Sales Manager

Strategic Space Selling & Yield Management Ability to sell exhibition floor space strategically, maximizing revenue per square meter by effectively pitching premium locations (corners, island stalls) and managing inventory to avoid underselling prime spots.

Consultative Selling & ROI Visualization Expertise in moving beyond "selling square meters" to selling a "business solution." Capable of explaining the Return on Investment (ROI) to exhibitors by aligning the event audience (Architects, Distributors) with the client’s business goals.

New Market Penetration (Hunter Mindset) Proactive in identifying and breaking into new industry segments (e.g., bringing Construction/Real Estate players into the Fan & Lighting Expos) rather than relying solely on existing databases or inbound leads.

Sponsorship Acquisition & Structuring Talent for creating and selling high-value, customized sponsorship packages (branding, speaking slots, VIP networking) that go beyond standard booth bookings to increase overall event revenue.

Key Account Management (KAM) & Retention Proven ability to manage relationships with "Anchor Exhibitors" (large industry leaders) to ensure they rebook year after year, often upgrading their space size and investment.

Competitor Analysis & Market Intelligence Skill in monitoring competitor exhibitions and industry trends to identify unsatisfied exhibitors elsewhere and convert them into clients for Vaarta Trade Fairs.

Pipeline Management & Forecasting Disciplined approach to managing a sales funnel, maintaining accurate CRM data, and providing realistic revenue forecasts to management for upcoming quarters.

High-Stakes Negotiation & Closing Strong capability to navigate complex price negotiations with senior decision-makers (CEOs, Marketing Heads) without devaluing the brand, ensuring deals are closed on favorable terms.

Cross-Selling & Upselling Ability to leverage the co-location of events (e.g., selling a lighting company a spot in the Fan Expo or vice versa) and upselling clients from shell schemes to raw space or larger pavilions.

Post-Show Relationship Building Understanding that sales don't end at booking; maintaining engagement during the show and immediately after to secure "on-site rebooking" for the next edition.