Job Description
Our Commitment
Imagine What We Can Do Together We are committed to delivering amazing experiences to our staff, clients and customers every day. Our teams are excited, inspired and ready to go the extra mile to make every live experience memorable for our clients, partners and guests. We always aspire to look for new ways to create, innovate, and activate spaces and places to bring people together and elevate the human spirit, while delivering the highest value for all stakeholders.
Purpose
To develop and drive the C&E strategy and sales for Newcastle’s venues maximising new opportunities and generating opportunities for the current venue and beyond.
Increase revenue growth for ASM Global’s Newcastle venues by generating and delivering the sale of C&E. This will include the creation, management, delivery and fulfilment of C&E business strategy, sales pipelines, developing relationships within the community and nationally, coordinating with Operational Team to ensure positive delivery of the event.
Key Accountabilities
- To proactively secure new regional conference, meeting, dinner, private parties and exhibition events, as well as:
- Account management of existing clients.
- Proactively deliver new business opportunities by identifying prospects in the regional conference and events market.
- Identify potential new revenue opportunities for the business outside of C&E (i.e. Premium, advertising or regional partnerships) and introduce to the wider Sales and Marketing team.
- Responsible for devising and implementing a Sales strategy to meet agreed targets.
- Assist with the setting of strategy and annual budgets for national and regional conference & events market.
- Monitoring and analysing the sales targets and implementing remedial actions.
- Identifying and targeting potential customers with a focus on securing meetings to discuss event requirements in more detail.
- Work proactively to retain and further develop relationships with a number of key accounts.
- Actively promoting the venue, conducting presentations, attending trade shows, client entertaining, networking and site visits.
- Ensuring that all sales are accurately contracted and invoiced, liaising with Finance to ensure receipt of payments.
- Attending face to face meetings with clients – some travel may be required.
- Awareness of trends and propose ideas to build the range and quality of C& E events.
- Maintain relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.
- Prepare reports by collecting, analysing, and summarising information.
- Monitor the progress of sales enquiries and chase contracts to conclusion, ensuring that sales procedures are adhered to work collaboratively with Sales and Marketing teams on all market sector campaigns and promotions.
- Work with the National C&E team to ensure sales and events diary is maximised.
- Support the National C&E team to maximise enquiries and opportunities for the Newcastle Venues.
- Develop strong relationships with key stakeholders including NGI, The Baltic, The Sage Gateshead to maximise and support international opportunities.
- Proactively seeking out new business opportunities.
Skills and Experience
- Knowledge of regional business community and economy along with national agency experience.
- Proven track record of sales in the Event industry.
- A strong background in the supervision, administration and organisation of conference and events.
- 3 Years’ experience in C&E sales with 1 yr. experience leading others.
- Excellent communication, interpersonal and organisational skills.
- Ability to create and manage excellent relationships at all levels.
- Proactive and positive approach to sales and target driven with experience creating and managing budgets.
- Ability to work unsupervised and to use own initiative while working within a large company structure.
- Attention to detail and follow-up skills with a strategic focus.
General Information
- The requirements of the business are such that a degree of flexibility is necessary and some evening and weekend work may be required.
- There may be occasions to work at other venues.
Job Type: Full-time
Benefits:
- Company pension
- Life insurance
- Sick pay
Schedule:
- Monday to Friday
- Weekend availability
Ability to commute/relocate:
- Newcastle Upon Tyne: reliably commute or plan to relocate before starting work (required)
Work Location: In person
Reference ID: Conference & Events Sales Manager