Job Title:TOC EVENTS - Sales Executive

Reporting to:Event Manager, TOC EVENTS

Location:29 Bressenden Place, Victoria, SW15EW

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Overview of Position:

The Sales Executive will be responsible for telephone sales to both new and existing business. The SE will sell stand space on both TOCEUROPE and TOC ASIA. Delivering the new ‘Container Supply Chain’ concept will also be part of the SE selling role, developing new business from a largely unfamiliar market. The SE will work closely with the Event Manager to develop existing business, capture early re-bookings and drive new business to the events. The sole duty of the SE is to increase revenue on the event in line with show and personal targets. The SE has to be self motivated to manage and grow a contact database and unearth new sectors that can be sold to. SE will need to work closely with other departments such as editorial to gain intelligence on potential new areas TOC will cover editorially.

The Sales Executive role is suitable for a candidate who will apply themselves to the max and has a passion for sales. It is critical that applicants understand that their role is purely sales orientated. TOC is a brand that requires both a passionate and consultative approach; customer care is critical.

Job Summary:

Working to predetermined targets to sell exhibition space and sponsorship.

Telephone and potential face to face consultative selling

Self dividing time to allow for new business research via publications, competitive events and web sites.

New SCS sales lead generation and sub targets to be met.

Accurately recording sales activity on a formal pipeline report.

Success in the role will be measured on weekly activity levels ie. calls per week, sales against target and new business lead per week

Be aware of opportunities to up-sell a client's involvement

SE will take full responsibility for business generated from theirdatabase.

Ensure that administration is carried out effectively in order that accurate figures can be passed to Event Manager for inclusion in reports

Have the ability to be a team-player taking on board and implementing new ideas from colleagues (both sales and non-sales) and to contribute ideas.

Manage SALESFORCE CRM system and grow the leads by circa 5% per month

At the discretion of the Event Manager, the SE will visit TOC Events subject to performance targets being met.

Cross sell against other TOC events globally. Identify other geographical areas for potential business within a sales target. Add new targets to CRM and follow up.

Performance Standards:

Achievement of revenue targets,

Profitability

Customer relationship ethic

An average call rate of 20 per day

1/2 of the working week will be spent on developing new leads/business.

General levels of enthusiasm, teamwork and spirit.

Growth of sales database

Person Specification:

  • Passionate customer focused attitude
  • Two years sales experience, preferably in media or exhibitions
  • Idea generator, initiative-taker and ability to think outside the box
  • Excellent interpersonal, listening and communication skills
  • Excellent negotiation and rapport building skills
  • Good business acumen and awareness of macro environment
  • Resilient, determined and able to work under pressure
  • Strong drive and ambition
  • Good organisational and time management skills
  • Sense of humour with a work hard, play hard attitude
  • Team player
  • Potential to develop to Sales Manager level and beyond.

Rewards for hitting performance criteria;

-Discretionary travel

-Uncapped commission

-Career path in a global business.

Interested applicants should send their CV and covering letter to Paul Holloway (Event Director) by email: or for an informal chat about the position please contact Paul on +44 (20) 701 74394

Candidates must be eligible to work in the UK.

Internal applicants must inform their line manager if they wish to apply for this role

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TOC Events Sales Executive – November 2011