Head of Sales & Business Development

About Company
RA Venues, Compass Group
London
Job Info
Job Status: Open
No of Vacancies: 1
Date Posted: 24th June 2019
Expiry Date: August 15, 2019
Job Type: Full Time
Job Level: Any
Years of Experience: 2
Salary Info
Salary Type: Fixed
Salary: £Negotiable
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Job title: Head of Sales & Business Development
Company: RA Venues, Compass Group
Location
: HMS Belfast / Churchill War Rooms - London    
Job type: Full time 
Salary info: Negotiable
To apply:
 Send CV to: monika.germishuys@compass-group.co.uk
Closing date: 15 August 2019

NATURE & SCOPE OF JOB
A hands on and proactive senior sales and marketing position responsible for the performance of the conference and events (C&E) sales team and the growth of C&E business at HMS Belfast and Churchill War Rooms.

An important part of the role will be to develop beneficial and productive relationships with new C&E clients, especially those from Venue Agencies, Top and Growth Customers. As such the person fulfilling this role will have strong client relationships within the UK C&E market.

The Head of Sales will play a key role in the development and production of HMSB & CWR sales and marketing materials and manage awareness and participation in industry trade shows and exhibitions.

Direct Staff Reports:  To be reviewed in line with business demands.
Currently 1 Sales Office Manager
3 Sales Co-ordinator - HMSB
3 Sales Co-ordinator - CWR

RESPONSIBILITIES

  1. Responsible for the delivery of HMSB & CWR day C&E sales budget
  2. Performance manage, motivate and inspire the C&E sales team to achieve KPI targets
  3. Expand business from existing customers with the support of robust Account Plans
  4. Work with RSM and Key Account Directors and deliver an effective strategy to meet agreed targets
  5. Lead and encourage a performance oriented sales culture throughout the C&E sales team
  6. Understand, research and implement plans to deliver new business from new market segments
  7. Manage company participation and represent HMSB & CWR at relevant exhibitions and trade shows
  8. Ensure HMSB & CWR brand standards are maintained by clients, internal customers and suppliers alike
  9. Implement sales and marketing processes to enhance quality, consistency and efficiency
  10. Provide accurate sales reports, robust forecasts and lead the C&E Budget process
  11. Proactive and positive management of HMSB&CWR relationship with Lime Venue Portfolio

ACCOUNTABILITIES
The job holder is accountable for:

  1. Achievement of C&E sales and profitability budgets
  2. Authorship, ownership and adherence to Sales and Marketing plan
  3. Management and delivery of account plans
  4. Setting and achievement of the C&E Sales Team’s KPIs
  5. Accurate activity reports including Delphi
  6. Accuracy and alignment of presentation and marketing material
  7. Development and promotion of HMSB and CWR
  8. Management of the HMSB and CWR databases to promote and market venues products and the services.

QUALIFICATIONS

  • Candidate should be educated to at least 'A' level standard and will preferably be a graduate.
  • A post graduate qualification in business or marketing would be highly valued.

REQUIRED EXPERIENCE

  • Will have extensive sales and marketing experience within the UK conference and event industry with a proven track record of meeting sales targets
  • Will be experienced in performance managing teams to achieve KPIs, producing sales plans and targets, and developing business strategy to achieve growth expectations

BACKGROUND

  • Personal circumstances must allow the candidate to work extended hours on occasion during times of peak activity.
  • Must live within commuting distance of London.

SKILLS & PERSONAL ATTRIBUTES

  • Must be fully aware and cognizant of the C&E Sales Process/ Revenue Management
  • Must have the ability to proactively managed and motivate a sales team
  • Must have experience of assembling sales proposals and have great attention to detail
  • Must be fully knowledgeable and accomplished in venue showrounds.
  • Must show initiative and be a confident decision maker.
  • Must be able to establish positive working relationships and command the respect of others.
  • Will have a generally outgoing personality and enjoy social interaction.
  • Must be able to communicate effectively with potential clients, with employees from all parts of the company and able to present a highly professional image when representing the Company.
  • Must be self motivated and have the ability to maintain focus in the achievement of sales targets
  • Must demonstrate a thorough approach to work
  • Must be able to organise him/herself and others effectively.
  • Must be competent in Microsoft Office and have a good understanding of database management.
  • Will have excellent communication skills, verbally both on the phone and in person, and written.
  • Will be an effective team worker as a key member of the senior management team.

JOB TITLE: HEAD OF SALES & BUSINESS DEVELOPMENT
DEPARTMENT: (C&E) SALES
REPORTS TO: GENERAL MANAGER/HoS & RSM
JOB GRADE: HOD
VENUE: HMSB & CWR