Delegate Sales Manager - ICIS - London

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.

This is a market leading portfolio, with 23 global conferences and over 40 training courses, 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.

The role

The delegate sales manager will lead a team of five delegate sales executives based in London and Singapore. You and the team will be selling delegate places to chemical industry professionals across our global portfolio of conferences and training courses. You’ll be used to working in a culture of high performance, leading by example, to hire, develop and coach the best talent. Working in a collaborative and fast paced environment, you will have a track record of over-target performance.

You’ll work closely with other departments and be accountable for a significant proportion of revenue, including your own sales quota. You’ll do this by determining how much time we sell on each event, supporting your team to effectively manage pipelines, handle objections, sales skills and techniques. You’ll be accurate, able to forecast and able to manage multiple projects.

You will be given the tools and autonomy to do your job, and we will help support you to develop your knowledge of the markets we serve, and our fantastic events.

The role is based in our London office.

Key responsibilities:

• Take responsibility for the delivery of accurate delegate revenue numbers sold by team

• Sell delegate places in order to deliver revenue, yield, target and call rates

• Consistently meet and exceed sales activity targets both on an individual and team level

• Liaise effectively with all internal departments (sponsorship, production, marketing, registration, operations)

• Keep accurate records of delegate bookings and documentation of all sales

• Liaise with Marketing Director to ensure they are made aware of any events that are under or over booking

• Calculate monthly commissions for delegate sales team

• Recruitment and retention of quality staff who are both excellent brand ambassadors and have the core characteristics of exceptional sales people

   

  In return we are looking for an individual who is:

• Commercially minded, with the drive to take accountability for a revenue target of $4m

• A team player, committed to supporting the team goals

• Be a natural on the phone and be used to motivating, mentoring and leading a team

• Have a keen appetite to proactively chase and win new business

• Able to plan, schedule, forecast and spot trends, and make changes where appropriate

• Make decisions and be an effective communicator

• Passionate for delegate sales and events

Qualities required:

Commercial and customer driven           

• Delivers sales and grows business profitably in line with strategy

• Understands the event dynamics and needs of the market

• Customer centric, develops and maintains relationships with customers

Influencing and selling

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

• Good questioning and needs analysis skills driven by curiosity

• Strong negotiation skills

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

Teamwork and collaboration

• 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

• Decisive and can demonstrate commitment to decisions taken

• Proactively gathers and interprets information to make recommendations and decisions

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

Planning

• Invests time in preparation and sets clear plans and priorities to implement strategy

• Defines explicit milestones and keeps track of progress against these

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 800 across the global. This will give opportunities for global travel and international project working