Delegate Sales Executive

August 23

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dmg events

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Accelerating business through face-to-face events #dmgevents

Exhibitions • Conferences • Construction • Energy • Interior Design

201 - 500

Description

• As a Delegate Sales Executive your primary responsibility is to generate revenue through the sales of delegate packages to new and existing clients within the global energy sector. • You will work with companies ranging from large international/national energy firms, oil companies (IOC/NOC’s), Engineering Specialists, Energy Trading Houses, Legal, Consultancy and Governmental Departments through to SME’s. • You will work with and report to the designated sales team head and be personally responsible for specific groups of companies across defined geographic regions with the associated revenue targets. • You will work with a team made up of other delegate sales professionals and work closely with the exhibition, sponsorship, content and marketing team 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. • Engage: Understand and deliver against the product 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. • Sell: 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. • It’s your business: Take full ownership of your allocated clients/regions, revenue targets, new business development, activity, reporting and overall KPI’s. • Identify: Become a market expert by conducting analysis of the target delegate landscape (including but not limited to: 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). • Create: Assess and help to improve current and prospective customer retention and acquisition strategies by building customer insight and translating to product development or messaging. • Participate: collaborate with the marketing, data and sales team select to accurately target prospective delegate organisations, helping to identify and build target lists based on how sales campaigns are going and to build and/or fill in the gaps. • Collaborate: Work with the entire event team to ensure that delegate requirements and expectations are met pre, at and post event. • Hands on: Where/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).

Requirements

• A proven track record and experience in consistently achieving targeted B2B conference delegate sales, ideally in the Energy sector (candidates that will be considered should have at least 6-12 months of tele-sales experience in this sector or in a similar sales environment) • Evidence of a proven self-managed, structured and consultative sales approach is key, where objection handling is second nature and logical questioning is applied to establish real needs and drive effective conversations and or closure. • Excellent command of concise effective written and spoken sales proposals (business) English – other languages would certainly be an advantage, particularly Spanish, Portuguese, French, German, Bahasa, Chinese and Japanese. • A natural with numbers, commercially astute with an ability to discuss and build client packages • Highly self-motivated focused on earning money and growing business, proactive and ambitious with a strong sense of team. • Ability to self-plan, multi-task and meet tight deadlines. • Excellent customer service focus with confident interpersonal skills and the ability to effectively communicate with and relate to all levels both within and outside the organisation • Experience in the use of databases, Social media (LinkedIn, Twitter, etc.) to target prospective clients and build sales campaigns • Proficient in using Salesforce/equivalent CRM, Adobe (PDF), Microsoft Office Suite, including: Word, PowerPoint, Outlook, and Excel.