Sales Manager - Testing

Automotive Testing Expo is a global portfolio of trade shows dedicated to pre-production automotive testing, measurement and evaluation. The show, which runs in Germany, North America, China, India and South Korea brings together the world’s leading car manufacturers and tier one companies with the biggest solution providers showcasing the latest cutting-edge technologies in a quickly evolving marketplace.

UKi Media are looking for a Sales Manager responsible for managing the shows daily sales performance. Assisting the Event Director to ensure sales strategies are created and followed. Work with the Event Director to ensure the financial success of the event by introducing sales activities as and when the need arises to hit and exceed show target. With the Event Director, liaise with other departments such as operations, marketing and the show team to ensure the smooth running of the event as well as planning and post event responsibilities.

Support company senior management team with the smooth running of the company as and when required.

• Manage day to day sales on the show
• Lead by example – Responsible for delivering personal sales targets across the event
• To proactively deliver the show strategy across new and existing business
• Deliver the campaign strategy as set out by the Event Director, delivering the show over target, including overall numbers of exhibitors, exhibitor mix, stand sales, sponsorship inventory, yield and sponsorship revenues
• Ensure the sales plan is being delivered on target and budget and activity targets (outbound call volumes and face-to-face meetings) are met
• Visit and canvas at competitor and industry events and develop a systematic understanding of and monitoring of competitors
• With the Event Director run and manage the rebook process and rebook team
• Manage the prospect database to ensure it is constantly updated and is fit for purpose, falling in line with the companies CRM policy.
• Ensure a constant high quality of delivery in all prospect, exhibitor and partner communication ensuring the message is on point.
• To undertake any other duties as reasonably requested

• Execute the Event Director and teams strategy and objectives outlined in the event’s business plan
• Execute the event’s brand strategy, ensuring the event maintains and increases its relevance to its market/s, and it meets visitor and exhibitor expectations.
• Ensure that the exhibitor marketing strategy is delivered, monitored and analysed
• Manage the event floor plan
• Identify, implement and manage profitable show features
• Monitor and report competitor activity, taking actions where necessary
• To get close to your market, understand its trends and develop your event around it
• Maintain an accurate stand and sponsorship ledger
• Regularly reconcile sales ledger, accounting ledgers and CRM sales logs
• Provide a monthly report and forecast on show revenues, contribution, manpower and actions that are being taken for the shows to achieve budget

• Work with the operations team to execute the operations strategy that meets/comes in under budget while ensuring high levels of exhibitor and delegate experiences and production values are maintained

• Work with the marketing team to help deliver the event marketing strategy which meets overall visitor numbers (with the right demographics), feature content, visitor and acquisition costs
• Personally manage selected key industry partnerships in conjunction with the Event Director and Show Manager
• With the Event Director develop an exhibitor campaign strategy including vertical and horizontal activity

• Foster positive and professional relationships with key suppliers, associations, media and commercial partners