Sales Manager_Vietnam Manufacturing DMG Events

JOB PURPOSE:

The Sales Manager will be responsible for retention and growth of key accounts as well as the generation of revenue from new businesses for the dmg Asia events Portfolio. This role will have to close high-value deals with large, blue-chip companies at senior management or director level. This role has no direct management responsibility but will involve mentoring of early career individuals.

KEY ACCOUNTABILITIES:

Managing a portfolio of key accounts with five and six figure contract value effectively
Cultivate strong relationships with multiple senior stakeholders with a consultative approach
Achieving and exceeding agreed show and personal revenue and profit targets
Undertaking research to understand the market objectives, aims and ambitions of your client base
To work closely with and within each business to identify its aims, objectives and requirements
Tailor opportunities available, creating strong partnership propositions
To identify new sales opportunities and develop them into long-term relationships
Work closely with other departments, content, marketing, and sales to operate as one team.
Open to taking on leadership and support of leadership roles on occasion
Open to mentoring others
Attend events and liaising with exhibitor and sponsor clients onsite to ensure that their contract is fulfilled and all their concerns and needs are addressed.
Keep up to date via a wide range of material including various industry publications relevant to the topic areas and audiences of assigned conferences for developments and trends in the industry.

QUALIFICATIONS, EXPERIENCE, & SKILLS:
Key requirements for the role
Extensive experience (4 years) in B2B conference and exhibition sponsorship sales.
Strong knowledge of and familiarity with the dynamics throughout the events sector.
A solid understanding of the event market from both commercial and technical perspectives
Previous senior responsibility for ambitious sales targets, demonstrating ability to consistently meet and exceed these targets
Previous experience having trained salespeople and having developed a methodology/material that are instrumental in this process
Ability and proven experience of working with a wide range of cultures
Personal Attributes
Customer Focused put the customer at the heart of everything we do, rapport building, post-sale relationship management, account management
Harding working - Strong work ethic representing our industry leading brands
Studious - Desire to learn and embrace best practice within your discipline
Respectful demonstrate consistency and reliability in all areas
Collaborative display open communication and innovation
Proactive take initiative on opportunities and test your ideas
Efficient display excellent time management and prioritisation
Effective focusing on the right things at the right time to deliver the best results
Entrepreneurial - agile, adaptable, innovative, proactive
Professional accountable, responsible, reliable, consistent, attention to detail, trustworthy
Disciplined time management, drive, focus, organised, work ethic, efficiency
Positive resilient, adaptable, flexible, energy, passion
Technical abilities
Sales ability questioning skills, proposal writing, objection handling, urgency, presentation skills, closing, building value, negotiating
Pipeline management/forecasting
Sales planning lead sourcing, researching, market mapping, positioning
Business Insight market/industry, product, customer
IT Skills MS Office, CRM systems