Assistant Sales Manager / Sales Manager

Position: Assistant Manager / Manager / Senior Manager – Exhibition Space Sales Location: Delhi | Ahmedabad | Bengaluru | Chennai | Kolkata | Pune | Mumbai
Experience: 5–12 Years
Industry Preference: Exhibition/Trade Fairs/ B2B Events/Media Sales/Industrial Sales

1. Role Overview

The role is responsible for driving exhibition space sales revenue for TPCI's flagship trade shows such as Indusfood, Indusfood Manufacturing, Food Tech 4.0, and regional editions.

The incumbent will be accountable for end-to-end sales lifecycle management, including lead generation, client acquisition, relationship management, and closure of exhibition space, sponsorships, and associated revenue streams.

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2. Key Responsibilities

A. Sales & Revenue Generation
• Achieve assigned revenue targets (sqm sales + sponsorship revenue) for domestic and international exhibitions.
• Drive B2B space sales across sectors:

• Food & Beverage
• Food Processing & Machinery
• Packaging & Ingredients
• Cold Chain & Logistics
• Develop and execute territory-wise and sector-specific sales strategies.
• Sell exhibition space, branding opportunities, and sponsorship packages.

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B. Business Development

• Identify and onboard new exhibitors (MSMEs, corporates, international participants).
• Build industry-specific databases and continuously expand the pipeline.

• Engage with:

• Industry associations
• Export promotion councils
• Chambers of commerce
• Government departments

• Explore international participation through agents, partners, and embassies.

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C. Client Relationship Management

• Manage key accounts and repeat exhibitors ensuring long-term engagement.
• Provide consultative selling by understanding client business objectives.
• Ensure high client satisfaction, retention, and upselling opportunities.

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D. Market Intelligence & Strategy
• Track industry trends, competitor events, and pricing benchmarks.
• Provide inputs for:

• Floor plan planning
• Pricing strategy
• Sectoral focus areas
• Support launch of new exhibition verticals and regional editions.

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E. Coordination & Execution
• Work closely with:

• Marketing & Branding team
• Operations team
• International partnerships team
• Ensure smooth onboarding of exhibitors (contracts, payments, allocations).
• Support on-ground execution during exhibitions.

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F. Reporting & MIS

• Maintain daily sales reports, CRM updates, and pipeline tracking.
• Forecast monthly/quarterly revenues accurately.
• Present performance updates to senior management.

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3. Key Deliverables / KRAs

• Revenue achievement (% of target)
• Total exhibition space sold (sqm)
• Number of new exhibitors acquired
• Repeat exhibitor retention rate
• Sponsorship revenue generated
• Conversion ratio (leads to closures)
• Regional/sectoral market penetration

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4. Required Skills & Competencies

Core Skills

• Strong B2B sales and negotiation skills
• Experience in exhibition/trade fair sales (highly preferred)
• Ability to handle large-ticket sales (₹5L – ₹1 Cr deals)
• Excellent communication & presentation skills

Behavioral Competencies

• Result-oriented and target-driven
• Strong networking and relationship-building ability
• Entrepreneurial mindset with ownership approach
• Ability to work under pressure and meet deadlines

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5. Eligibility Criteria
• Graduate / Postgraduate (MBA preferred)
• 5–10 years of experience in:

• Exhibition sales / Event sales
• Media sales
• Industrial B2B sales
• Existing network in relevant industry sectors will be an advantage

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6. Compensation Structure
• Competitive fixed salary + performance-linked incentives
• Incentives linked to:

• Revenue achievement
• High-value closures
• New client acquisition

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7. Career Growth Path
• Assistant Manager → Manager → Senior Manager → Business Head
• Opportunity to lead:

• Regional business units
• Sector-specific verticals

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8. Why Join TPCI

• Work in India's premier trade promotion organisation
• Exposure to international trade ecosystems & government partnerships
• Opportunity to drive high-impact, high-revenue B2B platforms
• Fast-track growth in a high-visibility leadership pipeline

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9. Location-Specific Mandate

Candidates will be responsible for regional market development:

• Delhi: North India + International embassies
• Ahmedabad/Mumbai/Pune: Western industrial clusters
• Bengaluru/Chennai: South India manufacturing & tech ecosystem
• Kolkata: East & Northeast + Bangladesh/ASEAN connect

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Ideal Candidate Profile

• Has sold exhibition space in major trade exhibitions
• Strong connect with FMCG, Food Processing, Packaging industry ecosystems
• Comfortable with CXO-level client interactions
• Exposure to international sales (a big plus)