Sales Director - Construction Saudi Cluster

About Us

dmg events is an international exhibitions and publishing company. We attract more than 425,000 visitors to our global portfolio of 80 exhibitions each year. Through our global events, our aim is simple. We want to accelerate business through face-to-face events, which is why we work so hard to bring people together, creating opportunities for them to network, learn and do business. dmg events is part of the Daily Mail Group Trust (DMGT). DMGT manages a diverse, multinational portfolio of companies with total revenues of £2bn, that provide businesses and consumers with compelling information, analysis, insight, events, news and entertainment.

Job Description

Sales and Sponsorship : responsible for revenue generation through the direct sales team who sell exhibition stands and sponsorship packages to achieve agreed sales targets; develop sales strategy for portfolio of products; ensure a strong sales culture with clear deadlines, targets and responsibilities; coach and mentor colleagues to improve performance; sell exhibition space and sponsorship to meet or exceed revenue targets; qualify customers to ascertain long-term business requirements and target markets; empathise with clients by understanding their market and customer base; identify key accounts and develop long-term relationships through calls and visits; articulate issues in related sectors and suggest new marketing perspectives for customers; actively network with trade associations and third parties; present benefits of shows to large groups of potential exhibitors using visual aids; know when to delegate and when to tackle issues directly; prepare sales plans with financial justifications; demonstrate continuous development in sales practice.

Customer Service : actively seek new customers from relevant sources including trade press, competitors and other like-minded events to increase sponsorship revenue and develop emerging markets / product areas; communicate links between excellent service and business goals; monitor performance of individuals and teams in relation to customer service; promote excellent customer service through all team communications and performance management meetings; network and benchmark externally to generate ideas for improvement; translate suggestions into practical actions; ensure a high customer retention rate.

Reporting : provide the Portfolio Director with weekly reports detailing team activities and forecasts; monitor sales figures and reporting on a weekly, monthly and quarterly basis to update senior management on progress; write and implement sales plans; develop interim forecasts; create monthly sales forecasts.

People Management : manage the workload of direct reports; develop and train the team to maintain high standards; ensure all people administration is completed in a timely manner (e.g., appraisals, return to works); motivate team members to increase results.

Administration : maintain accurate sales records; manage floor plan; issue and return contracts; manage and develop database; organise distribution of sales communications; chase initial payments.

Financial Responsibility : understand and manage the sales budget; involvement with invoicing and collections to ensure payments are made in line with the contract.

Qualifications

Minimum 8-10 years of B2B sales management and account handling experience within the exhibitions / events industry.

Familiarity in selling construction and design products / services is a plus.

Excellent communication in Arabic & English (written and spoken required).

Ability to communicate effectively with a wide variety of clients and partners across multiple mediums, including phone, email, and face-to-face meetings.

Highly motivated and ambitious, with a desire to take ownership and responsibility to ensure the best outcome.

Ability to work towards KPIs, using them as a motivational tool to hit and exceed targets.

Adaptable and collaborative, able to work with colleagues across the team.

Ability to travel within the region as required.

Job Details

Seniority level : Director

Employment type : Full-time

Job function : Sales and Business Development

Industries : Events Services

#J-18808-Ljbffr