Main duties and responsibilities:
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Responsibilities
- Plans, authors, and implements the sales strategy for the events and MS businesses
- Exceeds the annual and 3-year sales and revenue plan
- Sits on the Events Senior Leadership Team and contributes to the overall direction of the business
- Identifies new markets and business opportunities to increase sales and attract new customers.
- Undertakes competitor analysis, research, and builds industry knowledge
- Works closely with the event production team to co-create events, bringing first-hand client feedback and market insight to the process
- Drives sales growth across the portfolio of products including in-person events, virtual events, and marketing solutions by integrating our solutions into effective customer campaigns
- Exceeds the budgeted events and MS revenue targets
- Leads and coaches team to deliver a market leading sales and service commitment to our customers
- Builds and maintains strong, long-lasting customer relationships
- Measures and tracks effective KPIs and ensures your teams’ client facing activity beats standards and expectations
Strategic Planning
- Gathers information and undertakes analysis of activities and results that feed into the overall budget
- Develops and communicates a sales plan for each individual event and MS product line that meets / exceeds the budgeted revenues adhering to the agreed timeline
Sales Management
- Sets stretching targets and commission plans
- Provides monthly written reports on sales performance, advising where ahead or behind plan along with planned action to address or maximize
- Focusses on delivering each individual event’s revenue whilst ensuring the overall revenue target is met
- Is cognizant of the costs associated with delivery and respects the need to deliver an agreed margin
- Sets, measures and monitoring meaningful KPIs
- Maintains Salesforce CRM user compliance across the team paying attention to pipeline management and data accuracy in particular
- Writes high quality sales collateral and processes that professionalizes and advances the sales function
- Creates an environment which encourages teamwork and collaboration
- Manages the sales team to agreed targets, timelines, and deadlines
- Regards the team as both part of the sales team and the events team
Staff Development, Management and Recruitment
- Leads a team of salespeople based in London
- Coaches and manages sales team and creates a motivating environment, atmosphere, and culture in which to succeed and retain talent
- Attends client meetings (in-person or virtual) every week for coaching purposes
- Makes call coaching a daily exercise to develop sales skills
- Uses KPIs to help diagnose risks to sales and identify gaps in skills and knowledge within the team
- Motivates, challenges, inspires, and supports the team to improve their knowledge, habits, and skills
- Engages with internal recruitment team, recruitment agents and other channels to source, recruit and induct staff
- Develops a culture of collaboration and co-creation using customer insight and data to identify new event products and evolve existing to ensure they continue to be aligned with customers’ needs
- Back-fills to cover attrition and ensure team remains at full headcount with limited exposure to vacancies
Wider responsibilities
- Contributes fully to the objectives of the business and achieve the personal objectives set by your manager
- Works closely with other departments including brands, editorial, marketing, delivery, customer service team and finance
- Be an ambassador for our products, our audiences, and our brands, demonstrating vision and expertise to our customers and employees
- Accepts future challenges and can lead and adapt to changing or unexpected circumstances positively
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