Sales Manager Congress Spain

Job description

The purpose of this role is to lead and set strategic direction in terms of the Congress Sales for Kuoni Tumlare Congress. We are looking for a Congress Sales Manager to assist Sales Team by building business and relationships with International and National Associations to generate leads for Spain and create client proposals (including budgeting) and presentations to RFP responses.

This person will also have to maintain External relationships with senior executives at major clients, regulatory bodies, associations & congress organizers, trade bodies & media.

Drives performance that leads the sales department towards significant growth within all congress segments. Develops the segment market budget together with the other Client Relation Executive & Head of Congress. Obtains profound business insights through research and analyses that supports the overall development of the segment. Supports the inclusion of sustainability into the division’s workflow and commercial presentations and pitches. Leads and develops a focused team responsible for new business acquisition, sales key account management and reactivation of dormant potential clients. Also develop, review and establish sales strategy within the defined area of responsibility in-line with overall company objectives always ensuring client satisfaction is delivered to maintain positive ongoing relationships and further improve the financial performance of the unit. Reports to the Head of Client Relation, External relationships with senior executives at major clients, regulatory bodies, associations &congress organizers, trade bodies & media. In addition close contact with both Head Congress, Innovation Manager, piers in Europe and the Country Congress team leaders.


  • Capture new business in Spain for the Congress Department by development, implementing and executing the sales strategy
  • Monitoring and managing CRM database in a daily basis and maintain accurate records of all pricings, sales and activity reports
  • Support and represent Kuoni Congress Sales Structure at trade exhibitions and industry events
  • Monitor market and competitor activity, identifying growth areas and drive growth by expanding into new markets and segments
  • Put processes in place to ensure a high effectiveness ensuring high performance culture is installed and continuously improved
  • Proactively identify business risks and act promptly to mitigate them/minimise their impact
  • Actively supports the integration of sustainability into the division’s workflow, providing feedback to the Sustainability Manager where necessary.
  • Demonstrate and promote thought leadership through displaying and sharing knowledge, expertise and coaching/mentoring others
  • Ensure all business activities comply with relevant financial, industry compliance, legislative, legal demands and ethical standards of the organisation
  • Responsible for the proactive association marked development of the area of responsibility
  • Manages sales resource allocation within the area of responsibility
  • Responsible for client relationship management, competitor analysis and improving sales quality within the area of responsibility

Job requirements

  • 3-5 years in sales position experienced
  • Proficient written & verbal English speaker (C1) and Spanish
  • Experience of working in a PCO or Association.
  • A bright, quick, proactive decision maker with strong people skills who can adapt quickly to the company’s operating environment and capture the trust and respect of colleagues and external key stake holders at all levels and in all geographies
  • A disciplined thinker and analytical problem solver who has the capacity to manage complex issues and develop effective solutions in a timely fashion
  • A hands-on team player, willing to get involved in broader leadership issues, with key focus on solving the requirements driven from the global sales organisation
  • Well-developed congress management skills
  • Must be a self-starter with high energy who must be hands-on, willing to drive operational activities and to engage at the front line on a regular basis
  • Highly extrovert character who enjoys client & supplier relations who has a strong wish to be personally engaged and go the “extra mile”
  • Strong commercial mind-set and proven achievements from a similar positionWE ARE LOOKING FOR A PERSON WITH
    • Client database in Spain
    • Strong influencing, presentation and communication skills
    • Understanding and translating the complexity of our business proposition for our clients
    • Excellent sales track record accompanied with strong association sales skills and PCO competencies
    • In-depth industry knowledge within the areas of housing exhibition & professional congress organisation
    • Proven ability to effectively build relationships at executive levels and manage external as well as internal resources
    • High level IT literature in particular with the area of congress management
    • Extensive experience and commercial knowledge of the congress association environment, key competitors, industry issues and related technology
    • Strong delivery focus and a proven track record of devising and implementing common sense, pragmatic solutions
    • Profound strategic and implementation & contribution capabilities