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| Informa Markets - Dubai |
Informa PLC is a leading international events, intelligence and scholarly research group.
Our purpose is to champion the specialist. Through hundreds of powerful brands we work with businesses and professionals in specialist markets, providing the connections, intelligence and opportunities that help customers grow, do business, make breakthroughs and take better informed decisions. Informa is listed on London Stock Exchange and a member of FTSE 100, with over 11,000 colleagues working in more than 30 countries.
Job Description
The Role
- To lead, manage and drive through the successful planning and execution of the entire lifecycle of each event assigned to the role holder
- To achieve revenue and profit targets
- To maintain existing and develop new customer relationships
Key Performance Indicators:
- Achievement of sales revenue/profit targets
- Successful event management
- Effective team management
- Achievement of % customer segment targets per exhibition
- Management of event budget
- Effective co-ordination of operations and logistics
- Growth of existing portfolio by generating new ideas
- Sales
- Drive through the achievement of sales revenue/profit targets
- Continue to build strong relationships with current and potential clients both pre and post event
- Manage and maintain strong relationships with partners creating beneficial content for the event (including patronages or Ministerial or other equivalent relevant government endorsements for the events).
- Manage and maintain existing policies and procedures for the unit
- Set up a sound and workable project plan for each event with clearly defined timelines
- Plan, prepare and monitor annual budgets for the event with strict adherence to revenue and cost ensuring achievement of profit
- Oversee the development of an event floor plan
- Liaise with the operations department to coordinate event logistics effectively
- Ensure collection of payments by regular communication and coordination with the accounts department
- Recruit (when needed), train, motivate, and an effective management of a team and their daily performance.
- Work with ED to identify and effectively implement best practices in Sales and Marketing, and rigorously manage this with the team on daily basis.
- Develop and manage team’s commissions structure
- Manage team’s personal and business objectives through Success Factors, and support team’s developments through appropriate training.
- A thorough and accurate project updates to ED in weekly project meetings.
- Continually monitor and research the market
- Identify and attend competitive events where appropriate
- Database clean and build
- Perform any other duties commensurate with the grade and level of responsibility
- Support Exhibition Director in a successful development and deliveries of newly identified strategies
- Learn and master the use of Salesforce and SAP platforms
- Work with SmartExpo team in an annual analysis of the events’ pricing structures
- Work with the Salesforce team in creating new events’ account for the subsequent years
- Ensure that the exhibition receives positive NPS scores from exhibitors
- Ensure that the exhibition receives positive NPS scores from visitors
- Increase exhibition industry ranking
Minimum Education Level:
Educated to degree level or equivalent
Background Knowledge, Skills & Experience:
Essential:
- Significant experience in sales with a demonstrated successful sales record of
- high value sales activity in a B2B environment
- Exhibition, conference and/or media industry experience
- Full understanding of event sales cycles
- Experienced in team management
- Computer literate and proficient in the use of Microsoft Word and Excel
- Commercial awareness
- Attention to detail
- Spoken and strong written English
- Numerate
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Desirable:
- Related industry knowledge
- Spoken Arabic
- Behavioral Competencies
- Effective communication
- Customer focus
- Organizational ability
- Teamwork
- Flexible and adaptable
- Decision making
- Attention to detail and accuracy
- Planning and organizing
- Teamwork
- Ability to multi- task and meet deadlines
- Interpersonal skills
- Time management
- Negotiation
