This role, which is accountable for Project Profitability, Implementing strategy for entire Event management team including industry and government engagement, driving Sales through an experienced team of sales professionals. Partnering with the Event and Sales lead in the Market Pillar to develop and deliver the sales strategy in the Market Pillar via the achievement of stretch Sales targets. Leads, manages and develops a team of event and sales professionals along with creating new products in the evolving conference world of blending digital and physical networking.
Key responsibilities:
- Develop Plans and implement strategies into event timeline include Sales, Marketing, VisProm and Operations includes timely report, update, and event management.
- Government and Trade Association Engagement
- Marketplace Engagement on Sales and Visitors
- Partner with the Sales Lead in the Market Pillar in the development of integrated sales strategy and plans, ensuring they are effectively communicated and executed by the wider team.
- Participate or lead group wide Project Management
- Management and Leadership capability – able to recruit, hire, onboard, manage and motivate a high performing event or project team.
- Develop, coach and grow the Event Management and Sales team to reach their full potential in an environment where there are fair opportunities for all. Coaching them to use the process and achieve the vision
- Drive revenue delivery through sales team hitting and exceeding all sales goals/KPI’s
- Developing and maintaining positive working relationships across Informa
- Ability to read and analyse data, use data to measure and improve performance.
- Deliver Sales/Revenue targets through existing and new Customers and new products
- Reporting accurate personal and team-based forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
- Identifying and participating in the development of new products, solutions and target market prospects to secure high value new business
- Developing key account relationships, exploring and developing strategic account plans to identify opportunities to cross/upsell, involving internal specialists in the process to align with business and customer needs
- Delivering innovative and cost-effective solutions, recognising the need to effectively reflect landscape, client needs, market conditions, and Informa products and solutions
- Fostering and leading internal partnerships, ensuring collaboration is driven with a customer focus
- Maximising usage and adherence to Informa systems and processes, adopting a best practice and facilitating developments in line with internal and external requirements
- Salesforce compliance, reporting and forecasting. Coach salespeople to use the process and achieve the vision.
