COMMERCIAL TEAM
Our Commercial department is full of go-getters, and we’re racing ahead with our longer term vision of sustainability and diversification. This means that we have a number of large and smaller scale initiatives in the works to make Silverstone more profitable, sustainable and a better place to work. We take the birds-eye view to work with the rest of the business to drive commercial sales, form strategic partnerships, evolve our customer experience and identify key areas that are missing from the team. And, there has never been a more exciting time to join as we accelerate into the future.
JOB PURPOSE
Using knowledge of the market and competitors to identify and develop the company's unique selling propositions and differentiators to grow and account manage both the MICE agency and corporate sector. Create awareness of Silverstone as an exciting and creative event space, obtaining regular and repeat business whilst achieving good profit margins and hitting the annual target set.
KEY RESPONSIBILITIES
- Work with the Sales team to identify and capitalise on opportunities which will maximise corporate and agency business and meets its annual revenue and profit targets.
- Compile an annual Sales and Marketing activity plan as well as analysing sales figures and setting targets.
- Proactively identify and deliver new and existing business opportunities facilitating the client 'pitch' process, ensuring all professional bid documents meet customer and company brand standards procedures and policies.
- Account manage and regularly contact venue finding/ creative agency clients. Build mutually successful business relationships with new and existing agency clients to develop and grow key accounts.
- Actively encourage clients to view the MICE space, regularly entertain, attend trade shows and organise Familiarisation trips as required. Organise and attend regular conversion days with the team.
- Identifying and attending exhibitions, awards, industry events and develop contacts that may be suitable to partner with to help promote the Wing and generate more business.
- Conduct regular analysis of markets to influence new innovative approaches to develop profitable propositions for client acquisition, account development and customer retention.
- Build and maintain positive internal team and across department working relationships, as well as liaising and negotiating with clients, agencies, and working in partnership with operational teams.
- Be present on event day ensuring client satisfaction is exceeded, following through with post event team review, with all feedback acted upon to affect positive change with agreed action plans and continue follow up with client to converting more bookings.
- Make 15 well qualified site inspections and meetings with potential and existing clients. Make a minimum of 8- proactive sales calls per month.
TEAM RESPONSBILITIES
- Help to create an environment and proactive culture within the department and support the whole team to achieve their targets.
- Work to achieve an agreed target of revenue both individually and within the MICE Sales team.
PERFORMANCE RESPONSIBILITIES
Performance will be monitored against the following:
- Ownership and timely completion of agreed business priorities
- Production of event sales updates, charts, analysis, management information and other reports.
KEY RELATIONSHIPS
- Sales Office Manager
- Head of Sales
- Business Development Managers
- Event delivery teams
- Marketing and Finance
- Call Centre
KNOWLEDGE, SKILLS AND QUALIFICATIONS
- Ambitious and ideally degree educated with significant sales & marketing background and a minimum of 4 years’ experience in M&E Sales.
- Impressive track record of proactive new business development and account management personal achievements.
- Demonstratable record in managing agency and corporate development and business growth.
- Confident and skilled in pro-actively prospecting for business.
- Engaging presentation, written and verbal communication skills.
- History of winning business from competitors. o Network of M&E customers.
- Passionate and well organised professional with strong customer relations experience.
- Polite with excellent persuasive communication skills.
- Excellent client management and on-site operational skills.
- Clean UK driving license
