Job Details

Department/Group: Events

Location: National

Reports to: Commercial Director

Travel Required: Extensive

Position Type: Full Time

Job Purpose

To ensure the ongoing realisation of business objectives delivering growth, revenue and margin targets. Working closely with the Senior Management Team to deliver a compelling and results driven sales strategy that will engage, develop and retain the sales team and customers alike. As well as achieve set KPIs.

Job Objective

Responsible for delivering strategic growth of the business through the development and performance of all sales activities across the MICE (70%) & Sports (30%) sectors. Sports includes Clubs and HNWI travel.

Lead and develop the sales team. Coach and mentor team members to provide long term development plans that will be focused on the achievement of maximum profitability and growth in line with company mission, vision and values.

Establish plans and strategies to expand the customer base and develop training and educational programmes for Sales Team.

Work closely with the Marketing Team to ensure a cohesive and joined up approach is used between the sales and marketing functions of the business.

Work closely with other internal departments and members of staff, to ensure the smooth implementation of new accounts.

Responsibilities

Develop a sales strategy for the market that ensures attainment of the company’s sales goals and profitability.

Assist with the production of the company sales target, budget setting and daily monitoring of sales figures.

Work in conjunction with other members of the Senior Management Team to deliver appropriate and effective solutions. As well as ensure sales opportunities are maximized with current and prospective clients.

Prepare action plans by individual as well as by team, for effective search of sales leads and prospects.

Initiate and coordinate development of action plans to penetrate new markets.

Assist the Marketing Manager in the development and implementation of marketing plans. As well as the production of sales and marketing material including newsletters, company brochures, promotional literature etc. In addition to this ensure that subscription lists are updated.

Attain personal and team sales targets.

Responsible for the performance and development of the team through daily, weekly and monthly reviewing of activity.

Liaise with directly managed staff on a daily basis. Conduct regular one-on-one reviews to build more effective communications, understand training and development needs. As well as provide insight for the improvement of sales and activity performance.

Provide timely feedback to the Commercial Director regarding performance.

Maintain accurate records of all sales and activity reports submitted by the Sales Team. Maximize tender opportunities by establishing and leading a suitable team on a per tender basis to deliver a positive outcome. The tender team would normally include the Bid Writer (responsible for tender writing), the appropriate Sales Manager and other resources. Which is necessary in the preparation of all tenders, proposals and presentations.

Control Sales Team expenses to meet budget guidelines.

Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.

Liaise with HR in relation to recruitment of new staff and once a suitable shortlist is drawn up, finalize interview and appoint new members of staff.

Deliver bi-annual appraisals of directly managed staff, based on criteria agreed with the Commercial Director.

Assist in the development of new products and services for customers.

Conduct client presentations and product training.

Identify and attend client specific exhibitions and other promotional events.

Relationships & Roles

Ensure that all members of the Sales Team meet or exceed quality and activity targets. For prospecting calls, making appointments, presentations, proposals and closing sales.

Set examples to all staff in areas of personal character, commitment, organisational and selling skills, and work habits.

Conduct regular coaching with directly managed staff to build motivation and selling skills.

Maintain contact with clients in the market area to ensure high levels of client satisfaction.

Develop direct relationships with top 25 clients.

Demonstrate ability to interact and cooperate with all company employees.

Core Competencies & Experience

A minimum of 2 years previous experience leading a sales team in the Events Sector, with proven people management and leadership skills.

Excel at developing and motivating people in a fast paced and sometimes challenging environment.

Substantial consultative sales experience within a B2B environment.

A demonstrable ability to prepare, present, negotiate and close sales at the highest level.

Significant commercial acumen – particularly in sales analysis and forecasting.

A compelling, innovative and consultative approach to presenting sales solutions.

Strong & confident networker and relationship builder.

Mobile, flexible and highly solution focused.

Strong ethic of team work and collaboration on projects.

Positive brand ambassador.

Highly organised and achieves results through effective goal setting, strategic planning and engagement.

Committed to excellent client service and delivering a market leading solution.

Strong IT competency – including Excel, Word, PowerPoint and CRM systems.

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