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Head of Sales - ICIS Events

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Sales
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Reed Business Information
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REE00BCI Requisition #

Head of Sales, ICIS Events


ICIS is the world’s largest petrochemical market information and events provider with divisions spanning energy and fertilizers. We are part of RELX Group – a FTSE25 company, with revenues of £7.5bn in 2018. We provide transparency and efficiency to some of the world’s most important and dynamic markets– delivering data services and events that drive better decisions and outcomes for our customers. Our team make this possible through a deep understanding of our customers, markets and global presence.

The role

This is a market leading portfolio, with over 60 global events each year, delivering multi-million dollar revenues and high profit margin to the ICIS business. Most importantly this enables ICIS to bring together communities of key industry practitioners and ensure our thought leadership and insight drives better outcomes in our target markets.

This role will lead the ICIS Events sales team to maximise revenue and accelerate growth across our conference and training portfolio, covering sponsorship, exhibition and delegate sales.  The successful applicant will be experienced in implementing sales methodologies which are customer centric and which allow the organisation to differentiate for success. They will have a record of achieving outstanding results in a fast-paced events environment, used to consultative face to face selling on a global scale, building and implementing a long-term sales strategy whilst delivering on shorter term expectations.

This leader will model and build a culture of high performance, leading by example, to hire, develop and coach the best talent. Naturally bringing drive, passion, enthusiasm and high energy to sales teams and the wider business. The Head of Sales is expected to develop a culture of trust and ownership where people feel empowered to make decisions, take action and make a difference whilst delivering against actions, goals and deadlines.

The Head of Sales for Events will be a passionate ambassador for the Events team within the wider ICIS business, through strong collaboration and communication as well as an advocate for the ICIS Vision and Strategy, ensuring that the Events sales plans and resources are fully aligned.

 

Qualities required:

 

Commercial and customer driven           

  • Deliver sales, revenue and manage expense in addition to execution of events and wider business strategy

  • Customer centric, developing tailored solutions and increasing customer ROI via value based selling

  • Develops and maintains strategic relationships with customers based on a deep understanding of their business and market dynamics

Strategic thinking

  • Formulates and executes strategic sales plans to support ICIS operating plan

  • Innovates product offering to reflect needs and market dynamics

Influencing and selling

  • Communicates clearly, confidently and fluently in verbal and written form

  • Good questioning and needs analysis skills driven by curiosity

  • Understands customers’ needs and can interpret into value based proposals

  • Strong track record of coaching effective sales organisations and exceeding targets

  • Experienced at initiating and developing successful business relationships including at C level

  • Strong negotiation skills

  • Able to develop new business sources and solutions

 

Leading, developing and motivating the team

  • Provides team with clear direction and sets clear performance standards

  • Inspires, motivates and empowers others to do their best work

  • Actively coaches and develops the skills of others with strong performance management

 

Fostering teamwork and connectedness

  • Proactively encourages co-operation to achieve team goals

  • Shares information with those inside and outside their immediate team

  • Develops an open, honest and supportive team environment             

 

Decision-making and problem solving

  • Is able to make decisions and address difficult issues

  • Demonstrates commitment to decisions taken

  • Proactively gathers and interprets information to make recommendations and decisions

  • Pre-empts problems, identifies opportunities and creates workable solutions

 

Encouraging and delivering change

  • Looks for ways to improve business practices and actions them

  • Takes responsibility for implementing change and gaining buy-in of others

  • Is able to re-consider goals and plans in light of change

      

As a senior manager, you will be expected to:

  • Actively contribute to delivering and shaping departmental strategy

  • Work closely and effectively with all key departments and cross team colleagues

  • Contribute to the development of managers across the business

  • Be an inspirational role model who promotes company strategy and culture

 

What we offer in return

  • ICIS is committed to supporting you to succeed in your career. We are committed to helping you to increase your market knowledge, sales skills and management abilities.

  • We strongly value both our employees’ and customers’ diversity and believe a diverse workforce is a critical factor to achieve business success. ICIS supports a range of internal forums to educate and involve employees in celebrating this diversity.

  • ICIS is dedicated to playing a positive role in our local and global communities, primarily through employee involvement.  Our central focus is education for disadvantaged young people and community initiatives of importance to local employees.

  • Health and wellbeing are important enablers to living a fulfilling and purposeful life. As a caring employer, we want to do what we can to help you keep physically and emotionally healthy.

  • ICIS is a global company with staff of more than 600 across the globe. This will give opportunities for global travel and international project working

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