JOB PURPOSE:
The Account Manager will have dual responsibility to retain and grow specified key accounts as well as winning new business from identified accounts through exhibition, sponsorship and delegate sales. The role requires a strong focus on high-value deals across the energy value chain that are deemed strategically important for the growth of the event.
KEY ACCOUNTABILITIES:
Manage a portfolio of accounts with five and six figure contract value | Convert sales spend on current event edition to be the same level of spend or higher than the previous editions spend.
Cultivate strong relationships with a cross-section of stakeholders with a consultative approach | Exude strong key account management, understand your client’s business and find solutions for them.
Achieve and exceed agreed show and personal revenue and profit targets | Exceed revenue targets and other measurable metrics.
Undertake research to understand the specific objectives, aims and ambitions of your client base | Take initiative to further industry knowledge.
To work closely with and within each business to identify its aims, objectives and requirements | Strong understanding of client patch and new business
Tailor opportunities available, creating strong partnership propositions | Demonstrate an ability to put together flawless partnership proposals reaching the requirements of the client.
Identify new sales opportunities and develop them into long-term relationships with revenue | Finding new business, converting them and growing them organically into loyal and regular spenders.
Work closely with other departments; content, marketing, and to operate as one team. | Use initiative to work with other teams to be constantly improving processes, sharing information to make event stronger.
Attend events, liaise with exhibitor/sponsor clients onsite to ensure that their contract is fulfilled and all their concerns and needs are addressed. | Dedication onsite to the clients, making sure their partnerships are fulfilled and displaying strong customer service.
QUALIFICATIONS, EXPERIENCE, & SKILLS:
Minimum Qualifications and Knowledge:
Experience working in exhibition and sponsorship sales and can showcase a strong sales skill set: lead generation, cold calling, working with CRM systems, cultivating sponsorship and exhibition proposals, identifying the right decision-makers to sign-off a sale.
A bonus would be to have worked in the energy market in sales or on the client side, but not a requirement.
Minimum Experience:
4 years’ experience in B2B conference and exhibition sponsorship/exhibition sales, working in either domestic or global market.
A bonus would be someone who has most recently worked within the energy sector.
Job-Specific Skills:
Previous responsibility for achieving ambitious sales targets. Hard-working, persistent, will go the extra-mile, self-starter, initiative, honest, genuine, willingness to learn and a strong desire to deliver excellence.
Behavioural Competencies:
- Customer Focused – put the customer at the heart of everything we do
- Hard working - Strong work ethic representing our industry leading brands
- Studious - Desire to learn and embrace best practice within your discipline
- Respectful – demonstrate consistency and reliability in all areas
- Collaborative – display open communication and innovation
- Proactive – take initiative on opportunities and test your ideas
- Efficient – display excellent time management and prioritisation
- Effective – focusing on the right things at the right time to deliver the best results
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.
What We Do
dmg events is a leading organizer of face-to-face events and publisher of trade magazines and information services. Our aim is to create dynamic marketplaces to connect businesses with the right communities to accelerate their growth in today’s rapidly evolving landscape.
With a presence in over 25 countries and organizing more than 80 events each year, dmg events is a global leader in the industry. Attracting over 425,000 attendees and delegates annually, we organize events in the construction, hospitality, interiors & design, energy, coatings, entertainment, and transportation sectors.
To better serve our customers, dmg events has offices in 10 countries, including Saudi Arabia, the UAE, Egypt, South Africa, the UK, Canada, and Singapore. By being on the ground, we can better understand market needs and nurture relationships to create unforgettable experiences for our attendees. Our flagship events including the Big 5 Global, The Hotel Show, INDEX, ADIPEC and Gastech.
Founded in 1989, dmg events is a wholly owned subsidiary of the Daily Mail and General Trust plc (DMGT, www.dmgt.co.uk).
