Head of Conference & Events Sales

Recruiter
Forward Thinking Recruitment
Location
Birmingham
Salary
£38000 - £42000/annum 4k Bonus + Bens
Posted
11 Jun 2017
Closes
11 Jul 2017
Sector
Retail
Contract Type
Permanent
Hours
Full Time
HEAD OF C&E SALES

NATURE AND SCOPE OF JOB

A hands on senior sales position responsible for the performance of the conference and events (C&E) sales team and the growth of C&E business.

An important part of the role will be to develop beneficial and productive relationships with new C&E clients, especially those from Venue Agencies, Live Communication Agencies and Associations. As such the person fulfilling this role will have strong client relationships within the UK C&E market, and a strong local knowledge of Birmingham & the Midlands.

The Head of C&E Sales will play a key role in the development and production of the sales and marketing materials and manage awareness and participation in industry trade shows and exhibitions.

The Head of C&E Sales will be responsible for the production of key financial reports and forecasting, as well as directly managing the re-active team of co-ordinators on a day to day basis, and managing the Proactive Sales Manager.

Direct Staff Reports: To be reviewed in line with business demands.

Currently 1 Proactive Sales Manager (local market),

1 Senior Venue Sales Executive

2 Sales Co-ordinators

RESPONSIBILITIES

Responsible for the delivery of C&E sales budget

1 Lead, motivate and inspire the C&E sales team to achieve KPI targets - both re-active & proactive.
2 Expand business from existing customers with the support of robust Account Plans
3 Lead and encourage a performance oriented sales culture throughout the C&E sales team
4 Understand, research and implement plans to deliver new business from new market segments
5 Manage company participation and represent at relevant exhibitions and trade shows
6 Manage all C&E brand and marketing activities including website content and usability
7 Ensure brand standards are maintained by clients, internal customers and suppliers alike
8 Implement sales and marketing processes to enhance quality, consistency and efficiency
9 Provide accurate sales reports, robust forecasts and lead the C&E Budget process
10 Proactive and positive management of relationship with LVP Central reservations team

ACCOUNTABILITIES

The job holder is accountable for:

1 Achievement of C&E sales and profitability budgets
2 Authorship, ownership and adherence to Sales and Marketing plan
3 Management and delivery of account plans
4 Setting and achievement of the C&E Sales Team's KPIs
5 Accurate activity reports including Delphi
6 Accuracy and alignment of presentation and marketing material
7 Development and promotion of the C&E Venue
8 Management of the databases to promote and market products and the services.

REQUIRED EXPERIENCE

* Will have extensive sales and marketing experience within the UK conference and event industry with a proven track record of meeting sales targets
* Will be experienced in performance managing teams to achieve KPIs, producing sales plans and targets, and developing business strategy to achieve growth expectations
* Will have a vast knowledge of the Birmingham & Midlands corporate market & an existing network of contacts

BACKGROUND

* Personal circumstances must allow the candidate to work extended hours on occasion during times of peak activity.

* Must live within commuting distance of Birmingham. * Must be fully aware and cognizant of the C&E Sales Process.
* Must have past evidence and experience in proactively managing and motivating a successful sales team
* Must have experience of assembling sales proposals and have great attention to detail
* Must be fully knowledgeable and accomplished in venue show rounds.
* Must show initiative and be a confident decision maker.
* Must be able to establish positive working relationships and command the respect of others.
* Good negotiator and able to influence at all levels

SKILLS & PERSONAL ATTRIBUTES

* Must be fully aware and cognizant of the C&E Sales Process.

* Must have past evidence and experience in proactively managing and motivating a successful sales team
* Must have experience of assembling sales proposals and have great attention to detail
* Must be fully knowledgeable and accomplished in venue show rounds.
* Must show initiative and be a confident decision maker.
* Must be able to establish positive working relationships and command the respect of others.
* Good negotiator and able to influence at all levels
* Will have a generally outgoing personality and enjoy social interaction.
* Must be able to communicate effectively with potential clients, with employees from all parts of the company and able to present a highly professional image when representing the Company.
* Must be self motivated and have the ability to maintain focus in the achievement of sales targets