Job Statement – Sponsorship Sales (Business Development ...
Job Title: Sponsorship Sales Executive
Reports to: Conference Manager - Ovum
Location: Mortimer House
Job Purpose - Sell high value, solution-based sponsorship and exhibition packages to key prospects and accounts, selling across our events portfolio. Focus on event and account management, client retention and year on year growth from each account. Sponsorship deal values range from £4,000 – £50,000.
Key results areas
• High value sales against quarterly and event targets
• To identify high-level sponsorship sales opportunities with existing and new accounts, understanding and identifying business objectives within major accounts.
• Adopting a consultative sales approach.
• Responsibility for maximising those events where you are solely responsible for sponsorship revenue
• Client retention - to provide a high level of account management service and strengthen the client relationship
• New business development – proactively increase the sales universe and identify new event opportunities to develop our portfolio
• Working effectively within a team of Sponsorship and Exhibition sales people and with a larger team of Conference Producers, Research teams, Marketing and Telesales.
Key Features
Sales horizons for the Sponsorship Sales Executive will be longer term. Strong relationships will be built primarily over the telephone as clients and prospects will be located on a truly international basis. Field based activity will also be required to further develop relationships with client visits and at conferences.
As most of the conferences are European based and serve a global prospect base, the ability to communicate effectively with a wide variety of cultures, language differences and business understanding is a key part of this role. Developing credibility and trust, often over the telephone, is fundamental.
Liaise regularly with internal colleagues – production, marketing and logistics to ensure that all opportunities are addressed and that the client receives the best possible level of service regardless of the contact point.
Annual revenue performance will be no less than £400K.
Provide accurate management reports on a weekly basis, event pipelines and account plans
Person Specification
• Graduate or equivalent
• Proven commercial experience in a business development role
• Proven record of strategic sponsorship sales, new business wins, and account management with average deal values in the region of £15k
• Passionate customer focused attitude
• Idea generator, initiative-taker
• Strong interpersonal, listening and communication skills
• Excellent negotiation and rapport building skills
• High degree of empathy and business acumen
• Strong drive and ambition
• Good organisational and time management skills
• Team player
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