Job Description

Location:

Farnborough HQ

Salary:

Up to 50k DOE

Role Type:

Permanent, Office Based



Overview

We are seeking a driven and strategically minded sales manager to play a key role in driving growth, strengthening client relationships, and supporting the continued success of Tecna. Acting as a trusted advisor to clients and internal stakeholders, this role will combine commercial acumen and a deep understanding of Tecna's end-to-end offer.



Key Responsibilities

Client Engagement & Commercial Leadership

Act as a trusted advisor in commercial conversations, demonstrating the ability to negotiate, influence, and win senior-level buy-in. Respond quickly and professionally to all inbound enquiries. Hold structured discovery calls that uncover client goals, challenges, timelines, and budgets. Use questioning to challenge unclear briefs and ensure a strong foundation for successful proposals. Collaborate closely with Creative and Projects teams to shape concept proposals. Present proposals clearly and persuasively, with confidence in Tecna's solutions and value proposition. Maintain a deep understanding of Tecna's full service offer, business model, delivery processes, and client experience strategy. Own and manage large opportunities, complex briefs, and multi-touchpoint client relationships. Lead the development and delivery of major proposals and high-value projects. Oversee smooth client handovers to delivery while remaining involved and accountable throughout project execution. Build long-term, trusted relationships with clients, identifying opportunities to grow existing accounts and enter new markets. Look for cross-sell and upsell opportunities, introducing clients to Tecna's wider capabilities and services.

Sales Performance & Pipeline Management

Manage your own sales pipeline--keeping the CRM up to date, forecasts accurate, and projects progressing. Track and analyse sales performance data to identify trends and areas for improvement. Use insight to drive higher conversion rates, stronger margins, and improved client retention. Maintain margin awareness and ensure project scopes are clearly defined and commercially sound. Build and sustain a healthy sales pipeline aligned to business targets and team goals. Support the broader team in achieving collective commercial objectives.

Team Leadership & Development

Coach and support the development of Sales Executives and Administrators where needed. Share knowledge, experience, and best practices to strengthen overall team capability. Take feedback on board and actively work to refine personal sales approach and performance. Bring positive energy, support team targets, and contribute to a collaborative, high-performing culture.

Skills & Experience

Proven success in leading complex sales cycles and securing senior-level buy-in. Strong negotiation, presentation, and relationship management skills. Commercially astute, with experience managing large opportunities and cross-functional collaboration. Confident communicator able to challenge, consult, and influence effectively. Data-driven mindset with the ability to translate insights into actionable strategies. Deep understanding of service-led business models and client delivery processes. * Experience within Exhibition Industry is advantageous.