Sales Manager

NLA is the officially contracted Representative for EXPO REAL in Great Britain and Northern Ireland. Under this agreement, NLA is responsible for acquiring exhibitors and visitors for the trade fair, maintaining relationships with key stakeholders, and managing all market data and reporting associated with the Territory of Representation. NLA is looking for a commercially driven Sales Manager Exhibitions to lead UK market development for EXPO REAL, Europe’s leading real estate and investment trade fair.

The Sales Manager Exhibitions (Expo Real Contract) is responsible for delivering NLA's representative duties for EXPO REAL on a part-time basis. This includes acquiring exhibitors and visitors from Great Britain and Northern Ireland, managing relationships, maintaining key databases, and reporting market intelligence to MMG. NLA does not exhibit at or host a stand at EXPO REAL; instead, it delivers the commercial and strategic responsibilities defined in its representative contract with Messe München GmbH (MMG). This is an independently driven, commercially focused role that benefits from flexibility: the post can be worked over 3 or 4 days per week, with hybrid and flexible working arrangements available. This role is offered part-time (3-4 days/week) with the future potential to shape into a full-time position for candidates interested in taking on wider commercial responsibilities within NLA.

Key Responsibilities

• Exhibitor & Visitor Acquisition: Acquire companies from Great Britain and Northern Ireland to participate as exhibitors or visitors at EXPO REAL. Conduct acquisition activities through personal meetings, outreach calls and emails, presentations and briefings, attending UK industry events and competitor fairs, distributing printed and digital exhibitor information. Promote participation to previous and prospective exhibitors/visitors. Advise companies on marketing and technical participation requirements when requested.
• Stakeholder Relationship Management: Maintain contact with private sector stakeholders, local authorities, investors, consultants, trade associations, media partners and export/trade promotion agencies. Manage relationships with key accounts and ensure high quality communication. Represent EXPO REAL in the UK market (not onsite at the event). Attend UK industry events to generate leads and strengthen visibility.
• Market Intelligence & Reporting: Monitor sector developments relevant to EXPO REAL and report significant insights to MMG. Provide regular updates on market changes, competitor events and industry challenges or opportunities. Supply progress reports on acquisition activities, pipeline status, and engagement outcomes.
• CRM & Database Management: Maintain NLA's dedicated exhibitor and visitor database for the Territory of Representation. Reconcile internal data with MMG registration reports, business cards, and attendee lists. Continuously update the database using new contacts, enquiries and third-party data sources. Keep an accurate Excel comparison between NLA data and MMG registration data. Ensure data handling complies with GDPR.
• Internal Collaboration: Work closely with NLA's commercial leadership on sales strategy, forecasting and market approach. Coordinate with marketing on promotional campaigns and communication activity. Ensure all contracts, invoicing and documentation are accurate and delivered on time.
• Contract Boundary Compliance: Carry out representative duties solely within Great Britain and Northern Ireland, as required by the contract. Ensure no acquisition activities are conducted within the EU or EEA states. Understand that NLA cannot require MMG to accept any particular exhibitor or visitor.

Person Specification

Essential:

• Strong B2B sales experience in exhibitions, trade shows, events, or relevant B2B promotions.
• Experience managing long sales cycles and senior level relationships.
• Excellent communication, persuasion and negotiation skills.
• Strong organisational ability with experience managing CRM systems and data.
• Self-motivated, capable of independent working within a flexible part-time schedule.
• Commercially focused with the ability to prioritise and manage multiple client relationships.

Desirable:

• Knowledge of the UK built environment sector (property, architecture, development or investment, or infrastructure).
• Experience in international trade fairs or foreign market representation.
• Experience engaging with public sector bodies and trade agencies.

Working Pattern & Flexibility:

This role is offered on a part-time basis (3 or 4 days per week). Flexible working patterns are available, including hybrid working (office + home), flexible start/finish times, and compressed hours across fewer days if preferred. Attendance at UK events and meetings will be required as part of acquisition activity.

Reports to: Chief Revenue Officer

NLA Values: All team members are expected to work in a way that reflects NLA's values: Informed, Rigorous, Collaborative.

Terms & Benefits:

Location: NLA office at The London Centre (Hybrid/Flexible). Work Pattern: Part-time, 3 or 4 days per week (potential for full-time in future). Market Competitive Salary: Dependent on skills and experience (base + commission). Benefits: 25 days holiday prorated (+ bank holidays) with uncapped discretionary leave, pension, EAP, Cycle-to-work, wellness initiatives and professional development budget.

How to Apply & Equal Opportunities: We are an equal opportunities employer and welcome applicants from all backgrounds. We celebrate and are committed to creating an inclusive environment for all employees. Adjustments for application or interview process are available on request. Applications will close at midday on Friday, 27th February. To apply please follow the link on our recruitment page where you can send your CV and cover letter. Please note that applications will only be reviewed where cover letters are included. We reserve the right to close applications early if the right candidate is found, so we encourage you to apply as soon as possible.