Company Description
Koelnmesse Pvt. Ltd. is the Indian subsidiary of Koelnmesse GmbH, Germany which has been established in 2008 to cater the needs of rising Indian market. The hallmark of a successful trade fair is its ability to bring markets and people together in an efficient and highly professional manner. Events made by Koelnmesse are a promise of top quality.
Job Title – Senior Sales Manager – Exhibitions
Location : Mumbai
Department : Sales
Reports to : Portfolio Director
Job Summary
The Senior Sales Manager will be responsible for driving revenue growth by selling exhibition space, sponsorship packages, and related services. The role requires strong industry networking, strategic sales planning, client relationship management, and team leadership to achieve and exceed sales targets.
Key Responsibilities
1. Sales & Revenue Generation
- Develop and execute sales strategies to achieve revenue targets for exhibitions and events
- Identify and acquire new exhibitors, sponsors, and partners
- Sell exhibition booths, sponsorship packages, and advertising opportunities
- Maintain a strong sales pipeline and ensure consistent conversions
2. Client Relationship Management
- Build and maintain long-term relationships with key clients and industry stakeholders
- Understand client needs and offer customized solutions
- Ensure high levels of client satisfaction and repeat business
3. Market Research & Strategy
- Analyze industry trends, competitor activities, and market opportunities
- Provide insights to improve event positioning and sales approach
- Identify new sectors and geographies for expansion
4. Team Leadership
- Lead, mentor, and manage the sales team
- Set targets, monitor performance, and provide coaching
- Foster a high-performance sales culture
5. Event Coordination
- Collaborate with marketing, operations, and production teams
- Ensure smooth execution of exhibitions from a sales perspective
- Support on-site sales and client servicing during events
6. Reporting & Forecasting
- Prepare regular sales reports, forecasts, and performance analysis
- Track KPIs and ensure alignment with business goals
- Maintain accurate CRM records and documentation
Key Requirements
Education & Experience
- Bachelor's degree in Business, Marketing, or related field (MBA preferred)
- 7–12 years of experience in B2B sales, preferably in exhibitions, events, or media industry
- Proven track record of achieving or exceeding sales targets
Skills & Competencies
- Strong negotiation and closing skills
- Excellent communication and presentation abilities
- Leadership and team management skills
- Strategic thinking and problem-solving capability
- Proficiency in CRM tools and Microsoft Office
Personal Attributes
- Result-oriented and highly motivated
- Strong networking and interpersonal skills
- Ability to work under pressure and meet deadlines
- Willingness to travel as required
Key Performance Indicators (KPIs)
- Revenue achievement vs. target
- Number of new clients acquired
- Client retention rate
- Sponsorship sales growth
- Team performance metrics
Preferred candidate with experience in the exhibition industry.
