The Senior Sales Executive is responsible for revenue generation from existing customers, by retaining and maintaining relationships, growing Sales and driving exhibitor attendance. The role, which is part of the Sales Management function, will manage select customer Sales and will be targeted on their retention and growth. The role will focus on a certain brand (products/events) whilst developing flexibility to work across multiple brands. The Sales Executive will also be required to target our lapsed customer base, those customers who have not exhibited for one show cycle.
The role will be required to continually develop their Brand and industry knowledge through engagement both internally within the Sales management team and externally at industry events.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Meet or exceed revenue targets for assigned Sales through strategic engagement of customers
- Sell products to assigned customer Sales, managing a larger number of lower revenue customers depending on the market and brand
- Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
- Delivery of assigned Sales campaigns, against Sales, products and revenue targets
- Development of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performance
- Own the on-site re-booking of existing customer Sales, in line with event Sales allocation and sales targets
- Develop sales plans and approaches to grow existing customer Sales, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising
- Refer new leads identified or received to the Business Development team
- Develop and maintain industry and brand knowledge as required
- Maintain accurate and timely customer information and notes within Salesforce (CRM system)
- Communicate required information to leadership through accurate use of Salesforce reporting
- Support Finance in resolving bad debt customers as a final escalation point
- Perform additional responsibilities as assigned
