Events & Exhibitions

IIR’s Entertainment & Installation Technology Group is a recently formed division of the company designed to align the strategic direction and objectives of the portfolio of Professional Sound, Lighting & Audio Visual exhibitions and events owned by IIR worldwide. The exhibitions/events currently in the portfolio are: PALME Middle East – runs annually in April/May in Dubai. This is the groups flagship show and has grown since its launch in 2003 from 1800 sqm (net) to 8,500 sqm (net) in 2007. It has three vertical shows under its umbrella: Install, Event 360 and MUSAC as well as a spin off awards ceremony, MELDA. MELDA – Middle East Lighting Design Awards – Innaugural year 2007 aimed at recognising the creative excellence of architectural lighting design in the Middle East. PALME Asia – runs annually in July in Singapore and 2007 will see its 18th edition. PALME India – the newest addition to the portfolio launched in October 2006 and held annually in Mumbai, India. PALM Expo (previously known as CALM) – this is the only show that is not actually owned by IIR but IIR have the show management contract for the international Professional Sound, Lighting and Musical Instruments section of the exhibition. PALM Expo runs annually in June in Beijing, China and 2007 will see its 16th edition. The portfolio show organisation is split between the Dubai and Singapore offices, with PALME ME, MELDA and PALME India being organised directly from Dubai and PALME Asia and PALM Expo (China) being organised from the Singapore office. The entire group is now managed centrally from the Middle East office in Dubai and is overseen by the Group Exhibitions Director. The Group Marketing Manager is also based centrally in Dubai from where all marketing activities are directed and managed. Job Purpose To drive through the sales process for selling exhibition participation to potential clients To achieve pre-determined revenue and profit targets To maintain existing and develop new customer relationships To ensure and achieve maximum revenue Key Performance Indicators آ· Achievement of sales revenue/profit targets Number of calls made per day Time of call duration Market awareness e.g. competitive events, industry trends Main Tasks and Responsibilities Sales آ· Drive through the achievement of sales revenue/profit targets آ· Continue to build strong relationships with current and potential clients both pre and post event آ· Manage and maintain existing policies and procedures for the unit Event Management آ· On a regular basis (as advised by the Group Exhibitions Director) provide updated and accurate reports, including: - Financial revenue versus target - Sales achievement - Project progress update - Activity reports آ· During an event provide on site management and support to customers/clients/other staff members etc General آ· Continually monitor and research the market آ· Identify and attend competitive events where appropriate آ· Database clean and build آ· Perform any other duties commensurate with the grade and level of responsibility Person Specification Minimum Education Level Required Educated to secondary standard (GCE â€کO’ Level/GCSE) or equivalent Desirable Graduate qualification Background Skills, Knowledge and Experience Essential آ· 1 year in a sales role آ· A demonstrated successful sales record of high value sales activity. آ· Full understanding of event sales cycles آ· Computer literate and proficient in the use of Microsoft Word and Excel آ· Commercial awareness آ· Speaks fluently and writes clearly in English to both individuals and groups آ· Numerate Desirable آ· Awareness of exhibition production آ· Experience of growing and developing new markets and products آ· Tele-sales or exhibition sales background آ· Related industry knowledge Behavioural Competencies Essential: آ· Effective communication at all levels internally and externally آ· Trustworthy and discreet with sensitive information آ· Positive approach to teambuilding آ· Effective negotiation skills آ· Remains calm and approachable under pressure آ· Flexible and adaptable آ· Ability to work under pressure and within changing priorities and deadlines آ· Customer focus آ· Decision making آ· Results driven آ· Attention to detail and accuracy آ· Planning and organising آ· Ability to multi task آ· Interpersonal skills آ· Time management