained

• Ensure the operational plan is being delivered in an efficient and timely manner


• Develop campaign strategy with the Marketing Director to meet overall visitor numbers (with the right demographics), feature content, visitor and acquisition costs

• Personally manage all key industry partnerships in conjunction with Marketing Director

• Develop an exhibitor campaign strategy including vertical and horizontal activity

• Appoint contractors/suppliers/agencies with the Marketing Director as required

• Conduct press/TV and radio interviews as necessary


• Foster positive and professional relationships with key suppliers, associations, media and commercial partners


• Manage the Show Managers and other sales staff

• Lead by example – beyond team target, also responsible for delivering personal sales targets across the event under your management

• Develop a campaign strategy with the sales team that meets and exceeds targets including overall numbers of exhibitors, exhibitor mix, stand sales, sponsorship inventory, yield and sponsorship revenues

• Ensure the sales plan is being delivered on target and budget and activity targets (outbound call volumes and face-to-face meetings) are met

• Support the sales team in developing new revenues streams and creative and complex sales such as sponsor

• Visit and canvas at competitor and industry events

• Run and manage the re-book process and re-book team

• Role play the sales team regularly and share areas for enhanced sales performance and best practice

• Manage the prospect database to ensure it is constantly updated and is fit for purpose falling in line with the companies CRM policy.

• Ensure a constant high quality of delivery in all prospect, exhibitor and partner communication ensuring the message is on point.  

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