Sales Director

Job description / Role

In this key leadership position, the Sales Director will assume full ownership and responsibility for the sales function, strategy and achievement of sales targets for all of the company’s B2B and B2C events.

The Sales Director will be instrumental in building and managing high-performance sales teams and international sales agents for multiple industry sectors and growing the revenue across existing events, new launches, and acquisitions.

Reporting directly to and working with the Portfolio Director, you will develop a best-practice blueprint for success, with plenty of scope to make this department your own and have a direct impact on the future growth of the company. This is an exciting time in our business and a fantastic opportunity for an ambitious sales leader to really make
their mark.

Key responsibilities
• Direct, manage and develop all aspects of the sales campaign lifecycle for each event - from strategic sales planning to lead generation, pipeline management, churn analysis, on-site rebookings and customer retention.
• Develop an international sales agent network
• Lead strategic business partnerships with industry associations and government officials/departments
• Recruit, support, develop and nurture the sales talent for all events
• Lead, manage and motivate the sales team, paying attention to sales performance, commission structures, setting of KPI’s and individual sales targets
• Implement training and structure to foster a performance-based sales environment
• Ensure sales reporting, targets, processes and strategies are aligned with the strategic objectives of the business
• Guide and support the sales team in securing industry bellwethers, headline sponsors, long-term contracts and partnership agreements
• Collaborate with marketing on lead gen campaigns, prospect engagement, data acquisition, database builds and cleaning
• Work closely with the finance teams on exhibitor and sponsor debt management to offset risk.
• Work closely with the admin and operations teams on the floorplan management to ensure maximised yield.

Salary:
AED 20,000 to 25,000 per month inclusive of fixed allowances.

Requirements

Who you will be

A solution-focused creative thinker who has the vision, personality, and persuasiveness
to drive success from their team in any environment. An experienced leader who has
the ability to manage and motivate an agile sales team and develop an international
sales agent network.

• Based in Dubai
• 5 years’ senior sales or event portfolio management experience with B2B exhibitions/B2C events
• Extensive experience in developing and working with international sales agents
• Experience of driving change and business transformation
• Proven individual sales success to a high level
• Experienced in setting and managing commercial sales strategies and setting targets for established events and launch events
• Extensive people management with proven success at coaching and motivating a team to achieve and exceed ambitious revenue growth targets
• Astute commercial and business acumen in understanding the impact of decisions on the portfolio and the wider business
• Strong budget management, forecasting and business management skills (adept with CRM systems, sales dashboards, marketing metrics etc)
• Excellent stakeholder management skills
• Ability to develop and grow strong relationships at C-level
• Ability to quickly understand new industries and markets and to apply thorough analysis and critical thinking to understand how to best serve them commercially and profitably
• A genuine team player and collaborative in nature
• Strong sense of personal accountability
• Integrity, authenticity and honesty
• Experience with using CRM (Salesforce) and project management tools

About the Company

At GL Exhibitions, our primary goal is to foster connections between suppliers and buyers through outstanding trade shows and events that create unparalleled customer experiences. We have been a game changer in the industry by developing both online and offline communities that offer unhindered access and sales opportunities for our customers.

We are a global business with offices and teams across the globe offering result-oriented solutions using technology and online resources which makes our events a 365-day business platform.

We have a deep interest in developing and offering end to end solutions for our customers; be it in opening new markets or in last-mile delivery of their products. We take pride in having a wide network of partners and long-term customers. Annually we bring together over 3 million professionals through our global event network, all the while ensuring that we stay focused on our customers and their requirements.