IIR Middle East

							                                        IIR Middle East
                                         Job Description


Job Title: Exhibition Manager

Department: Informa Saudi Arabia (based in Dubai)

Reports to: General Manager – Informa Saudi Arabia


Department Description:

Informa Saudi Arabia is a new country office based in Jeddah, KSA controlled by IIR Middle East
in Dubai. IIR has been operating in the Middle East since 1993 and was the first commercial
conference company in the region. In 1994 IIR Exhibitions was launched. Since then we have
provided hundreds of successful conferences, training programmes and exhibitions worldwide
and IIR Middle East is the undisputed regional market leader in the conference and training
sector.

In 2005, IIR became a subsidiary of Informa plc. Informa plc is the leading international provider
of specialist information and services for the academic and scientific, professional and
commercial business communities. Informa has over 150 offices in more than 40 countries and
employs over 7,500 staff around the world.

The company objective for Informa Saudi Arabia is to explore greater opportunities to run
exhibition, conference and training product in Saudi Arabia, a historically difficult place for
international events companies to conduct business.

A dedicated Saudi based office along with a newly formed local partnership is designed to ease
the process of running events, and as prospects for growth within Saudi Arabia in the field of
business tourism/event organizing is very good, the outlook for a professional events company is
extremely positive.


Job Purpose:
    To lead, manage and drive through the successful planning and execution of the entire
       lifecycle of each event assigned to the role holder
    To achieve revenue and profit targets
    To maintain existing and develop new customer relationships

Key Performance Indicators:
    Achievement of sales revenue/profit targets
    Successful event management
    Achievement of % customer segment targets per exhibition
    Management of event budget
    Number of calls made per day
    Time of call duration
    Effective co-ordination of operations and logistics
    Growth of existing portfolio by generating new ideas
Main Tasks & Responsibilities

Sales:
     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 strong relationships with agents representing the event to ensure
       the achievement of revenue targets for each event
     Manage and maintain existing policies and procedures for the unit

Event Management:
    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

General:
    Continually monitor and research the market
    Identify and attend competitive events where appropriate
    Database clean and build
    Perform any other duties commensurate with the grade and level of responsibility

Minimum Education Level Required:
    Educated to degree standard or equivalent




Background Knowledge and Experience

Essential:
    Previous Exhibition, conference and/or media industry experience
    Proven track record of sales experience with a demonstrated successful sales record of
       high value sales activity in a B2B environment
    Full understanding of event sales cycles
    Computer literate and proficient in the use of Microsoft Word and Excel
    Commercial awareness
    Attention to detail
    Spoken and written English
    Numerate

Desirable:
    Related industry knowledge
    Spoken and written Arabic



Behavioural Competencies

Essential:
    Effective communication
      Customer focus
      Organisational ability
      Teamwork
      Flexible and adaptable
      Decision making
      Attention to detail and accuracy
      Planning and organising
      Teamwork
      Ability to multi task and meet deadlines
      Interpersonal skills
      Time management
      Negotiation


October 2011