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Senior Delegate Sales Executive - ICIS - London

Reed Business Information
REE00BQ9 Requisition #


Senior Delegate Sales Exec, 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.

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

You will be joining an overachieving sales team, selling delegate passes to a range of top senior level prospects both existing and new to our events.


Reporting to the Delegate Sales Manager you will be responsible for achieving and exceeding revenue targets whilst supporting strategic plans to grow our events. The successful candidate will be a proactive sales person who will own their campaigns, identify growth opportunities and be a strong team player.

The successful candidate will lead by example showing best practise sales experience; encouraging innovation, initiative and collaboration with your peers.


You will also support the Delegate Sales Manager to understand portfolio growth opportunities and flag risk, including some reporting duties.


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:

·         To sell delegate places across a number of events in the ICIS portfolio in order to deliver revenue targets

·         Oversee and take ownership of the delegate sales process, including building and managing pipelines and reporting on all activities 

·         Be responsible for the acquisition of new and repeat attendees to our market leading events, generating revenue by utilising the company’s profile and status 

·         Creating a network through businesses to extend your reach and build your pipeline 

·         Monitor, record and meet/ exceed KPIs, including revenue targets 

·         Maximise cross-sales across client base for all relevant events

·         To maintain a clean and updated prospect and customer database

·         To liaise effectively with all internal departments (sponsorship, production, marketing, registrations, operations)


In return we are looking for an individual who is:

-          Proven experience of working in a B2B sales environment

-          A team player, committed to supporting the team goals, whilst also using your own initiative

-          Be a natural on the phone

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


Qualities required:

Commercial and customer driven           

·         Delivers sales and grows events through understanding market dynamics

·         Quickly gains knowledge or new markets

·         Customer centric, develops and maintaining 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


Teamwork and collaboration

·         A team player you’ll be used to working across multiple projects

·         Shares information with those inside and outside their immediate team

·         Supporting team members through coaching


Decision-making and problem solving

·         Decisive and can demonstrate commitment to decisions taken

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



·         Able to work across multiple projects

·         Invests time in preparation and sets clear plans and priorities

·         Keeps track of progress against these and can work to key milestones


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

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