Sales Manager | IIR Middle East Jeddah, Saudi Arabia

Sales — By Samer Marzouq on January 12, 2010 at 6:35 pm

Profile
IIR Saudi Arabia is a new country office based in Jeddah, KSA controlled by IIR Middle East in Dubai. IIR has been operating in the Middle East since 1993 and was the first commercial conference company in the region. In 1994 IIR Exhibitions was launched. Since then we have provided hundreds of successful conferences, training programmes and exhibitions worldwide and IIR Middle East is the undisputed regional market leader in the conference and training sector.

In 2005, IIR became a subsidiary of Informa plc. Informa plc is the leading international provider of specialist information and services for the academic and scientific, professional and commercial business communities. Informa has over 150 offices in more than 40 countries and employs over 7, 500 staff around the world.

The company objective for IIR Saudi Arabia is to explore greater opportunities to run exhibition, conference and training product in Saudi Arabia, a historically difficult place for international events companies to conduct business.

A dedicated Saudi based office along with a newly formed local partnership is designed to ease the process of running events, and as prospects for growth within Saudi Arabia in the field of business tourism/event organizing is very good, the outlook for a professional events company is extremely positive.

Job Purpose
•To drive through the sales process for selling exhibition participation to potential clients
•To achieve pre-determined revenue and profit targets
•To maintain existing and develop new customer relationships
•To ensure and achieve maximum revenue
•To develop new customer relationships with Arabic speaking clients
•To proof Arabic sales material that is to be distributed into market

Key Performance Indicators
•Achievement of sales revenue/profit targets
•Number of calls made per day
•Time of call duration
•Market awareness e.g. competitive events, industry trends

Main Tasks and Responsibilities
Sales
•Drive through the achievement of sales revenue/profit targets
•Continue to build strong relationships with current and potential clients both pre and post event
•Manage and maintain existing policies and procedures for the unit

Event Management
•On a regular basis (as advised by the Events Director) provide updated and accurate reports, including:
o Financial revenue versus target
o Sales achievement
o Project progress update
o Activity reports
•During an event provide on site management and support to customers/clients/other staff members etc

General
•Continually monitor and research the market
•Identify and attend competitive events where appropriate
•Database clean and build
•Proof Arabic sales material and make alterations where necessary
•Perform any other duties commensurate with the grade and level of responsibility

Skills
Minimum Education Level Required:
Educated to secondary standard (UK A- Level) or equivalent

Background Skills, Knowledge and Experience
Essential:
•Proven track record in Event sales role
•A demonstrated successful sales record of high value sales activity
•Full understanding of event sales cycles
•Computer literate and proficient in the use of Microsoft Word and Excel
•Commercial awareness
•Attention to detail
•Speaks fluently and writes clearly in English to both individuals and groups
•Speaks fluently in Arabic and can read Arabic to very high standard
•Numerate

Desirable:
•Awareness of exhibition production
•Experience of growing and developing new markets and products

Behavioural Competencies
Essential:
•Effective communication at all levels internally and externally
•Trustworthy and discrete with sensitive information
•Positive approach to team building
•Effective negotiation skills
•Remains calm and approachable under pressure
•Flexible and adaptable
•Ability to work under pressure and within changing priorities and deadlines
•Customer focus
•Decision making
•Results driven
•Attention to detail and accuracy
•Planning and organising
•Ability to multi task
•Interpersonal skills
•Time management