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GROUP EXHIBITION MANAGER

Job Description and Requirements

 

Purpose of the Job (Overall accountability)
  • To plan and manage the activities in the B2B/B2C department so that maximum space for all the existing and new B2B/B2C exhibitions is sold achieving its revenue targets. Also, ensure the B2B/B2C exhibitions are planned and implemented achieving the set targets of profitability.
  • To ensure that the existing exhibitors for the B2B/B2C exhibitions participate in the exhibitions and new exhibitors are added. Also, ensure the visitor turnout ratio is maximized for each of the B2B/B2C exhibitions.
Principal responsibilities / accountabilities
  • Contributes towards the formulation and implementation of Sales Strategy and budget for B2B/B2C exhibitions which would enable the achievement of B2B/B2C's revenue and profitability targets.
  • Develops and implements the B2B/B2C's departmental operating plan, policies and procedures to ensure achievement of department's objectives.
  • Develops and implements the overall Sales Policy aligning it with the international standards and practices.
  • Contributes towards the development and implementation of Discount Policy for each event.
  • Reviews the results of the market feasibility study for new shows (B2B/B2C) as well as profile developed for the new shows, and recommends the show to relevant authorities for approval. Also, ensures the launch of new approved shows (B2B/B2C) is done as per the plan.
  • Ensures that maximum space during the exhibitions is sold at an appropriate price so that the revenue targets for the exhibitions are achieved.
  • Monitors the various costs incurred for the exhibitions (B2B/B2C) and ensures the same is minimized, while maintaining the standard of the exhibition.
  • Ensures that the existing exhibitors participate in the relevant shows (B2B/B2C) and new exhibitors are added to the shows (B2B/B2C).
  • Reviews the list of exhibitors/visitors to be invited/contacted for the show and if required adds/modifies the same.
  • Reviews the Marketing plan and visitor promotion plan as prepared by the Exhibition Manager and Marketing Department and recommends improvements to the same.
  • Reviews the Media plan as prepared by Exhibition Manager along with Public Relations Department and ensures that the plan increases the reach/visibility of the shows to the relevant/targeted exhibitors and visitors.
  • Ensures that the Exhibitor Manual for the shows (B2B/B2C) is prepared on time and the requirements of the Exhibitors are comprehensively captured through the various forms in the manual. Also, ensures the details present in the manual are up to date.
  • Ensures the requirements of the exhibitors are communicated to the relevant departments so that the stands, extra services and other facilities are provided as per the requirement of the exhibitors.
  • Ensures all the requirements of the exhibitors during the exhibition are met in a timely manner.
  • Ensures the payment from the exhibitors have been received before the move-in.
  • Ensures the survey for the Exhibitors are conducted and appropriate action is taken on the feedback.
  • Identifies and informs the training section of the various training requirement of the direct reports and ensures that all the staff receive relevant training.
  • Sets individual targets for the Exhibition Manager and Asst. Exhibition Managers in B2B/B2C department, manages the performance, develops and motivates staff and provides feedback to them in order to maximize the performance of the subordinates.
  • Identifies the development needs and provides appropriate on the job training, mentoring and coaching to the subordinates.
  • Conducts periodic meetings with the subordinates for progress updates and resolving their issues. Also, updates the COO periodically on the department's performance.
Working Conditions
  • Mainly in an office environment and hence is not exposed to any physical hazards by the nature of work.
  • Needs to travel locally as well as internationally.
  • Not subject to physically demanding work.
 
Experience
Essential
  • Education: MBA Degree in Sales or Marketing.
  • Language: Fluency in the English language.
  • Experience: 10 15 years experience in the Sales or Event Management function of a company within the Exhibition Industry in the GCC; minimum of 3 year at a Senior Management level heading the function.
Desirable
  • Working knowledge of the Arabic/ English language.
  • Understanding of the commercial/contractual terms and conditions.

Competencies
  • Leadership Skills
  • Selling Skills
  • Organizing and Planning Skills
  • Budgeting Skills
  • Negotiation Skills
  • Forecasting Skills
  • Oral and written Communication Skills