Job Advert:
ABOUT THE COMPANY
Euromoney Institutional Investor PLC (www.euromoneyplc.com) is listed on the London Stock Exchange and is a member of the FTSE 250 share index. It is an international business-information group covering asset management, price discovery, data and market intelligence, and banking and finance under brands including Euromoney, Institutional Investor, BCA Research, Ned Davis Research and FastMarkets. The group also runs an extensive portfolio of events for the telecoms, financial and commodities markets.
ABOUT IMN
IMN is a global organizer of institutional finance & investment conferences. 50 conferences a year, ranging from 250 - 5,000 attendees.
IMN is part of the Events Pillar, which in turn is part of the Financial and Professional Services division of Euromoney Institutional Investor, an international business-information group listed on the London Stock Exchange and a member of the FTSE 250 share index. For more information on the company and our strategy, please visit: https://www.euromoneyplc.com/about-us
JOB PURPOSE
To manage the sales strategy and increase overall revenue for a portfolio of industry-leading real estate and investment management conferences.
PRINCIPAL ACCOUNTABILITIES
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Proactively managing the sales process (lead generation, value proposition, collecting feedback, negotiation, close, account management, renewal).
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Developing new business relationships, generating and negotiating new income to agreed targets of invoiced revenue.
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Presenting sponsorship opportunities to potential clients through direct communication in face-to-face meetings and via client telephone calls and emails.
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Generating own leads and appointment setting.
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Managing and maintaining a pipeline of business and ensuring that all sales administration is processed using the correct processes and procedures.
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Identifying emerging trends faced by the industry and staying informed about political and macroeconomic trends affecting the broader financial markets.
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Working closely and communicating with other team members to ensure that each event is on track to achieve its financial targets.
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Traveling globally to conferences, building professional relationships and meeting the needs of the sponsors onsite.
KEY INTERFACES
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Liaise daily with clients and prospects, promote future events with the relevant teams and maintain positive communication pre and post event.
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Work with the production team to identify appropriate sponsor targets for each event, help shape the agenda, discuss where to place sponsored speakers, and suggest new topics/event ideas.
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Constant communication with the event coordination team to ensure that sponsors are receiving the benefits they signed up for, their logos and bios are accurately reflected on the websites and their firm and client passes have been allocated correctly.
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Consult with the operation management team to ensure that the exhibit hall for each venue is adequate for the predicted number of sponsors, allocate exhibit booth locations and discuss any venue specific branding opportunities which are available to sell to sponsors.
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Work with the audience development team to ensure there is no cross over on the buy-sell dynamic for each individual event.
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Work with the marketing team to build a sponsorship prospectus for each event, help shape external communications and identify growth areas for the business.
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Keep management informed of sales target progress with regular updates.
KNOWLEDGE, EXPERIENCE AND SKILLS
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Proven track record of identifying and executing on revenue growth and profit improvement opportunities
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Able to build and manage a business development pipeline and manage high value accounts.
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Experience at building effective client relationships through consultative sales approach of positive communication, honesty and trust.
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Self-motivated to drive events vision in line with company goals
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Proven track record in budget management with the ability to forecast accurately and meet targets
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Strong commercial acumen with the ability to quickly identify and evaluate emerging trends
- Has strong verbal and written communication skills; can engage different audiences through multiple channels
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Able to collaborate positively at all levels across the business with colleagues
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Has a methodical approach to work, with a strong focus on accuracy and producing high-quality information
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Solid project management skills: able to work to agreed deadlines and targets and can adapt to differing demands and prioritise, as necessary
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Can work independently on assigned tasks and initiatives, demonstrating initiative and the ability to be proactive
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Able to make decisions and remains calm while under pressure, particularly when dealing with difficult situations
We are an equal opportunities employer, welcoming applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation, or age.
If, as a result of a disability, you believe there are aspects of our selection process or the role that you would find more difficult than a non-disabled person, please tell us as soon as possible. We will then discuss with you what reasonable adjustments could be made to the selection process or the job itself.