Международная компания-организатор бизнес-мероприятий, отраслевых выставок и конференций нового поколения Hyve Group приглашает к сотрудничеству Head of Sales.
Responsibilities
Act as the sales leader for the event’s dedicated sales team. This includes: developing individual sales and performance targets for each sales team member and measuring their performance against those targets; recruiting, coaching, and developing each sales team member; working collaboratively with the Sales Performance Team to drive high performance using analytics; managing the sales team on a day-to-day basis, including leading the weekly international sales team call, resolving internal conflicts, motivating team members, celebrating successes, and sharing show updates. This is the most important responsibility of the Event Director.
Support sales team members with sales activities, where appropriate. This could include developing sales strategies for key clients, helping sales team members to prepare for client meetings, attending meeting with key or bellwether accounts. Although the Event Director should support sales team members in these activities, the Event Director should not lead these activities or actively sell to any client.
Understand (and monitor changes in) the industry, its value chain, the needs of its participants, and the needs of ITE’s exhibitors and visitors. Ensure that this understanding is feed into the event’s value proposition, strategy, plan, and the resulting sales strategy, plan, key messages, and tactics.
Develop the event’s value proposition and strategy, identifying opportunities to innovate within the event and ensuring that the event is fresh, relevant, and seen within the industry as a «must-attend-event» year after year.
Develop the key sales messages for sales staff to use when securing retained or new business, based on the event’s value proposition and strategy.
Develop the event’s requirements, based on the event’s value proposition and strategy. These will be delivered by the best practice functions (i.e. Exhibitor and Visitor Marketing, Customer Success, Content, and Event Operations) based in the region.
Develop the event’s delivery plan and budget, based on the event’s strategy. The delivery plan shows the key delivery milestones for the event, including specific milestones for each best practice function. The budget shows expected revenues and how much money is allocated to each best practice function to deliver their milestones.
Project manage the delivery of the event plan, including all best practice teams’ deliverables. This means that, although the Event Director does not directly manage the best practice teams, the Event Director is accountable for ensuring they deliver on time and to budget (or taking corrective action when they do not).
Be accountable for the event’s overall performance targets, including the P+L and health and safety targets. Report this performance on a regular basis to senior management within both the region and HQ.
Develop the event’s sales plan, including: rebooking, on-site activities at competitor exhibitions, scheduling meetings with bellwethers, identifying and targeting under-represented market sectors, etc. The overall sales targets in the sales plan should align to the event’s budget.
Build and maintain key relationships vital for the success of the event. These relationships are likely to include (but not limited to) government departments, trade associations, and bellwether accounts.
Experience & Knowledge
Successfully led sales teams in subscription-based organisations (B2B segment)
Developed and maintained relationships with senior governmental or industry association stakeholders
Worked within the event industry, or similar project management role
English — upper-intermediate
Skills
Lead and motivate sales teams
Communicate both verbally and written
Develop and manage project plans and budgets
Manage projects to meet deadlines and budgets
Ability to use initiative.
