Sales Manager
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.