Job Description
JOB PURPOSE:
The Head of Delegate Sales will be responsible for managing the Delegate Sales Team on a flagship energy conference and exhibition as well as leading revenue generation.
You will work closely with the Leadership Team to transform the brand of the delegate sales team and raise the profile of the function internally and with our key clients.
The ideal candidate will be both analytical and creative and have the ability to implement change at a senior level with a clear strategy to grow the 9 million current revenue year on year.
KEY ACCOUNTABILITIES:
• Maximizing Delegate Sales: Focus on identifying and targeting potential delegates who would benefit most from attending the event. Utilize data analytics to understand delegate behaviour and preferences to tailor marketing efforts.
• System Efficiency Initiatives: Implement Salesforce systems tools to streamline the delegate acquisition process. This can help in managing delegate information efficiently and tracking sales progress.
• Growth Strategy: Develop a comprehensive strategy that includes expanding data sources, improving data quality, and leveraging data insights for targeted marketing campaigns.
• Training: Regular training sessions can be instrumental in improving the system documentation quality. Consider creating a training program that covers system usage, best practices, and data management.
• Client Growth: Work closely with the marketing and sales teams to identify opportunities for cross-selling and up-selling to existing clients. Engage with clients to understand their needs and how the event can meet them.
• 'Develop a comprehensive set of presentations that will enhance client meetings and showcase the advantages of attending our events by utilizing materials from the production, conference, and content teams.'
• Assist operations with onsite delegate registration
• Developing successful delegate sales processes and strategy
• Managing reporting for delegate sales function
• Effectively communicating sales strategy with marketing, content and event management
• Selling over the phone to existing and potential new clients to meet sales revenue targets
• Identifying new leads
• Take full ownership of your allocated clients/regions, revenue targets, new business development, activity, reporting and overall KPI’s.
• Managing, coaching and developing Delegate Sales team to maximise performance
• Upsell additional delegate packages to sponsors and exhibitors
• Ensuring that all relevant information is available and accurate for pipeline and project meetings
• Become a market expert by conducting analysis of the target delegate landscape (including but not limited to: market and client research to ensure that you understand the dimensions of the stakeholder relationships relevant to your events, target market segmentation, identification of industry trends; and monitoring competitive events)
• Working with the content, marketing team and database resources to help select and accurately target prospective delegate growth areas.
• Assist in the processing and confirmation of exhibitor information and to monitor exhibitor responses to ensure all necessary information is working with the entire project team to ensure delegate requirements and expectations are met
• Assessing and helping to improve current and prospective customer retention and acquisition strategies
• Have a good understanding of CRM systems, preferably Salesforce•
QUALIFICATIONS, EXPERIENCE, & SKILLS:
Key Knowledge, Skills, and Competencies
Technical / Functional
• Extensive experience in B2B exhibition sales, ideally in the energy sector
• Self-motivated and able to work effectively both independently and as part of a team
• Experience in the use of databases (preferably Salesforce) in both mass and targeted sales campaigns
• Knowledge of the energy industry a distinct advantage
• Excellent negotiation and relationship building skills
• Customer focused
• Budget management
• Contract management
• Writing proposals
• Excellent command of written and spoken (business) English – other languages could be an advantage.
• Sound commercial awareness, excellent organisational skills
• Ability to simultaneously manage multiple projects to tight deadlines
• Strong analytical and critical thinking skills
• Solid numeric abilities and experience with quantitative analysis
• Highly motivated and proactive
• Strong sense of urgency and results orientation
• Ability to multi-task and meet tight deadlines
• Strong attention to detail
• Excellent interpersonal skills and the ability to effectively communicate with and relate to all levels both within and outside the organisation
• Good knowledge of MS Office Suite, including: MS Word, Outlook, and Excel
Personal Attributes / Interpersonal
• Driven, with a ‘can-do’ attitude
• Ability to find solutions to challenges
• Excellent people skills
• Be a detailed person
• Communication – excellent written and verbal English
• Time Management
• Ability to work under pressure and to deadlines
• Self-motivated
• Good team working ethics
• Ability to generate ideas
• Lateral thinking
• Analytical skills
• Ability to travel
