杭州招聘

职位描述：
Job Title: Intermodal Events - Sales Executive
Reporting to: Sales Manager, supporting the Event Director
Location: Shanghai
Package: 130,000–140,000 RMB, depending on experience, + 35% Commission
Websites: www.intermodal-asia.com, www.intermodal-events.com, www.informaexhibitions.com, www.informa.com

Overview of Position
The Sales Executive (SE) will be responsible primarily to new business sales on Intermodal Asia. Intermodal Asia was launched in 2014 off the back of the success of the long running Intermodal Europe event. It has strong local and international support and going into its 4th edition we need a local sales person to grow the new business in China and Pan-Asia. There is a lot of opportunity for sales within these regions.

The SE will sell stand space for Intermodal Asia to new companies, however there will be opportunity to sell stand space on Intermodal Asia’s partner event Intermodal Europe. 90-95% of the sales will be done via telephone sales, but there will be an opportunity to visit competitive trade shows within China and also other face to face meetings with the Chinese Marketing and Operations Executive. Also the SE will be contributing towards onsite sales rebook and there may opportunity to travel to Intermodal Europe for sales rebooking.

There will be an international element to the event and the SE will report to the Sales Manager who is based at the Informa HQ in London. The SE will sell to both Chinese and Pan-Asian clients. The SE will need to be proficient in both Chinese and English and able to speak and write in both languages. The sales will be 75% to mainland China and 25% to HK, Singapore and Pan-Asia. The SE will be responsible for increasing revenue and in driving new business from these regions to spend at the Intermodal Asia event. The SE will work closely with the Sales Manager and the Event Director to develop the business from the newer segments to the show and they will receive strong support from the team to do this.

The SE will need to work hard to develop the business from the new clients in China and Pan-Asia and so they will need to be self-motivated, driven, ambitious and a team player. The sole duty of the SE is to increase revenue on the Intermodal Asia event in line with both the show and personal targets/objectives. The SE will need to grow a contact database and unearth new segments. The SE role will be a core and important part of the Event Team and will increase local support to the event. SE would work closely with other departments, such as marketing and conference.

The SE role is suitable for a candidate who has a passion for sales, is keen to succeed, happy to work autonomously and also within the Event Team. Intermodal is a brand that requires both a passionate and consultative approach; customer care and team work is crucial.

Job Summary
? Working to predetermined targets to sell exhibition space.
? Following set KPI’s to be reviewed in weekly meetings with the SM.
? Predominantly telephone selling, but with some opportunity to visit other trade shows and face to face sales
? Self-Motivated and positive in outlook
? Accurately recording sales activity on a formal pipeline report to be sent to the SM every week and to be reviewed weekly in the weekly meeting with the SM.
? Be aware of opportunities to up-sell a client's involvement
? SE will take contribute towards the sales administration process – including contracting but working closely with the sales and marketing co-ordinator
? Ensure that administration is carried out effectively in order that accurate figures can be passed to SM for inclusion in reports
? Have the ability to be a team-player taking on board and implementing new ideas from colleagues and to contribute ideas.
? Manage CRM system (when implemented) and grow the new business leads in their pipeline by circa 5-10% per month
? At the discretion of the SM, the SE will visit Intermodal Europe subject to performance targets being met.
? Cross sell Intermodal Europe to new business where relevant
? Identify other segments areas for potential business within a sales target. Add new targets to CRM and follow up.

Performance Standards
? Achievement of set individual revenue targets - set at the beginning of the role until the event date and monitored weekly with the SM
? Strong customer relationship ethic
? A minimum call rate of 50 calls per day and 2 hours on the phone per day – the weekly call report to be sent and reviewed in the weekly meeting with the SM
? Strong levels of enthusiasm, sales ambition, teamwork and spirit
? Monitored growth of sales database and leads, in line with set KPI’s

Circa 80% of the working week will be spent on developing new leads/business.
Circa 10% will be administrative and include contract generation / database management.
Circa 10% account management.

Person Specification
? Passionate customer focused attitude
? Fluent in Chinese and English
? Minimum of two years’ exhibition sales experience, preferably international events/exhibitions
? Self-motivated, initiative-taker and ability to think independently
? Excellent interpersonal, listening and communication skills
? Excellent negotiation and rapport building skills
? Strong business acumen and awareness of macro environment
? Resilient, determined and able to work under pressure
? Strong drive and ambition
? Good organisational and time management skills
? Team player
? Potential to develop to Sales Manager level and beyond.

Rewards for exceeding performance criteria:
- Uncapped commission if go through set KPI’s and revenue target
- Career path in a global business
- International travel


Applications to linda.chen@informa.com and juta.yang@informa.com


Informa Global Exhibitions is part of Informa PLC. Informa Global Exhibitions are investing heavily in product launches and acquiring exhibitions worldwide in order to grow their international exhibition business, meaning opportunities will be created to progress for the right person as the business grows.

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Informa is a leading business intelligence, academic publishing, knowledge and events group. We help customers in hundreds of professional, commercial and academic communities connect and learn, and create and provide access to content and intelligence so they can work smarter and make better decisions faster.

Informa Markets is one of the divisions of Informa Group, creates platforms for industries and specialist markets to trade, innovate and grow.

Our portfolio is comprised of more than 550 international B2B events and brands in markets including Healthcare & Pharmaceuticals, Infrastructure, Construction & Real Estate, Fashion & Apparel, Hospitality, Food & Beverage, and Health & Nutrition, among others. We provide customers and partners around the globe with opportunities to engage, experience and do business through face-to face exhibitions, specialist digital content and actionable data solutions. As the world’s leading exhibitions organiser, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year.

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