Sales Manager
Resume:
KELVIN ESGUERRA PAGELS
**** ******* ******, **** ********** USA 94558
adktlg@r.postjobfree.com
Summary of Qualifications
Senior Exhibition Management
Exhibition Sales Conference Sales Customer Service Marketing Operations. General Management Work Experience
Aug 2015 - March 2018 Senior Project Manager, IMPACT Exhibition Project Department.
Overall in charge of Led lighting shows, PCB show, Energy Saving Week, Thailand International Entertainment show, Building Management and Asset Management Expo, Green Building and Retrofits Expo and Pulire Asia Pacific.
Feb 2014 - June 2015 Managing Partner, Emirata Communications, Manila, Philippines. Responsible for Taste Manila Food Exhibition.
Conceptualizing new exhibition shows to cater domestic market. Meet and deal with suppliers and partners for the show. Set marketing budget for visitors and exhibitors promotion. Overall in charge of the budget, marketing and sales.
February 2012 - Oct 2015 Exhibition Director, Informa Exhibitions, Dubai, Unit Responsible for Arab Health Exhibition and Congress; Africa Health; EgyptPharm; Cairo Health Exhibition
Exhibition Management
Assist in the development and maintenance of a strategic plan Ensure that the strategic plan is carried out on time and to budget Agree annual exhibition budget with Exhibition and Marketing Managers and the Group Exhibitions Director
Ensure that the planned exhibition growth and targets are achievable with the available resources Assist in the hiring and retention of qualified and professional staff in a timely fashion Assist in the brand reputation of the company as the premier exhibition provider Exhibitions Finance and Accounting
Chase incremental revenue. Control exhibition costs within budget Review the monthly exhibition accounts with Marketing and Exhibition Managers Work effectively and professionally with the Financial Controller Ensure all documentation required is completed on time Ensure all revenue and cost transactions are accounted for in full and communicated to the Accounts department
Set sales targets for the exhibition and for individual members of the sales team Manage all aspects of the sales team ensuring that Exhibition and Sales Managers are producing in order to achieve their sales targets
Monitoring staff targets and productivity and ensure the exhibition is operating towards target Take responsibility to sell an agreed percentage of the overall sales and sponsorship target for the exhibition by active agent management and personal input. Implement the sales process through defined objectives and activity based plans to ensure maximum growth and profitability. Build and maintain customer and agent relationships Oversee and maintain an active and up to date database of clients/prospects Demonstrate the ability to actively seek out new prospects Take responsibility for making sure that marketing activities are executed on time and in a professional manner by the marketing team. Work closely with the Marketing Manager and Exhibition Manager to design/create and write copy for marketing materials and websites Monitor database growth in appropriate markets
Continually liaise with Operations Department with respect to floor plans and client requirements Assist and provide support to the Operations team onsite Create a useful, internal working relationship between the Sales and Marketing team and the Operations Department Effect timely reporting to ensure potential result or resource problem areas are flagged
Demonstrate financial and numerical astuteness. Complete weekly reporting structure with Exhibition Managers / Group Exhibition Director Prepare monthly project reports with Exhibition Managers to be presented to Group Exhibition Director. Prepare annual event budgets and reforecast
Management of event budgets and strict adherence to revenue and costs Manage staff effectively
Create and encourage teamwork, Identify team members for promotion / advancement Take disciplinary action if / when necessary in conjunction with the HR Director Set up a sound and workable project plan for each event with clearly defined timelines Plan, prepare and monitor annual budgets for the event with strict adherence to revenue and cost ensuring achievement of profit
Oversee the development of an event floor plan Liaise with the operations department to coordinate event logistics effectively Ensure collection of payments by regular communication and coordination with the accounts department
March 2009 - February 2012 Exhibition Manager, Informa Exhibitions, Dubai, United Arab Emirates Responsible for Arab Health Exhibition and Congress; Africa Health Set sales targets for the exhibition and for individual members of the sales team Manage all aspects of the sales team ensuring that Exhibition and Sales Managers are producing in order to achieve their sales targets
Hold regular sales meetings with the Exhibition and Sales Managers in order to monitor staff targets and productivity and ensure the exhibition is operating towards target Take responsibility to sell an agreed percentage of the overall sales and sponsorship target for the exhibition by active agent management and personal input. Implement the sales process through defined objectives and activity based plans to ensure maximum growth and profitability
Build and maintain customer and agent relationships Oversee and maintain an active and up to date database of clients/prospects Demonstrate the ability to actively seek out new prospects. On a regular basis provide updated and accurate reports, including:
Financial revenue versus target, Sales achievement, Project progress update, Activity reports and projected revenue during an event provide on-site management and support to customers/clients/other staff members etc. Working closely with marketing to deliver desired target audiences April 2007 - March 2009 Sales Manager, Informa Exhibitions, Dubai, United Arab Emirates Responsible for Arab Health Exhibition and Congress Drive through the achievement of sales revenue/profit targets. Continue to build strong relationships with current and potential clients both pre and post event Manage and maintain existing policies and procedures for the unit On a regular basis provide updated and accurate reports, including: Financial revenue versus target, Sales achievement, Project progress update, Activity reports, Database clean and build Perform any other duties commensurate with the grade and level of responsibility. Completion of weekly sales reports and daily updates of the daily planner July 2006 - April 2007 Conference Sales Manager, Informa Exhibitions, Dubai, United Arab Emirates Responsible for all Informa Life Sciences Exhibition shows Take ownership and responsibility for the achievement of delegate numbers and sales revenue targets
Continue to build strong relationships with current and potential clients both pre and post event effectively convert and up sell inquiries into sales Provide ongoing constructive feedback to the marketing team December 2003 - May 2005 Portfolio and Acquisition Sales, Citibank NA, Manila, Philippines Maintaining and developing relationships with existing clients in person Sales on bank loans, credit cards and any other bank credit facility Acting as a contact between the company and its existing and potential market Negotiating the terms of agreement and closing sales Gathering market feasibility and customer information Negotiation on price, cost, delivery and specifications of clients maintaining sales reports Trainings Attended
September 2011 Management and Development Training by IIRME Professional Selling June 2010 Skills/Winning Accounts Strategy/Professional Sales Coaching by IIRME July 2009 Cutting Edge Selling by IIRME Awards
IIRME Employee of the Year 2011
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