Head of Conference & Events Sales

Recruiter
Forward Thinking Recruitment Limited
Location
Birmingham
Salary
38000.0000
Posted
09 May 2017
Closes
08 Jun 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