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Senior Sales Manager

4 months ago

Johannesburg, South Africa DMG Events Full time

About us

dmg events is an international exhibitions and publishing company. We attract more than 425,000 visitors to our global portfolio of 80 exhibitions each year. Through our global events, our aim is simple. We want to accelerate business through face-to-face events, which is why we work so hard to bring people together, creating opportunities for them to network, learn and do business. dmg events is part of the Daily Mail Group Trust (DMGT). DMGT Manages a diverse, multinational portfolio of companies with total revenues of £2bn, that provide businesses and consumers with compelling information, analysis, insight, events, news and entertainment.

Key responsibilities:

Sell sponsorship, exhibition, or delegate packages to existing or new clients. Work with the portfolio director to grow and scale the exhibition element of relevant events, in addition design, develop sponsorship packages and inventory based on customer feedback. Exceed sales revenue targets for each event project and introduce new revenue from as wide a pool of potential clients. Maintain excellent customer relations and have a thorough understanding of the markets in which you are selling. Attend events and ensure that we fulfill and exceed customers’ expectations onsite. Work with the team to drive a rebooking strategy onsite. Work in a team environment cross-functionally pre-events, onsite, and post-event. Research and conduct sales campaigns to attract sponsorship or delegates. Work closely across functions to maximize sales opportunities. Attend sector-specific events for face-to-face networking and business development purposes. Build relationships and contacts with new accounts and create new revenue opportunities from untapped sectors. Be part of the on-site team, ensuring the smooth running of the event

Reporting and administration

Update all activities and contacts on SalesForce (CRM System) Load bookings into SalesForce Submit a weekly pipeline report ahead of the pipeline meeting Report back weekly in a pipeline meeting

KPI’s

Sell sponsorship, exhibition packages and delegate packages to existing and new customers telephonically and face-to-face and achieve or exceed annual/monthly minimum revenue requirement as well as product budget: Follow sales plans, meeting targets, and work with marketing on ongoing initiatives that may involve the development of targeted campaigns, collateral, etc. Attend internal/external meetings and training which includes weekly and monthly pipeline meetings. Real-time update of pipeline / CRM on SalesForce – our best practies are to achieve to add 10 new (leads / deals / prospects) to your pipeline per week (2 per day) and 200 activities logged per week (40 logged per day, this includes client activities such as: calls / meetings / emails).

Qualifications:

Minimum 3-5 years experience on a B2B sales team, venue, or organizational sponsorship sales, with a preferred background in engaging advertising/sponsorship agencies or through direct client contact. Experience managing multiple customers and maintaining high-energy sales. Relationship management experience including maintaining customer connection and communication. Ability to identify and pursue cross and up-selling opportunities. Ability to ask probing questions to proactively handle and respond to customer objections. Good level of spoken and written English

"Please take the time to read the job description, you must meet all the criteria set out above for your application to be considered. We do check all applications and suitable candidates will be contacted within 5 days. If you are not contacted by us within 5 working days, please consider your application unsuccessful at this time."

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