Senior Exhibition Sales Manager

Job Description

1. Revenue Generation

· Achieve assigned stall/booth sales targets

· Maximize per sq. meter pricing

· Upsell premium locations, sponsorships, and branding packages

2. Space Occupancy

· Ensure maximum floor space utilization (90–100%)

· Maintain balanced sector representation (avoid over/under saturation)

· Reduce unsold inventory before event deadline

3. Lead Generation & Conversion

· Generate qualified leads via:

· Cold calls, emails, LinkedIn outreach

· Industry databases & past exhibitors

· Maintain strong conversion ratio (%)

· Timely follow-ups and deal closures

4. Client Relationship Management

· Build long-term relationships with exhibitors

· Ensure repeat participation

· Handle client queries, negotiations, and customization requests

5. Market Research & Strategy

· Identify trending industries and potential exhibitors

· Track competitor exhibitions & pricing strategy

· Suggest pricing models and promotional offers

6. Pipeline & Reporting

· Maintain updated sales pipeline (CRM)

· Weekly/monthly reporting of:

· Leads generated

· Deals closed

· Revenue achieved vs target

· Forecast future sales accurately

7. Coordination with Internal Teams

· Work with marketing for lead campaigns

· Coordinate with operations for space allocation

· Ensure client deliverables are met on time

8. On-Ground Execution (Pre & During Event)

· Assist exhibitors with stall selection and setup coordination

· Ensure commitments (branding, utilities, etc.) are fulfilled

· Handle last-minute sales opportunities onsite

· Key KPIs (Performance Indicators)

· Total revenue achieved vs target

· % of exhibition space sold

· Number of new exhibitors acquired

· Client retention rate

· Average deal size

· Conversion rate (lead to sale)

· Payment collection timelines