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Sales Director - Vision Trade Shows
RELX Group
Norwalk, CT, United States
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Reed Exhibitions is currently seeking a dynamic sales leader for our portfolio of Vision shows.
Vision Expo East and Vision Expo West are the leading eye care/eyewear tradeshows in the United States. Each show unites the fashion, medical and business elements of vision care and eyewear to serve the entire community year-round. Each show features a comprehensive marketplace which is an unrivaled resource for eye care professionals to discover trends, interact with new technologies and access innovative products and services.
We are seeking an experienced Sales Director for these industry leading events in a multi-billion dollar eye care industry. This individual will lead and manage a portfolio of sales generating more than $26 million in revenue. You will directly manage a sales staff of six and indirectly manage an international sales staff covering Europe and Asia. Must be skilled in and enthusiastic about leading and coaching sales executives.
JOB SUMMARY:
The Sales Director reports directly to our VP of Sales and is responsible for the overall achievement of space sales and media products revenue targets for assigned group of shows. Manages all sales related projects for assigned groups. Oversee the implementation of sales strategies, budgets (including T&E and sales promotion) and sales compensation plans. Work closely with Industry Vice President and sales teams to achieve targets and identify new opportunities.
DUTIES AND RESPONSIBILITIES:
1. Achieve sales targets on assigned shows.
2. Act as primary sales contact for team.
3. Define and implement sales strategy with the Industry Vice President and SVP and document it in the Business Operating Plan.
4. Work with other functional departments such as operations, marketing and research for their execution of the event.
5. Create all reports for designated shows, including monthly reports, post show reports, sales section of BOP, etc.
6. Sell and manage assigned key accounts.
7. Attend and monitor competitive shows and create pro-active strategies regarding competition.
8. Develop and implement show Bellwether Strategy.
9. Monitor productivity of sales team to ensure they are all meeting productivity standards, sales quotas, and the standards established for selling at RX NA. Keep team at a high level of performance.
10. Hire, train and develop sales professionals for the sales organization as well as continually train/coach sales team on all aspects of selling.
11. Ensure overall integrity, comprehensiveness and cleanliness of lists.
12. Define sales territories for Sales Executives.
13. Provide creative and strategic direction (and growth) for over 1000 exhibitors and multi million dollars in sponsorships
14. Work closely with Product Manager to determine new sponsorship opportunities and set pricing
15. Work hand in hand with the Marketing Director to create strong messaging for exhibitors and prospects
16. Develop and maintain relationships with industry trade associations, leading exhibitors, and attendees
17. Partnership development with our event partner: The Vision Council of America
18. Work hand in hand with conference advisory board chairperson to develop and sell education sponsorships
19. Work with sales team to implement company wide sales initiatives set by VP of Sales
A. Education
College degree preferred; equivalent business training or experience suffices.
B. Knowledge
Knowledge of sales/sales management, particularly telephone sales techniques.
Excellent oral and written communication skills and interpersonal skills.
Strong knowledge of specific industry, which shows serves, preferred.
Basic knowledge of window operating system preferred.
C. Experience
Five or more year’s sales experience, particularly telephone sales and management experience. Industry experience within the show subject strongly preferred. Computer experience preferred. Trade shows management experience preferred.
D. Travel as required
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DISCLAIMER:
The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Reed Exhibitions reserves the right, solely at their discretion, to change the nature and level of this position
Reed Exhibitions is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.