Sales Manager - Exhibition

Job description / Role

Summary: Manages the sales activities of the organization by performing the following duties personally or through subordinate supervisors.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

1. Develops and implements strategic sales plans to accommodate corporate goals.
2. Directs sales forecasting activities and performance goals for the team by supporting the team members to meet the expected target budget hence achieving the team target.
3. Responsible for handling own individual accounts.
4. Responsible for holding meetings with his/her team members and with the marketing team to have an update of the current projects / upcoming shows.
5. Responsible to attend meetings if required with team members for every big project like where the sales value is more that half million AED.
6. Would be responsible to facilitate sales pitch and increase the confirmed projects ratio.
7. Review market analyses to determine customer needs, price schedules, and discount rates.
8. Would be responsible to coach and mentor subordinates.
9. Responsible to manage effectively a team of Sales Executives and their related performance.
10. Responsible to simplify the design or quotation towards eliminating unprofitable or unwanted items from a sales pitch.
11. Ensure smooth collection of payment from individual client
12. Delivers sales presentations to key clients if required in coordination with the concerned sales representative.
13. Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
14. Coordinates liaison between sales department and other sales related units.

Requirements

To perform the job successfully, an individual should demonstrate the following competencies

1. Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs work flows and procedures.
2. Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skilfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
3. Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.
4. Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
5. Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
6. Interpersonal - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
7. Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
8. Team Work - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed; Recognizes accomplishments of other team members.
9. Delegation - Delegates work assignments; Matches the responsibility to the person; Gives authority to work independently; Sets expectations and monitors delegated activities; Provides recognition for results.
10. Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Inspires respect and trust; Accepts feedback from others; Provides vision and inspiration to peers and subordinates; Gives appropriate recognition to others; Displays passion and optimism; Mobilizes others to fulfil the vision.
11. Managing People - Includes staff in planning, decision-making, facilitating and process improvement; Takes responsibility for subordinates' activities; Makes self available to staff; Provides regular performance feedback; Develops subordinates' skills and encourages growth; Solicits and applies customer feedback (internal and external); Fosters quality focus in others; Improves processes, products and services; Continually works to improve supervisory skills.
12. Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness.
13. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
14. Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.
15. Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
16. Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
17. Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.
18. Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
19. Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.
20. Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
21. Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
22. Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

About the Company

Pico is one of the world’s leading experiential marketing service providers. We pride ourselves on our ability to deliver Total Brand Activation for many of the Fortune 500 companies, government bodies and non-government organisations. With a track record of 40 years in the industry, Pico has earned an unparalleled reputation for creating concepts and transforming them into living, breathing realities. Be it a live event or a permanent themed environment, we create the live experiences that active your brands to harness an emotional impact that lingers longer with lasting impact. Paramount to our success lies in our insistence on servicing our clients and partners with Creativity, Knowledge and Reliability. We provide total solutions on brand activation as well as satisfy individual needs on specialised areas. Our core businesses include design and fabrication of exhibition stands; general contracting and technical services for trade show organisers; event hall and facility management; events, conferences and show management; supply and installation of overlays for venues; permanent exhibits for museums and themed environments; interior fit-out; and brand signage.