• B2B sales experience desired.
• Be a part of a team who will support your growth and development.
• Global company.

The aim of the Sales Function is to engage and connect with the markets we serve by offering compelling and commercial media and marketing solutions. These solutions can range from face-to-face industry events, tradeshows, virtual events, digital solutions, and publications. Our aim is to be trusted partners to our customers where we drive industry best-practice and innovation that ultimately leads to business growth.

Job Description

Financial Targets

• Achieve set financial target for space sales
• Achieve set financial target for sponsorship sales

Relationship Building and Business Development

• Develop an in depth understanding of the industry, the trends and market forces and what drives return for our customers
• Attend relevant industry related networking events and build rapport with industry stake holders
• Develop positive relationship with all relevant industry associations and key governing bodies
• Build, maintain and maximise existing customer relationships
• Grow the client base by hunting for new business

Administration

• Maintain accurate and up-to-date records on Salesforce
• Engage with Product and Operations to ensure an accurate up-to-date floor plan
• Establish and achieve set call rates per day
• Follow up letters/emails and sales collateral as appropriate
• Actively participate in sales team meetings

On-site Responsibilities

• Re-sign exhibitors for following years show
• Participate in set up of show
• Provide support at show
• Help in developing an on - site sales strategy and take an active lead on customer liaisons

Exhibitor / Sponsor Retention & Growth

• Develop positive relationships with all exhibitors and sponsors
• Work with the Sales Manager to provide innovative and creative solutions to all exhibitors
• Communicate issues or concerns regarding exhibitors to all affected parties, using appropriate escalation procedure
• Proactively develop and seek new business opportunities relating to the show product and showcase
• Work with the team to ensure exhibitor and visitor complaints are handled in a timely manner

Sales / Business Planning & Reporting

• Actively Contribute to the business plan
• Actively Contribute to post event reviews
• Complete and action all business-driven reporting
• Preparation and delivery of weekly and monthly sales progress reports to key stake holders
• Liaise with industry associations to gather market intelligence on trends / issues that are forming / arising from relevant industries
• Assist to create and execute sales networking events both in and out of shows
• Assist to prepare and manage monthly, quarterly and annual sales strategies
• Assist in managing / monitoring / updating sales strategies
• Develop personal sales skills including (but not limited to) sales and closing pitch, overcoming objections, preparation of sales prospectuses

Company Advocacy and Professionalism

• Represent Diversified Communications Australia in the market as a quality provider of exhibition services
• Promote internal company advocacy through professional and courteous behaviour
• Demonstrates behaviour aimed at breaking down barriers within the organisation
• Reinforces company values with employees and models company values in own behaviour
• Adheres to health and safety policies and procedures and reinforces behaviours with staff
• Demonstrates the highest standard of ethical behaviour in all activities

Desired Skills and Experience

• Consultative solutions sales approach
• Self-motivated candidate with a minimum of 3-5 years sales experience (exhibition, media, advertising sales preferred)
• Comfortable with telephone sales and securing new business
• Comfortable with face-to-face meetings and selling environment
• Comfortable spending up to 70% of time in an office environment
• Intermediate knowledge of MS Office (Word, Excel, Outlook, Internet)
• Intermediate knowledge of database management (Salesforce Preferable).
• Comfortable interacting via social channels, building network and interacting with the likes of LinkedIn.
• Superior standards of customer service, interpersonal and communication skills
• Self-motivated and the ability to work semi-autonomous with direction
• Time management, attention to detail and ability to multi-task essential
• Passionate about selling and the exhibition/event industry
• Strong capacity to build empathy
• Pro-active, competitive and ambitious
• Ability to travel interstate and work irregular hours when required