About the job 

Hannover Fairs Australia is a wholly-owned subsidiary of leading global trade fair company Deutsche Messe, organiser of the world’s largest international trade fairs, including the Hannover Messe, which attracts over 200,000 attendees each year. 

Join a dynamic and ambitious team of event professionals delivering world leading events and exhibitions across the Australian and SE Asian market. Based in the CBD in Sydney our team benefits from a hybrid approach to the workplace dividing time between our office and working from home. 

Enjoy a leave day on your birthday, a day to volunteer to a cause of your choice, and monthly work social activities. 

If this type of environment matches what you are looking for we’d love to hear from you. 

About the role 

The role of Sales Manager is to play a significant role in sourcing and building key customer relationships, identifying business opportunities, and negotiating and securing the participation of relevant companies within our business events. 

At the heart of this role is the ability to generate momentum for the exhibition sales function. Your success will be determined by the sourcing and contracting of new business, and by the management of key accounts and relationships. 

The role would suit someone with proven experience in the exhibition industry, and for the right candidate can be a pathway to developing further event management responsibilities. 

Key attributes for the role include the ability to: 

• Create and manage long term relationships with clients 
• Manage the sales process with future engagement in mind, building long term partnerships not one-off wins 
• Prove the generation of sales & new business 
• Research, connect with and convert new business in challenging markets 
• Effectively plan your sales campaign 
• Research and develop new market areas through a deep understanding of your target audience 
• Reach out and make new connections, not rely on existing leads or clients 
• Sell consultatively across a range of channels and to a range of seniorities 
• Demonstrate tenacity and sales drive 
• Focus and be a self-starter that works on own initiative 
• Work towards best practice and high standards 
• Ensure targets and deadlines are met across the team 
• Problem solve and negotiate effectively 
• Be a key part of the onsite event delivery 
• Have sales conversations about future years whilst at current events 
• Set clear goals and objectives for yourself and anyone around you that needs guidance 
   

In this role you will be required to perform the following core functions: 

• Source relevant and show enhancing new business across the scope of the event 
• Manage and maintain your pipeline in Salesforce 
• Grow excellent relationships with exhibitors, sponsors, partners and the rest of the show team 
• Identify and research new growth areas for sales 
• Initiate clients visits when necessary and appropriate 
• Attend industry functions and relevant exhibitions when required 
• Maintain key customer care objectives 
• Ensuring that all sales administration is completed to a high and accurate standard and in a timely manner 
• Collate and produce sales plans and reports as required 
• Liaise with the company finance department to assist in deposit/staged payment collection where necessary 
• Achieve personal exhibition space and sponsorship revenue targets, outbound call targets and other appropriate KPIs 
• Write high quality sales proposals indicating the understanding of clients’ objectives and proposing solution matching to the event 
• Assist with the operational running of the event onsite, and with the onsite rebook 
• Arrange and participate in internal and external client debriefs 

Email Mike Nissen at mike.nissen@hannoverfairs.com.au if you are interested in applying for the role.