Position Purpose
The Sales Supervisor leads day-to-day commercial execution across Fairteam’s trade fair portfolio. The role supervises multiple Account Managers and Sales Executives to ensure consistent pipeline generation, disciplined follow-up, and on-time achievement of stand, sponsorship, and service revenue targets.

In addition to team leadership, the Sales Supervisor personally manages a defined set of key accounts (strategic exhibitors/sponsors) and carries an individual revenue target that contributes directly to the company's overall goals.

Key Responsibilities

A) Team Supervision & Performance Management

• Directly supervise Account Managers and Sales Executives, ensuring clarity of roles, territories, and sales priorities.
• Set weekly activity expectations (calls, visits, proposals, follow-ups) and hold the team accountable to delivery.
• Coach team members on consultative selling, negotiation, objection handling, and closing.
• Conduct regular one-on-one check-ins and performance reviews; identify capability gaps and propose development actions.
• Ensure consistent adherence to sales processes, pricing discipline, and brand standards.

B) Pipeline Control & Sales Operations

• Lead weekly pipeline and forecast meetings for both Account Managers’ portfolios and Sales Executives’ multi-sector pipelines.
• Monitor progress against event-specific sales milestones (sector sell-out targets, sponsorship closure deadlines, payment timelines).
• Review and approve quotations/proposals within delegated authority; escalate exceptions to the Manager.
• Ensure CRM accuracy, hygiene, and timely stage updates across the full sales team.
• Identify risks early (slow sectors, weak pipelines, delayed payments) and implement corrective action plans.

C) Key Account Management (Personal Target)

• Manage a portfolio of high-impact key accounts (anchor exhibitors, repeat strategic clients, priority sponsors).
• Develop annual/event-cycle account plans to grow revenue through upgrades, multi-event participation, and bundled services.
• Lead complex negotiations and contract closures for strategic accounts.
• Coordinate internal delivery for key accounts to ensure premium service, high satisfaction, and strong retention.
• Serve as an escalation point for priority clients where needed.

D) Cross-Functional Coordination

• Align closely with Trade Fair Operations, Stand Production, Technical, Marketing, and Finance to ensure sales commitments are deliverable, cost-aligned, and on schedule.
• Support the Marketing Unit with commercial input into campaigns, sector targeting, and B2B matchmaking priorities.
• Ensure client deadlines (artwork, technical forms, logistics, payments) are communicated clearly and followed up systematically.

E) Reporting & Commercial Insights

• Produce weekly sales dashboards covering team performance, key account progress, pipeline value, conversion, and risks.
• Provide market intelligence on competitor fairs, pricing movements, sector trends, and client feedback to inform strategy.
• Contribute to event post-mortems and improvement plans, with clear action items for future cycles.

About You

Qualifications & Experience

• Bachelor’s degree in business, Marketing, Sales, Event Management, or a related field.
• 5–7 years B2B sales experience; exhibitions/events or sponsorship sales strongly preferred.
• 2+ years of experience leading or mentoring a sales team.
• Proven record of achieving personal and team targets in deadline-driven environments.

Skills & Competencies

• Strong leadership, coaching, and performance management capability.
• Excellent pipeline governance, forecasting, and analytical discipline.
• Advanced negotiation and key-account handling skills.
• High coordination ability across internal teams and external stakeholders.
• Commercial judgment, pricing discipline, and problem-solving under pressure.
• Proficient in CRM tools, reporting dashboards, and Microsoft Office/Google Workspace.

Key Performance Indicators (KPIs)

Team Performance

• Total team revenue achieved vs event/monthly targets (stands + services + sponsorships).
• Team quotation → contract conversion rate.
• Pipeline coverage ratio by team and by sector (e.g., target 3x coverage).
• Forecast accuracy (variance between forecast and actuals).
• On-time closure rate against event sales milestones.
• CRM compliance score (activity + data accuracy audit).

Personal Key Account Targets

• Key account revenue achieved vs personal target.
• Key account retention/rebooking rate.
• Upgrade/cross-sell value per key account (YoY growth).
• Key account satisfaction score and issue resolution time.

Commercial Quality

• Payment collection performance (% collected on schedule).
• Reduction in last-minute cancellations/no-shows.
• Sector diversification and growth contributions.

Requirement Skill

• Negotiation
• Communication
• Problem solving
• Attention to detail