Job Details

The Company:

A leading event supplier based in Melbourne is looking for an experienced Senior Sales Manager - Events to join their team and lead the sales function across a busy and established client portfolio. The business works closely with event agencies, venues, planners, corporate clients and industry partners to deliver premium event hire and event solutions. With a strong reputation in the market and an established client base, this is a senior commercial role combining team leadership, new business development, account management and industry relationship building. The position will suit an experienced senior events sales professional who enjoys leading from the front, building strong relationships and driving both team and individual revenue performance.

Position Terms:

• Full Time Permanent Role
• Melbourne based position
• Salary: $125,000 to $145,000 plus super plus commissions depending on experience
• Full time based in the office in South Melbourne 

The Role:

The Senior Sales Manager - Events will be responsible for leading and developing the sales team while also maintaining a significant personal client portfolio. This is a hands on sales leadership role with a strong focus on building pipeline, generating new business, growing existing accounts and strengthening relationships across the events industry. Approximately 60% of the role will focus on sales team leadership, pipeline generation, new business and industry relationship development, with the remaining 40% focused on direct management and growth of a personal client portfolio. You will work closely with the Directors, Operations and Creative teams to ensure clients receive an exceptional experience from initial pitch through to event delivery.

Key responsibilities will include:

• Lead, coach and motivate the sales team to achieve individual and team revenue targets.
• Build a high performance sales culture focused on accountability, energy and results.
• Lead regular sales meetings, team check ins, pipeline reviews and forecasting.
• Conduct regular one on one meetings and performance conversations with sales team members.
• Identify coaching opportunities and support the ongoing development of the sales team.
• Attend client meetings and event bump ins with team members where required to provide support and mentoring.
• Lead from the front through active prospecting, pitching, negotiation and closing.
• Build and maintain a strong sales pipeline months in advance.
• Generate new business opportunities across the events industry.
• Convert warm leads and new opportunities into long term clients.
• Use an established network within the events industry to open new business opportunities.
• Develop and deliver compelling proposals, tenders and pitches.
• Represent the business at industry events, trade functions and networking opportunities.
• Build strong relationships with event agencies, venues, planners, corporate clients and industry partners.
• Identify opportunities to reactivate lapsed clients.
• Develop existing client relationships and identify opportunities to increase spend.
• Manage a personal portfolio of key client accounts.
• Develop tailored account plans for priority clients.
• Maintain high levels of client satisfaction and service.
• Conduct post event follow up and relationship management.
• Maintain accurate CRM records covering sales activity, client spend and opportunities.
• Provide regular sales forecasts, pipeline updates and reports to senior management.
• Ensure calls, meetings, quotes and opportunities are accurately recorded.
• Monitor budget performance across managed accounts and identify commercial risks early.
• Work closely with Operations to ensure client requirements are delivered accurately and on time.
• Collaborate with Creative teams on proposals, pitches and client presentations.

The Candidate:

The successful candidate will be an experienced senior sales professional with a strong background in events, event suppliers, hospitality or a closely related industry. You will have proven experience leading and mentoring sales professionals while also personally generating new business and managing significant client accounts. This role will suit someone who is naturally commercially driven, enjoys developing relationships and has an established network across the Melbourne events industry.

The successful candidate will also have:

• Senior level experience leading, coaching and mentoring sales professionals.
• A demonstrated record of building sales pipeline and winning new business.
• Experience managing and growing a significant portfolio of client accounts.
• An established network within the events industry.
• Existing relationships with event planners, venues, agencies or corporate clients would be highly regarded.
• Strong new business development and prospecting skills.
• A natural hunter mentality and genuine enjoyment of winning new business.
• Strong negotiation, pitching and closing capabilities.
• Excellent relationship building and client management skills.
• Strong communication and presentation skills.
• Confidence working to individual and team revenue targets.
• Strong forecasting and pipeline management capabilities.
• Commercial awareness and experience managing account budgets.
• Experience using CRM systems would be highly regarded.
• Strong organisational skills and the ability to balance team leadership with a personal client portfolio.
• A hands on leadership style and willingness to lead by example.
• High energy, resilience and a positive approach.
• Strong accountability and results focus.
• A genuine passion for the events industry.

For more information regarding event positions follow us:
LinkedIn: Apex Event Recruitment
Facebook: Apex Event Recruitment

If this role doesn't fit but if you are interested in Events positions in Australia, then please register your resume through our website: www.apexeventrecruitment.com.au

Please note that this role will be subject to background checks and you must have the right to live and work in this location to apply for this job.