Events/Exhibitions Sales Rep II

RELX Group

Jan 17, 2025

Job
Full-time
Mid Level
Customer Relations
Sales & Business Development
Johannesburg
Quick Apply

AI generated summary

You must make 35 daily calls, meet sales targets, manage accounts, develop strategies, maintain client relationships, handle sales reports, and attend events, while ensuring accurate database management.
You will generate sales leads through calls and meetings, manage client relationships, develop sales strategies, and handle inquiries, ensuring targets and reports are met.

Requirements

Minimum of 35 calls per day unless out seeing clients face to face.
Ensure targets are being met: (Weekly and monthly targets will be emailed to you).
Pricing structures are to be strictly adhered to. You may not enter any “deals” or variations to this structure without the written authorisation by your manager.
Actively seek out and follow through on new prospects from all relevant sources (trade journals, competitive events etc) and actively source and develop new business areas relevant to the event.
Improve retention and growth of the existing business through strategic account management.
Develop robust sales strategies to counteract competitive events.
Joint responsibility for all sectors of the event including sales planning, campaign management, forecasting, and achieving the sales target.
Maintain effective relationships with trade associations, either as a strategic partner and/or portfolio partner.
Build long term-term and sustainable relationships to maximise client retention.
Fully understand the show model.
Communicate across all disciplines (marketing, operations (including floor planning), PR) to ensure market intelligence is shared to maximise on potential opportunities.
Accurately and efficiently manage the sales dashboard, the sales pipeline and floor plan.
Maintain and update your database with relevant contacts, notes, and market intelligence – ensure that input into database is accurate and up to date at all times.
Monitor and plan sales activity and regularly monitor the sales pipeline accordingly.
Work with marketing to manage the entire sales promotion campaign ensuring targeted, timely and appropriate communications are sent out to the prospect/exhibitor base.
Full management of campaigns and tracking of sales plan effectiveness.
Work closely with the Marketing Manager and Exhibition Manager to develop targeted exhibitor and visitor promotional campaigns according to the sales plan.
Have a creative approach with a keen eye on revenue generation from show related and non-show related activities and participate in adhoc business projects as required.
When required attend competitor events, industry, and trade association events (both domestically and in Africa) thereby obtaining industry and market intelligence, maintaining, and creating new relationships, expanding the database, and prospecting for new business.
Prepare exhibitor proposals and contracts for your sales.
Write sales reports as required. Reports need to be 100% accurate and inclusive of all information.
Work with finance on debt collection pre- and post-show.
To prepare feedback on sales and events for weekly progress meetings.
Fill out a daily/weekly sales call report and weekly sales meetings report to be emailed to your manager weekly.
Assist with Exhibitors enquiry’s and correspond with the Exhibitor / Client from inception of the sales contact to end of Exhibition and provide a friendly and professional service to all Exhibitors and potential clients.
Required to travel and attend presentations out of town as requested.
Sort out problems with clients, the Sales Executive is responsible for full ownership of the sale. This applies to the floor plan as well.
Required to give an in-depth report back and analysis of preparation to the show for the post show wash up.
Provide a friendly and professional service to all visitors, buyers, and exhibitors you encounter.
Provide general support to your entire team.
Answer all client queries within 24Hrs.
Punctuality for work and appointments with clients is considered professional courtesy and must be always conducted.
Always show an interest in what the client requires, as well as that of fellow team players.
Keep abreast of developments and share news, developments, and insights with fellow team members.
Red flag problem areas proactively rather than reactively – pre-empt challenges rather than leaving to a point where this will impact delivery to the client or place undue stress on team members.
Show a positive, upbeat front, keep cool and show a consistent character especially under high stress periods.
Strive to over deliver in every area of the portfolio, year on year.
Look at innovative ways to improve process, implement systems and deliver on quality and professionalism.
Any other duties and responsibilities as deemed necessary by Reed Exhibitions to fulfil the role of Customer Relationship Executive.
This job spec is not exhaustive, and you will be required to comply with additional duties as reasonably required from time to time to fulfil your role.
Attend Networking / Industry Events.
Attend weekly Sales and Project meetings with Exhibition Manager and Managing Director if required.
Keep your outlook diary up to date with all external and internal meetings.
Ensure that your outlook diary is shared with your colleagues.
Any problems with Exhibitors / Clients, the Project, or any other complaints made, must be brought to the attention of the Exhibition Manager with immediate effect.
You will be requested to work additional hours from time to time to fulfil deadlines for the exhibitions.
Come up with solutions to any problems.

