Sales Manager (JR102038)

Clarion Events; London; On-site; GBP 45,000 - 60,000; Full time

Job summary

Clarion Events, a leading global event organizer, seeks a Sales Manager for its Motoring Portfolio. The role involves developing sales strategies, managing a team, and driving revenue growth. Candidates should have experience in sales management within the events industry, strong communication skills, and the ability to forge valuable customer relationships.

Benefits

25 days’ holiday plus bank holidays

End of year wellbeing shutdown

Celebration day off for special occasions

Summer Hours in August

Paid charity work days

Pension Scheme

Private Medical Insurance

Health Cash Plan

Wellbeing Library

Mentoring Programme

Subsidised Café

Season Ticket Loan

Cycle to Work Schemes

Free on-site gym facilities

Free eyesight tests

Free flu vaccinations

Qualifications

• Experience as a Sales Manager in a relevant industry.
• Proven results in managing sales targets and customer relationships.
• Ability to lead a team and develop effective sales strategies.

Responsibilities

• Develop and execute sales strategies for the motoring portfolio.
• Manage a sales team and drive to meet revenue targets.
• Build relationships with existing and new customers.

Skills

Negotiation

Sales Strategy Development

Customer Relationship Management

Team Management

Communication

Education

Bachelor's degree in a relevant field

Tools

Salesforce

Microsoft Excel

Microsoft PowerPoint

Job description

At Clarion, our people are at the absolute heart of what we do. We’re proud that our core values of PASSION, CARE, IMAGINATION, and TRUST define the way we carry out our work across all of our exhibitions and conferences.

If you share our values and want to be a part of a successful, dynamic, and creative global business then we want to hear from you.

The Opportunity:

A vacancy has arisen within Clarion Events for the role of Sales Manager within the Motoring Portfolio.

The Motoring Portfolio includes:

• The Lancaster Insurance Classic Motor Show - the UK’s biggest and best classic car show and the worlds’ largest vehicle club event.
• The Practical Classics Classic Car & Restoration Show - the UK’s biggest ‘season opener’ show covering the restoration and maintenance of classic cars.
• Race Retro - the UK’s only event providing a pre-season meeting place for the historic motorsport racing and enthusiast community.

These events are high profile market leaders; collectively they cover over 150,000 Sqm of gross floor space, have circa 3,300 cars and vehicles on display, 1,300 exhibitors, attract over 110,000 visitors and host 380 vehicle clubs.

The Candidate:

We are looking for an experiencedSales Manager who can generate and deliver stand sales, sponsorship and occasional miscellaneous revenue to budget across the motoring portfolio - with growth year on year.

The role requires personal deal-making; personal selling; managing a sales team and creating a sales campaign strategy to identify all the allied vertical markets making up the supply chain of the UK classic car movement – leaving no stone unturned.

The successful applicant will have a personal drive to achieve this goal with the ability to lead themselves and others. They will be a figurehead within the industry and bring energy and personality to this important customer facing position, forging strong commercial relationships.

Key Responsibilities:

