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Sponsorship Event Sales
Prospect new business for sponsorships and exhibition space on conferences.
International media company looking to expand their NYC office.
About Our Client
We've been sparking ideas, innovations and relationships that transform business for over 30 years. Using our global footprint, we bring innovators, disrupters and change agents together. Discussing and demonstrating the technology, strategies and personalities that are changing the way the world does business. We are creative, organic and customer-focused, curating content for the specific industry and location of each event. Whether you're looking to make new connections, introduce product or inspire change in your industry, we invite you to join us as agitators of change. We want people who think and act differently to work with us: change agitators who are curious and customer focused.
Key Responsibilities Performance Outcomes 1 Market research, planning and positioning * Conduct primary research to understand target market profiles (attendee and vendor), competition, event positioning and viability * Source new prospects that have not sponsored or exhibited at the event for the past 3 years * Write clear value propositions that fit key untapped spex profiles 1 Sales * Successfully bring relevant and engaged new companies onto sales calls with the Senior BDM * Learn from the Senior BDM in how to articulate the concept of the event and value led match solutions for prospects * Use SPIN methodology to investigate customer needs * Present tailored, benefit-driven solutions * Pitch effectively across multiple decision makers * Negotiate to deliver consistently high yields across sponsorship packages * Use customer-centric, well-written and tailored communication * Call times of 1.5 hours per day * 5 face to face meetings per month * 1 sales trip each half of the year - we have sent BDMs to London, Munich, Brazil, Mexico, Canada, Singapore and Dubai for example 1 Campaign management * Follow the event sales strategy and plan as outlined in the launch * Proactively seek ways to overcome obstacles to achieving event goals * Keep clear, accurate records of progress by using Salesforce 1 Account management and customer service * Liaise with sponsors prior to event to understand key requirements and criteria of success * Maximise the positive experience for our clients by working with them onsite to effect introductions and meet their needs * Leverage relationships into ongoing rebooking campaigns 1 Business development . * Create extra revenues and partnerships from our key clients through new products * Gain new clients and grow our universe of buyers * Attend events to network and generate new business opportunities * Regularly read relevant business press and actively seek to improve knowledge of relevant industries 1 Marketing * Obtain client and prospect lists - add a minimum of 100 names to the event database plus 1-2 other 100+ lists for the database per month * Get logos and ad copy, by deadline, from sponsors; get their signed approval of their logos/copy on all promotional material before print 1 Financial management and productivity * Coordinate with credit control and ensure invoices are paid
The Successful Applicant
Ideal candidate: * Intelligent, professional and persuasive individual both in face to face settings and over the phone. * 1-3 years sales related experience. * Strong research skills. * Proactive and disciplined individual that can drive sales on their projects and will spend at least 1.5 hours on the phone every day. * Results driven individual who can demonstrate they have surpassed targets set and take ownership of projects they have worked on. * Ability to engage prospects in a vision of what the event will look like - 'concept selling' as opposed to requiring a finished product to make sales. * Experience selling into the aviation, trading, pharma or retail sectors would be beneficial but not required.
What's on Offer
Finally, at we like to work hard and play hard. If you are excited by international travel, learning about new innovations and building commercial relationships this could very well be the place for you. From our ping pong table in the office to our parties to our focus on skill development we like to reward hard work and bring positive energy into the workplace.