Responsibilities

Generate revenue through face to face and telephone selling.
Telephone Sales– Minimum of 35 calls per day unless out seeing clients face to face.
Ensure targets are being met: (Weekly and monthly targets will be emailed to you)
Pricing structures are to be strictly adhered to. You may not enter any “deals” or variations to this structure without the written authorisation by your manager.
Actively seek out and follow through on new prospects from all relevant sources (trade journals, competitive events etc) and actively source and develop new business areas relevant to the event.
Improve retention and growth of the existing business through strategic account management.
Develop robust sales strategies to counteract competitive events.
Joint responsibility for all sectors of the event including sales planning, campaign management, forecasting, and achieving the sales target.
Maintain effective relationships with trade associations, either as a strategic partner and/or portfolio partner.
Build long term-term and sustainable relationships to maximise client retention.
Fully understand the show model.
Communicate across all disciplines (marketing, operations (including floor planning), PR) to ensure market intelligence is shared to maximise on potential opportunities.
Accurately and efficiently manage the sales dashboard, the sales pipeline and floor plan.
Maintain and update your database with relevant contacts, notes, and market intelligence – ensure that input into database is accurate and up to date at all times.
Monitor and plan sales activity and regularly monitor the sales pipeline accordingly.
Work with marketing to manage the entire sales promotion campaign ensuring targeted, timely and appropriate communications are sent out to the prospect/exhibitor base. Full management of campaigns and tracking of sales plan effectiveness.
Work closely with the Marketing Manager and Exhibition Manager to develop targeted exhibitor and visitor promotional campaigns according to the sales plan.
Have a creative approach with a keen eye on revenue generation from show related and non-show related activities and participate in adhoc business projects as required.
When required attend competitor events, industry, and trade association events (both domestically and in Africa) thereby obtaining industry and market intelligence, maintaining, and creating new relationships, expanding the database, and prospecting for new business.
Prepare exhibitor proposals and contracts for your sales.
Write sales reports as required. Reports need to be 100% accurate and inclusive of all information.
Work with finance on debt collection pre- and post-show.
To prepare feedback on sales and events for weekly progress meetings.
Fill out a daily/weekly sales call report and weekly sales meetings report to be emailed to your manager weekly.
Assist with Exhibitors enquiry’s and correspond with the Exhibitor / Client from inception of the sales contact to end of Exhibition and provide a friendly and professional service to all Exhibitors and potential clients.
Required to travel and attend presentations out of town as requested.
Sort out problems with clients, the Sales Executive is responsible for full ownership of the sale. This applies to the floor plan as well.
Required to give an in-depth report back and analysis of preparation to the show for the post show wash up.
Provide a friendly and professional service to all visitors, buyers, and exhibitors you encounter.
Provide general support to your entire team.
Answer all client queries within 24Hrs.
Punctuality for work and appointments with clients is considered professional courtesy and must be always conducted.
Always show an interest in what the client requires, as well as that of fellow team players.
Keep abreast of developments and share news, developments, and insights with fellow team members.
Red flag problem areas proactively rather than reactively – pre-empt challenges rather than leaving to a point where this will impact delivery to the client or place undue stress on team members.
Show a positive, upbeat front, keep cool and show a consistent character especially under high stress periods.
Strive to over deliver in every area of the portfolio, year on year. Look at innovative ways to improve process, implement systems and deliver on quality and professionalism.
Look at innovative ways to improve process, implement systems and deliver on quality and professionalism.
Any other duties and responsibilities as deemed necessary by Reed Exhibitions to fulfil the role of Customer Relationship Executive. This job spec is not exhaustive, and you will be required to comply with additional duties as reasonably required from time to time to fulfil your role.
Attend Networking / Industry Events.
Attend weekly Sales and Project meetings with Exhibition Manager and Managing Director if required.
Keep your outlook diary up to date with all external and internal meetings.
Ensure that your outlook diary is shared with your colleagues.
Any problems with Exhibitors / Clients, the Project, or any other complaints made, must be brought to the attention of the Exhibition Manager with immediate effect.
You will be requested to work additional hours from time to time to fulfil deadlines for the exhibitions.
Come up with solutions to any problems.

FAQs

What is the primary purpose of the Events/Exhibitions Sales Rep II role?

The primary purpose is to sell exhibition floor space, sponsorship, and value-added packages to new and existing exhibitors while maintaining effective relationships with customers and industry partners.

What are the main responsibilities of this position?

Key responsibilities include generating revenue through sales calls, managing customer relationships, developing sales strategies, maintaining sales dashboards, and collaborating with marketing and operations teams.

What is the expected number of sales calls per day?

A minimum of 35 telephone sales calls per day is expected unless the Sales Executive is meeting clients face to face.

Are there specific sales targets to meet?

Yes, weekly and monthly sales targets will be communicated via email and are required to be met.

Is travel required for this position?

Yes, the role requires traveling and attending presentations out of town as requested.

How do you handle customer queries?

All client queries should be answered within 24 hours to ensure prompt and professional service.

What is the work ethic expected in this role?

A positive and professional service attitude is expected, along with punctuality, proactive problem-solving, and a commitment to delivering quality.

Will I have to prepare sales reports?

Yes, the position requires writing sales reports that must be 100% accurate and inclusive of all relevant information.

Is participation in networking and industry events required?

Yes, attendance at networking and industry events is part of the job responsibilities.

What support is provided for individuals with disabilities during the hiring process?

RELX is committed to providing a fair and accessible hiring process and offers accommodations as needed. Applicants can request support through the provided link or contact number.

RELX Group

A global provider of information-based analytics for professional and business customers across industries.

Technology

Industry

10,001+

Employees

1880

Founded Year

Mission & Purpose

RELX is a global provider of information-based analytics for professional and business customers across industries. We help scientists make new discoveries, doctors and nurses improve the lives of patients and lawyers win cases. We prevent online fraud and money laundering, and help insurance companies evaluate and predict risk. Our events enable customers to learn about markets, source products and complete transactions. In short, we enable our customers to make better decisions, get better results and be more productive. We do this by leveraging a deep understanding of our customers to create innovative solutions which combine content and data with analytics and technology in global platforms. RELX serves customers in more than 180 countries and has offices in about 40 countries. It employs approximately 30,000 people of whom almost half are in North America. We operate in four major market segments: Scientific, Technical & Medical; Risk & Business Analytics; Legal; and Exhibitions. Please note that RELX does not contact people through social media and offer them jobs or contracts. Please contact your local law enforcement agency if you have been victimized by a scammer. For careers, access https://www.relx.com/careers/why-relx