About the role
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.
Job Purpose: To build foundational sales capability through prospecting, pipeline management, customer engagement, and CRM discipline, while supporting revenue growth across events or sectors by selling exhibition space and sponsorship and developing strong customer relationships.
Job Responsibilities
- Actively promote and sell exhibition space and sponsorship.
- Conduct a telephone sales campaign to lapsed exhibitors and new prospects.
- Conduct face-to-face sales to current exhibitors, lapsed exhibitors, and new prospects.
- Source new companies in these marketplaces from the trade press and competitive events.
- Actively seek out and follow through effectively on new prospects.
- Liaise with Associations and Trade Bodies.
- Develop and maintain long-term relationships with current customers and prospects, understanding their business and marketing needs.
- Develop and manage the prospect database.
- Maintain contact with exhibitors and deliver a high standard of customer service.
- Work with the Sales Manager in identifying new opportunities for the event.
- Achieve individual and event revenue targets.
- Update and maintain accurate 'Sales Force' records.
- Support the process of collecting debt.
Qualifications, Experience & Skills
Minimum Qualifications and Knowledge
- Bachelor's degree in Business, Sales, Marketing or a related discipline (preferred).
- Ability to communicate effectively and efficiently with a wide variety of clients and partners across multiple mediums, including phone, email, and face-to-face meetings.
- Ability to travel within the region as required.
Minimum Experience
- Minimum 2 years experience in B2B sales, working in African or global markets.
- Proven track record in lead generation, cold calling, CRM management, identifying and engaging key decision-makers to successfully close sales.
- Previous responsibility for ambitious sales targets, demonstrating to consistently meet and exceed targets.
Job-Specific Skills
- Excellent English communicator.
- Lead generation and cold calling.
- Working with CRM systems.
- Cultivating sponsorship and exhibition proposals.
- Identifying the right decision-makers to sign off a sale.
- Builds customer relationships through responsive communication and follow-up.
- Supports pipeline activity and revenue delivery consistently.
- Uses CRM systems and sales tools effectively.
- Communicates clearly and professionally with customers and colleagues.
- Understands customer needs and commercial priorities.
- Supports sales activity across events or sectors reliably.
- Follows sales processes, plans and timelines accurately.
Behavioural Competencies
- Hard-working.
- Persistent.
- Will go the extra mile.
- Self-starter.
- Initiative.
- Honest.
- Genuine.
- Willing to learn and improve their development and the event.
- Demonstrates reliability, accountability and attention to detail.
- Responds positively to feedback and adapts to changing priorities.
- Collaborate effectively with internal stakeholders to support delivery.
"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."
#LI-DNI