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Commercial Director - B2B Conferences

  • JOB CODE: J14577
  • JOB TYPE: Permanent
  • SALARY/RATE: £55,000 - £80,000 per annum
  • LOCATION: London
  • BENEFITS: OTE 77.5/120K+Bens

Commercial Director - B2B Conferences, based in Central London. These guys are a very well known Conference organiser who produce conferences within the Finance, Utilities and Transport sector here in the UK, Europe and Asia, they do Conferences, Reports, Webinars and Roundtables.

£55,000 to £80,000 (Depending on Exp) + OTE 77.5/120K+Bens

Responsible for direct line management of a team of Business Development Executives and Client Relationship Managers who are selling sponsorship across the full conference & marcomms portfolio. Responsible for a team sponsorship target of £2.5-3m annually.

Their sponsorship team works with professional services firms, IT companies and other companies supplying products or services to a number of different industries. They help these companies meet their marketing objectives through their wide range of offerings that includes conferences, webinars, surveys and reports.

Principal Responsibilities

  • Line management
  • Employee recruitment, training & ongoing development
  • Team motivation & management
  • Client relationship management:
  • Business development - identifying potential new clients and product opportunities
  • Represent sponsorship team internally
  • Commercial Director role only: Manage Head of Marcomms

Key Tasks

Line Management

  • Weekly catch ups & regular 1:1s with 5-8 team members at varying levels of seniority - including Business Development Execs and Client Relationship Managers
  • Set appropriate individual targets & development goals
  • Monitor and measure KPIs
  • Support individuals in managing and qualifying their opportunities and pipeline
  • Support individuals in identifying potential new sponsors across their event portfolio and prioritising their campaigns
  • Assist junior staff in making pricing decisions and negotiating deals
  • Support client relationship managers to ensure accounts are managed to their fullest potential
  • Drive individual team members to hit individual quarterly sales targets

Recruitment, Training & Ongoing Development

  • Responsible for all team recruitment as necessary
  • Write and deliver training as necessary - to individuals and to entire team
  • Develop individual development goals

Team motivation & management

  • Motivate and drive team to reach targets
  • Develop appropriate and effective incentive schemes
  • Identify and drive improvements in processes and productivity across team
  • Run monthly team meetings
  • Quarterly scheduling and setting conference targets
  • Develop conference price guides
  • Create sponsorship conference collateral and contract templates
  • Stay abreast of state of play with all conferences - recognise events that need attention and implement necessary actions

Business Development

  • Work with clients to identify potential areas of growth - ie: new events and new Marcomms activities - and communicate to relevant stakeholders
  • Based on discussions with large multi-sector accounts, understand which of their products have the most potential and communicate to relevant stakeholders across the company as to help company focus its efforts

Represent Sponsorship team internally

  • Attend all Heads of Department meetings
  • Attend specific conference meetings as necessary to represent sponsorship / support individual team members
  • Report Sponsorship team's progress to the board
  • Work with other department heads to ensure sponsorship team works effectively with all internal teams

Key Skills / Experience

The successful candidate will:

  • Have 3+ years of experience in managing a sales team
  • Possess a strong academic background - educated to degree standard with a 2:1 from good university and min. ABB at A level
  • Demonstrate good commercial awareness
  • Be naturally inquisitive in order to probe critical information from clients
  • Show tenacity and determination to succeed
  • Demonstrate the ability to build trust with clients and be able to sell in an open and honest manner
  • Have excellent communication skills - both written and verbal
  • Have excellent organisation & time management skill
  • Have strong content knowledge / possible conference production background

Round-Up

The client would prefer a seasoned commercial conference producer with proven man-management with at least 5 to 7 years experience 3 of which must be at man-management level to be put forward, ideally they want a producer who has now turned their hand to sales or a very senior producer who now wants to get into sales. Great role, lots of development.

Call 0208 944 4180 or Email guy@eligo.co.uk

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