Assistant Sales Manager

Position: Assistant Manager / Manager / Senior Manager Exhibition Space Sales

Location: Delhi | Ahmedabad | Bengaluru | Chennai | Kolkata | Pune | Mumbai

Experience: 512 Years

Industry Preference: Exhibition/Trade Fairs/ B2B Events/Media Sales/Industrial Sales

1. Role Overview

The role is responsible for driving exhibition space sales revenue for TPCI's flagship trade shows such as Indusfood, Indusfood Manufacturing, Food Tech 4.0, and regional editions.

The incumbent will be accountable for end-to-end sales lifecycle management, including lead generation, client acquisition, relationship management, and closure of exhibition space, sponsorships, and associated revenue streams.

2. Key Responsibilities

A. Sales & Revenue Generation

Achieve assigned revenue targets (sqm sales + sponsorship revenue) for domestic and international exhibitions.

Drive B2B space sales across sectors:

Food & Beverage

Food Processing & Machinery

Packaging & Ingredients

Cold Chain & Logistics

Develop and execute territory-wise and sector-specific sales strategies.

Sell exhibition space, branding opportunities, and sponsorship packages.

B. Business Development

Identify and onboard new exhibitors (MSMEs, corporates, international participants).

Build industry-specific databases and continuously expand the pipeline.

Engage with:

- Industry associations

- Export promotion councils

- Chambers of commerce

- Government departments

Explore international participation through agents, partners, and embassies.

C. Client Relationship Management

Manage key accounts and repeat exhibitors ensuring long-term engagement.

Provide consultative selling by understanding client business objectives.

Ensure high client satisfaction, retention, and upselling opportunities.

D. Market Intelligence & Strategy

Track industry trends, competitor events, and pricing benchmarks.

Provide inputs for:

Floor plan planning

Pricing strategy

Sectoral focus areas

Support launch of new exhibition verticals and regional editions.

E. Coordination & Execution

Work closely with:

Marketing & Branding team

Operations team

International partnerships team

Ensure smooth onboarding of exhibitors (contracts, payments, allocations).

Support on-ground execution during exhibitions.

F. Reporting & MIS

Maintain daily sales reports, CRM updates, and pipeline tracking.

Forecast monthly/quarterly revenues accurately.

Present performance updates to senior management.

3. Key Deliverables / KRAs

Revenue achievement (% of target)

Total exhibition space sold (sqm)

Number of new exhibitors acquired

Repeat exhibitor retention rate

Sponsorship revenue generated

Conversion ratio (leads to closures)

Regional/sectoral market penetration

4. Required Skills & Competencies

Core Skills

Strong B2B sales and negotiation skills

Experience in exhibition/trade fair sales (highly preferred)

Ability to handle large-ticket sales (5L 1 Cr deals)

Excellent communication & presentation skills

Behavioral Competencies

Result-oriented and target-driven

Strong networking and relationship-building ability

Entrepreneurial mindset with ownership approach

Ability to work under pressure and meet deadlines

5. Eligibility Criteria

Graduate / Postgraduate (MBA preferred)

510 years of experience in:

Exhibition sales / Event sales

Media sales

Industrial B2B sales

Existing network in relevant industry sectors will be an advantage

6. Compensation Structure

Competitive fixed salary + performance-linked incentives

Incentives linked to:

Revenue achievement

High-value closures

New client acquisition

7. Career Growth Path

Assistant Manager Manager Senior Manager Business Head

Opportunity to lead:

- Regional business units

- Sector-specific verticals

8. Why Join TPCI

Work in India's premier trade promotion organisation

Exposure to international trade ecosystems & government partnerships

Opportunity to drive high-impact, high-revenue B2B platforms

Fast-track growth in a high-visibility leadership pipeline

9. Location-Specific Mandate

Candidates will be responsible for regional market development:

Delhi: North India + International embassies

Ahmedabad/Mumbai/Pune: Western industrial clusters

Bengaluru/Chennai: South India manufacturing & tech ecosystem

Kolkata: East & Northeast + Bangladesh/ASEAN connect

Ideal Candidate Profile

Has sold exhibition space in major trade exhibitions

Strong connect with FMCG, Food Processing, Packaging industry ecosystems

Comfortable with CXO-level client interactions

Exposure to international sales (a big plus)