ROLE SUMMARY:
The Sales Manager/Executive is responsible for revenue generation from new customers and existing customers (retaining and maintaining relationships, growing accounts and driving exhibitor attendance). The role needs to source and close new customers, manage select customer accounts & targeted on their retention. The role will focus on The Battery Show Asia and Mobility Tech Asia events whilst developing flexibility to work across multiple brands if needed.
The role will be required to continually develop their Brand and industry knowledge through engagement both internally and externally at industry events.

PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Acquire new customer accounts and (at later stage) grow existing customer accounts
- Revenue generation from new customers through sales (booth, sponsorship/ advertisement and fully integrated marketing packages) across products and revenue streams for the assigned event projects
- Feeding key customer feedback and market trends / issues for Event and Marketing strategy
- Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
- Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
- Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising
- Develop retention campaigns in collaboration with Exhibitor Marketing teams
- Deliver assigned Sales campaigns, against accounts, products and revenue targets
- Development of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performance
- Support on the on-site re-booking of existing customer accounts
- Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting
- Maintain accurate and timely customer information and notes within Salesforce (CRM system)
- Manage the handing over of Sale information and customer requirements (via Salesforce) to the Event Operations and Event teams
- Support Finance in resolving bad debt customers as a final escalation point
- Act as an informal mentor to Account executives to share industry knowledge and experience (Manager role only)
- Perform additional responsibilities as assigned

ILLUSTRATIVE ROLE METRICS:
Revenue targets
o New business revenue growth (1st year)
o Existing customer retention revenue
o Rebook revenue
o Existing customer revenue growth
Individual performance metrics
o Number of open opportunities
o Number of pipeline opportunities
o New business sales conversion % (win rate)
o Existing customers sales conversion % (retention off site)
o % re-book on site
o Deal size (average sales value for closed – won deals)
o Sales cycle time (average time it takes to close a customer)
o % of sales target attained
Individual sales activity metrics
o Number of calls and meetings (by sector / account size)
o Number of new f2f customer meetings
o Number of new leads/ existing customers into pipeline
o Customer contact volume
Sales process and technology adoption metrics
o Key Salesforce system adoption metrics
o Sales Excellence pipeline process adoption

POSITION REQUIREMENTS:
- University Bachelor’s Degree
- 3 – 5 years’ experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
- Strong experience in managing relationships with customers across various regions and cultures
- Fluent in verbal and written English and Mandarin (for Mainland China based) mandatory.
- Proven ability to manage a number of customer accounts
- Strong relationship management experience, maintaining customer contact and relevance
- Ability to develop relationships at senior levels and manage customer needs
- Ability to identify and pursue cross and up selling opportunities
- Ability to understand and articulate value proposition and customer ROI
- Ability to negotiate effectively, and proactively handle and respond to customer objections
- Willingness to coach and develop junior Account Executives (Manager role only)
- Strong interpersonal skills, confident personality, high level of enthusiasm

OTHER PREFERRED ATTRIBUTES:
- Proficiency in Microsoft Office support tools
- Experience in using Salesforce