• Develop and manage sales strategy across the motoring portfolio.
• Selling by phone and face to face to current, and new business customers, to meet sales revenue targets, selling exhibition space and high value sponsorship on the designated events.
• Researching markets and conducting ‘tailored’ sales campaigns within said markets.
• Develop tailored sales messages to various markets and shows.
• Develop longer term sales and sector strategies and initiatives to ensure the YOY growth of the events.
• Manage the sales team to maximize sales and revenue opportunities.
• Build relationships and contacts with new accounts, creating new revenue opportunities from untapped sectors.
• Build relationships with existing customers and devise creative opportunities to build/grow overall revenue yields per customer.
• To devise a slick on-site rebooking strategy for each show with a view to maximizing the on-site rebook - beating year on year results.
• Lead, arrange and attend weekly sales meetings with the team and line management.
• Attend show team meetings and make a positive contribution.
• Continuously developing market and product knowledge – and sharing such knowledge with the show team.
• Sourcing, reading and scouring the monthly and weekly publications (and/or internet) to identify new leads and read about the key, new and emerging drivers of the industry.
• Visit the main competitor events in the UK and occasionally abroad to meet new customers, Investing the time required to methodically cover the events leaving no opportunity behind – coming back with a pocket full of business cards to follow up.
• Working with the marketing team to create regular e-newsletters for the trade.
• Following up sales campaigns via telephone and email.
• Manage the trade database – keeping it updated and adding new prospects.
• At all times representing Clarion Events in a professional manner.
• Ensure that all commercial and contractual agreements are in line with agreed company policy including any and all non-standard contractual business terms or arrangements are appropriately authorised, in writing, in advance.
• Management of the floor plan and allocation of stand space in conjunction with the Operations Team.
• Providing information for the show guide as and when required.
• Produce reports, budgets, plans and forecasts relating to revenue and Sqm’s (including Vehicle Club Sqm’s).
• Ensuring all sales administration (process) is accurately completed by the sales team - including debt review for each show.
• Supporting with late payment issues as and when required.

Team Management

• Managing a sales team, motivating and driving them to meet and exceed budgets/targets.
• Carrying out performance reviews for direct reports.
• Working with the Show Director to create an appropriate bonus structure.
• Identify learning/training needs for the team and carrying out training/coaching as required.

Reporting

• Weekly reporting on sales, plans and activities to the Show Director as per the required KPI’s including, but not limited to, contracted, issued, yield and pipeline business using Salesforce.
• Weekly reporting on rebooking’s, returners and new business using the appropriate applications.

Administration

• Ensuring that all sales administration (Salesforce/Floorplan Live/Ledger/Accounts/Credit Control/Operations) is completed to a high standard and in a timely manner.

Knowledge, Skills & Behaviours:

• Previous knowledge and experience as a Sales Manager (from a specialist industry would be advantageous) who can demonstrate knowledge of sales processes.
• Proven experience of delivering results, building and maintaining business relationships while constantly developing sales strategies and initiatives to ensure ongoing event growth.
• Experience of managing direct reports, including knowledge of HR requirements, is beneficial.
• Knowledge and experience of building customer value and goodwill.
• Demonstrates effective active listening and communication skills.
• Ability to build trust and credibility amongst our customer base, team and suppliers.
• Demonstrates initiative; the ability to take ownership of tasks; and problem-solving at speed.
• Excellent organisational and time management skills.
• The ability to work both independently and as a team player.
• Works calmly under pressure.
• Ability to negotiate and build rapport effectively.
• A hunger to reach and exceed targets.
• A tenacious ‘can do’ approach.
• Ability to engage with, and strike high level deals, with senior managers and directors.
• Strong objection avoidance and objection handling skills.
• Demonstrates tact and diplomacy.
• Proficient in Microsoft Excel, Word and PowerPoint.

About Clarion Events

Clarion Events is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947. (https://clarionevents.com/welcome)

Clarion Events embrace diversity and equal opportunities in all that we do. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Clarion is private equity backed and owned by Blackstone. Blackstone is one of the world’s leading global investment funds, investing capital for the long term to build successful, resilient businesses. (https://www.blackstone.com/)

Our purpose is to deliver exceptional customer outcomes and experiences, by making every connection count.

Our vision is we want every one of our products to be a market leader in customer satisfaction and delight.

• 25 days’ holiday plus bank holidays
• End of year wellbeing shutdown (closed for the last week of the year)
• Celebration day off (e.g. birthday, Diwali, Eid, etc)
• Summer Hours in August (3pm finish on Fridays)
• Helping Our World (HOW) Days – one paid day per quarter to carry out charity work
• Pension Scheme
• Private Medical Insurance
• Health Cash Plan
• Wellbeing Library (MYNDUP)
• Mentoring Programme
• Subsidised Café
• Season Ticket Loan
• Cycle to Work Schemes
• Free on-site gym and shower facilities
• Free eyesight tests
• Free flu vaccination – offered on site once a year for all employees