Sales Manager Vitafoods Europe

Sales Manager Vitafoods Europe

Sales Manager – Vitafoods Europe

Division:IIR Exhibitions (Informa Exhibitions)

Reporting To:Event Director

Location:29 Bressenden Place, Victoria, London SW1E 5DR

Website:

The Event:

Vitafoods is Europe’s flagship event for the nutraceutical market and next year will be the 15th edition. Finished Products Expo is co-located with Vitafoods and next year will be the 7th edition. The events take place annually, every May, in Geneva, Switzerland. The Vitafoods Portfolio is expanding rapidly and we have recently geo-cloned the brand into Asia in 2011 and will launch a geo-clone in South America in 2012.

Overview of Position:

The Sales Manager will be responsible for telephone and face to face sales to both new and existing business. It is expected that the SM will grow existing business and be responsible for sourcing new sales leads from the trade press, competitive events, web sites and directories etc. The SM will be expected to visit rival exhibitions to meet clients across Europe, so a willingness and ability to travel is a must. They will also be expected to understand the market in depth in order to maximise the direction and focus of their sales efforts. The SM will be expected to forecast sales and manage the sales pipeline as well as sales reports and floorplans, on an ongoing basis.

Job Summary:

The Sales Manager will have successful sales experience, preferably with b2b media or exhibition sales, and will demonstrate success in growing revenue through new business. They will also need to demonstrate a flexible approach to sales, using different techniques as required. Key skill sets and responsibilities for this role are:-

  • Working to predetermined targets to sell exhibition space and sponsorship.
  • Conduct on-going telesales activity and be able to aggressively sell and close via the telephone, as well as understand the consultative sales process.
  • Responsible for finding and developing new business as well as handling and growing existing business. Sourcing and closing new business is essential.
  • Face to face sales skills are required for visits with exhibitors across Europe
  • Ability to analyse and canvass competitive shows
  • Driving the sales process and sales strategy
  • Contacting past exhibitors and prospective companies
  • Ability to identify areas within the show which need to be increased
  • Ability to analyse the market and identify opportunities for potential exhibitors as well as show strategy and development
  • Ability to manage own sales pipeline.
  • Maintain sales database and keep up to date
  • Input into sales brochures, sales mailings and sales strategy
  • 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 yourself.
  • Success will be measured on weekly activity levels ie. calls per week, sales against target and new business leads per week.
  • Develop ways to increase revenue through new sales activity: production of sales letters, sales brochure, competitive event strategy, overall new business generation.
  • Regularly feed financial information to the Exhibition Director

Performance Standards:

Will be measured and judged on achievement of revenue targets, profitability, quality of deliverables and on activity levels.

Person Specification:

  • Graduate or equivalent
  • Passionate customer focussed attitude
  • Three years sales experience, preferably in exhibitions or media
  • Idea generator, initiative-taker and ability to think outside the box
  • Commercial experience in a telesales role
  • Proven record of over achieving sales targets
  • 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
  • Target focussed and money driven
  • Good organisational and time management skills
  • Passionate customer focused attitude
  • Idea generator, initiative-taker and ability to think outside the box
  • Strong drive and ambition
  • Team player with a positive attitude
  • A second language would be an advantage
  • Potential to develop to Event Manager

Working Conditions: (environment, holidays, working days)

In return we offer a very competitive basic salary and excellent (uncapped) commission structure. IIR Exhibitions is part of Informa PLC. IIR are investing in product launches and acquiring exhibitions worldwide in order to grow their international exhibition business at an even greater rate than it currently is, meaning opportunities to progress will be made available for the right person.

Interested applicants should send their CV and covering letter to Chris Lee (Event Director) by email: Or for an informal chat about the position please contact Chris on +44 (20) 7017 7036

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

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