8–10 years of exhibition and event sales experience Meet each show’s stand revenue and floor-space targets by winning new exhibitors, growing returning accounts and recruiting groups of exhibitors for national or industry pavilions.
Key responsibilities
- Translate the revenue target, floor plan and approved rates into a sales plan by sector, market and show milestone. Identify priority accounts and the associations or agents that can bring groups of exhibitors.
- Approach prospects directly and lead the sale through to signed booking. Establish the exhibitor’s objectives and budget, recommend a stand and negotiate within approved terms.
- Lead weekly pipeline reviews and coach colleagues on priority deals. Keep the CRM forecast current, reconcile bookings and holds with the floor plan, and act on shortfalls.
- Follow up on qualified leads from Marcomm. When a client wants stand space and sponsorship, prepare one proposal with the specialist and record each revenue line separately.
- Hand confirmed bookings to Operations and Finance with the agreed space, rates and commitments. Follow up on overdue payments with Finance and resolve exhibitor issues before the show.
- Meet exhibitors on site, review what they achieved, and use that feedback to secure renewals, larger stands and referrals for the next edition.
Required experience and skills
- 8–10 years of proven exhibition and event sales experience, personally selling stand space and meeting revenue targets across multiple show cycles.
- Having an event management background or experience is a must.
- Evidence of winning new exhibitors and retaining accounts. Confident using a CRM, interpreting floor plans, managing a pipeline and forecasting revenue.
- Excellent spoken and written English, including the ability to pitch, negotiate and write clear commercial proposals.
- Performance measures Contracted stand revenue and net square metres sold against target, new paying exhibitors, exhibitor rebooking rate and forecast accuracy.
