Exhibition Sales Executive
Adam Smith Conferences
Reporting To:
Location:
Exhibitions Director
Maple House, 149 Tottenham Court Road, London, W1T 7AD
Company:
Adam Smith Conferences is an Informa business. It was founded in 1992, and organises
high-level international forums, conferences, seminars, exhibitions and awards for senior
management and key decision makers in business, government, science and technology.
The Adam Smith Conferences team arranges over 44 events a year, which focus on
commercial opportunities in the emerging markets of Western, Central and Eastern Europe,
Russia and the CIS. These events are recognised to be flagship forums for senior executives,
as they not only cover topical issues but also facilitate the exchange of Western and Eastern
business communities.
Overview of Position:
We have a position for an Exhibition Sales Executive to sell on Adam Smith Conferences
Portfolio of Exhibitions which take place in Russia. The role is to sell exhibition stands via
telesales and face-to-face to both new and existing clients. It is expected that the SE will
grow existing business and be responsible for sourcing all new sales leads from the trade
press, competitive events, web sites and directories etc. The SE will be expected to visit
rival exhibitions to meet clients. The SE will be expected to understand the market
sufficiently to achieve a consistent sales approach matching needs of the client to the event.
The SE will be expected to forecast sales and manage their personal sales pipeline on an ongoing basis. The SE should have a solid understanding and experience in rebooking
Exhibitions on site. The SE should understanding floorplans, exhibition stand dynamics and
exhibitions sales structures.
N.B. Fluent spoken and written Russian is essential for this role.
Job Summary:
The Sales Executive will have a minimum of six months exhibition sales experience,
preferably within b2b media or exhibition sales, with experience on site rebooking stands
for the following year, and will demonstrate success in growing revenue through new
business. The Sales Executive will need to demonstrate a flexible approach to sales, using
different techniques as required, be enthusiastic and pro-active.
Responsibilities:
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90% sales, carried out through telephone sales and some face-to-face meetings. Ability
to source and close new business is essential. Ability to manage own sales pipeline.
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10% support for other show team activities such as floorplan management, or support
of other events
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Source, manage and contract sales revenue to hit sales targets
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Ability to understand floorplans is essential.
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Ability to rebook onsite is essential.
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A Sales Executive is responsible for finding and developing new business as well as for
rebooking selected existing business.
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The SE must understand consultative sales, but also be able to close and canvass
quickly as well.
Develop ways to increase revenue through new sales activity: production of sales
emails, sales brochure, competitive event strategy, overall new business generation.
Regularly feed financial information to the Exhibition Director
Enthusiasm, hungry sales approach and a pro-active attitude is essential
Performance Standards:
Will be measured and judged on achievement of revenue targets, profitability and quality of
deliverables and on activity levels.
Person Specification:
 Ability to speak fluent business Russian and English
 Commercial experience in a telesales role
 Proven record of over achieving sales targets
 Experience in selling Exhibitions stands from a floorplan
 Experience in rebooking on site
 Enthusiastic and Pro-Active approach is essential
 Excellent interpersonal, listening and communication skills
 Excellent negotiation and rapport building skills
 Good business acumen
 Resilient, determined and able to work under pressure
 Target focussed and money driven
 Good organisational and time management skills
 Sense of humour with a positive attitude
 Potential to develop to Sales Manager
Applicants who wish to apply for this role should send a covering letter and CV to Philip
Hunter at Philip.hunter@informa.com
Candidates must be eligible to work in the UK
Internal applicants must inform their line manager if they wish to apply for this role