Term: Permanent / Full Time 40 Hours per week
Location: UK – Ricoh Arena based in Coventry
Salary: £30k – £35k plus commission & car allowance
PRIMARY PURPOSE OF ROLE
|
To secure new and repeat business from Exhibition Organisers for the Ricoh Arena by being proactive in the exhibition marketplace. To achieve personal and team targets set by the Commercial Director in line with the business strategies and identify opportunities to increase the profile of the Ricoh Arena and generate sales. |
Duties and responsibilities will vary from time to time and the employee will be expected to perform other duties that are reasonably comparable and adhere to relevant health, safety and environmental policies at all times
KEY RESPONSIBILITIES
- Typical sales of £1,315,000 p.a. derived from exhibitions
- Effectively plan for future personal sales activities based on agreed KPIs and to meet individual sales targets
- Researching the exhibition market, with a focus on exhibitions staged regionally at local venues i.e. NEC, Telford International, National Motorcycle Museum (National Conference Centre) and Stoneleigh and identifying new exhibitions for the Ricoh Arena
- Development of relationships by having regular face-to-face meetings with clients at the Ricoh Arena and off-site
- Prepare presentation and proposal documentation which demonstrates the benefits and value proposition of the Ricoh Arena to meet clients’ needs
- Negotiate with clients where necessary and ensure all documentation including contracts are prepared, issued and returned within the deadlines
- Plan in regular client meetings to continue to grow the business relationships and develop long term viability partnerships
- Develop an understanding of the costs involved in exhibition delivery and make recommendations where improvements can be achieved.
- Report on activities, progress and discuss key issues
- Maintain records on clients and sales activity
- Maintain sales reports and complete accurately and in timely fashion
- Ensure customers comply with company terms and conditions of trading – prepare documentation to ensure all contractual details covered off
- Identification of an exhibition target list with the Head of Sales and the development of a strategy and activity plan to secure business
SKILLS & EXPERIENCE
- Proven sales experience within a client focussed sales role with similar target levels
- Drive and energy to succeed – must have a ‘hunting’ attitude and tenacity for the sale
- Strong relationship builder
- Experience of the exhibition market
- Ability to self-manage and be pro-active in role
- Strong presentation and communication skills
- Commercial acumen – ability to close deals and agree appropriate commercial terms
- Understanding of the costs involved in exhibition delivery and influencing additional sales
- Excellent interpersonal skills
- Strong negotiator and influencing skills
- Innovative and creative approach to sales generation
- Ability to work effectively as a contributing team member
- Passion, energy, drive and commitment
KPIs
- Achievement of £1,315,000 p.a. revenue target in Exhibition sales
- 20 face to face client meetings per month
- 80 prospecting telephone calls per month
- 4 new client introductions to Ricoh Arena per month
- 4 site visits per month
EDUCATION
- Ideally degree qualified with a minimum of two years exhibition sales or similar consultative sales experience
- Computer literate (Microsoft office, PowerPoint, Excel)
To Apply
Please email your CV and covering letter to HR Manager at Ricoh Arena recruitment@ricoharena.co.uk
