dmg events: Energy Portfolio
Delegate Sales Executive
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Job Purpose:
As a Delegate Sales Executive, your primary responsibility is to generate revenue through the sale of conference delegate passes and packages to new and existing clients within the global energy sector.
You will work with companies ranging from large international/national oil companies (IOC/NOC’s), Engineering Specialists, Energy Trading Houses, Legal, Consultancy, and Governmental Departments through to SMEs.
You will report to the VP, Delegate Sales, and work with the relevant event teams, and be personally responsible for specific companies across defined geographic regions with the associated revenue targets.
You will work closely with the exhibition, sponsorship, content, and marketing teams throughout the year to ensure that you are effectively targeting clients, creating/following up on marketing campaigns, and achieving optimum attendance results for the conference.
The ideal candidate will be both analytical and creative and can implement change at a senior level.
Key Accountabilities:
- Understand and deliver against the event and personal sales plans, meeting and exceeding KPI targets, working with marketing on ongoing initiatives that may involve the development of targeted campaigns, collateral, etc.
- Selling over the phone to existing and potential new clients to meet sales revenue targets and identifying new leads.
- Consult with new and existing clients to identify needs, build demand in order to sell delegate packages (single and group) to the events target market groups.
- Take full ownership of your allocated clients/regions, revenue targets, new business development, activity, reporting, and overall KPI’s.
- Assess our data and bring on new clients that have never joined us before. You also need to hunt for new data outside of our database.
- Conduct market and client research to ensure that you understand the dimensions of the stakeholder relationships relevant to your events, target market segmentation, identification of industry trends; and monitoring competitive events.
- Assess and help to improve current and prospective customer retention and acquisition strategies by building customer insight and translating to product development or messaging.
- Collaborate with the marketing, data, and sales team to select to accurately target prospective delegate organizations, helping to identify and build target lists based on how sales campaigns are going and to build and/or fill in the gaps.
- Work with the entire event team to ensure that delegate requirements and expectations are met pre, at, and post event.
- Hands-on where and when relevant, attending the conference(s) with the objective of re-signing and/or gaining commitment from current delegates/attending companies for individuals/groups to attend the following year’s event(s).
- Have a good understanding of CRM systems, preferably Salesforce.
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Job Context:
Relationships:
Internal:
- Marketing teams: To ensure regular and up-to-date marketing collateral is produced to reinforce the sales strategy.
- Content team: To ensure you and the team are always up to date with developments across the conference content.
- VP, Delegate Sales: To ensure all event strategies are fully implemented.
- Other members of the global delegates sales team.
External:
- All clients from across the world – regular contact by phone, email, and face to face.
Qualifications, Experience, & Skills:
Technical/Functional
- Experience in B2B conference delegate sales.
- Evidence of self-managed, structured, and consultative sales approach is important, where objection handling is second nature and logical questioning is applied to establish real needs and drive effective conversations and/or closure.
- Excellent negotiation and relationship building skills.
- Account management/account planning.
- Customer-focused, with a consultative selling style, as well as transactional selling experience.
- Excellent command of written and spoken (business) English – other languages could be an advantage.
- Sound commercial awareness, excellent organizational skills.
- Highly motivated and proactive with a strong sense of urgency and results orientation.
- Self-motivated and able to work effectively both independently and as part of a team.
- Experience in the use of Salesforce/equivalent CRM, Adobe (PDF), Microsoft Office Suite, including: Word, PowerPoint, Outlook, and Excel.
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Personal Attributes/Interpersonal
- Excellent people skills.
- Communication – excellent written/verbal and networking skills.
- Reliable with good Time Management skills.
- Ability to work under pressure and to deadlines.
- Self-motivated and focused.
- Good individual and team working ethics.
- Ability to generate ideas and act independently.
- Lateral thinking and ability to apply initiative.
- Analytical and detailed.
- Ability to travel.
Key Success Criteria
- Proven ability to sell and generate new business.
- To simultaneously manage a multitude of client’s needs and apply sales strategies across international portfolios.
- A team player.
- Joining dmg events also opens the door to our larger group, DMGT plc, with sales roles in B2C media and advertising.
dmg events is an equal opportunity employer. If you have not had feedback from us within 14 days, please consider your application as unsuccessful for this round.
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