Group Sales Manager

优缺点分析

角色解读

• This is a senior commercial leadership role
• strong performers can move into a larger portfolio or country-level commercial director position, or into broader general management within the global exhibitions business.
• You own the sales performance and revenue delivery for a portfolio of B2B exhibitions in Thailand, with full accountability for hitting or exceeding budgeted targets.
• You lead, coach and performance-manage a team of Strategic Account Managers, Account Managers and Sales Executives, driving pipeline health, conversion, retention and new business.
• You work alongside Exhibition, Marketing and Operations teams on pricing, floor plans, onsite rebooking and revenue-generating upgrades.
• You build key account strategy and open up new industry sectors to grow each show.
• Proven B2B sales leadership with direct revenue accountability and strong commercial/financial acumen (budgeting, forecasting, KPI management).
• Key Account management and new business development track record, plus skill in value-led selling methodologies.
• People leadership: coaching, performance management and building sales discipline across a team.
• CRM and sales systems proficiency (Salesforce), with excellent communication, stakeholder management and negotiation skills.

申请策略

• Frame your experience in the language of the JD: revenue delivery, value-led selling, sales discipline and KPI management.
• Show genuine interest in the exhibitions industry and in leading teams across a portfolio rather than a single product line.
• Quantify revenue accountability: portfolio size, budget achieved vs target, YoY growth and retention rates.
• Show team leadership scope: number of direct reports, account managers/sales executives coached, and performance outcomes.
• Highlight key account wins and new-sector/new-business development stories in B2B or exhibitions/media industries.
• Name the tools and methodologies you have rolled out, especially Salesforce adoption and structured sales frameworks.
• Sharpen financial fluency: budgeting, forecasting and reforecast cycles for a multi-show portfolio.
• Deepen Salesforce reporting and pipeline analytics capability so you can talk about KPI dashboards concretely.

面试指南

• Use a situation–strategy–execution–result structure, always ending with a measurable revenue or KPI outcome.
• For leadership questions, describe your cadence (one-to-ones, pipeline reviews, coaching plans) and give a concrete example of improving an individual's performance.
• For commercial questions, show how you translate a budget into milestones, then track conversion, retention and new business weekly.
• Walk us through a portfolio where you were accountable for revenue. How did you set the plan and deliver against budget?
• How do you coach and performance-manage a mixed team of strategic account managers, account managers and sales executives?
• Describe a key account you grew significantly. What was your strategy and what was the outcome?
• How do you use CRM data and pipeline metrics to diagnose and fix sales performance problems?
• How would you open a new industry sector for an existing exhibition and convert it into revenue?