Job Description. Deputy Head of Sales Business Events. Grade. Purpose of Post

Transcription

1 Job Description Job Title Department Grade Location Responsible to Responsible for Deputy Head of Sales Business Events Business Events D Barbican Centre Head of Sales Account Executive Purpose of Post To maximise sales revenue generated by corporate meetings and events, including maintaining and developing the department s core and highest yielding corporate clients and potential clients. To lead on the account management and development of the Graduation sector, (currently generating revenue in excess of 1million) and lead on the account management and development of any other sectors as required by the business. To create, develop and implement sales initiatives which generate venue sales and increase income, and contribute to the development of sales plans and strategies. To line manage the Account Executive. Main Duties & Responsibilities 1. To identify prospective clients and approach key decision makers from specific target markets (e.g. Universities) to promote the range of facilities and ancillary services the Barbican and Guildhall School can offer to satisfy their requirements and successfully turn these into sales. 2. To create, develop and implement sales initiatives to support the development of the graduation sector and other sectors as required and directed by the Head of Sales Business Events. 3. Research and keep abreast of competitor activity in the marketplace, analyse and report on findings and make recommendations on how Barbican and Guildhall School conference and meeting facilities can remain competitive. 4. Contribute to the development of individual packages for key clients in order to retain business and increase income generation.

2 5. Lead on the reactive event enquiries process, ensuring that all enquiries are dealt with in a timely and efficient manner and regularly review and update sales processes ensuring an efficient and unified approach across both Barbican Business Events Sales and Searcys sales teams 6. Review contract pricing of key accounts on an annual basis, managing negotiations with clients to agree rate increases and suitable event dates in order to maintain client business whilst increasing the yield of events held. 7. Devise, organise and manage hospitality and promotional events for current and prospective clients which effectively secures repeat and new business. 8. Undertake client show-rounds and devise and conduct effective sales presentations, ensuring that a professional image of the Barbican is maintained at all times. 9. Act as line manager to the Account Executive including performance appraisal, training and development, the allocation and monitoring of work and direction and guidance on it. 10. Produce sales analyses, detailed reports and sales business proposals as required for the Head of Sales & Head of Business Events. 11. To attend national and international conference and exhibition industry events to promote the Barbican and GSM&D as a high-quality meeting and conference venue. 12. Cultivate and nurture internal relationships with key stakeholders (i.e. Artistic departments & Associates including LSO) in order to make space available for graduations and other largescale events which generate income. 13. Take reasonable care for my own health and safety, and that of other persons that may be affected within my working environment, in accordance with the Barbican Centre s and Corporation of London s Health and Safety procedures. 14. Actively seek to implement the City of London s Occupational Health and Safety Policy in relation to the duties of the post, and at all times give due regard to the health and safety of both themselves and others when carrying out their duties. 15. Actively seek to implement the City of London s Equal Opportunity Policy and the objective to promote equality of opportunity in relation to the duties of the post. 16. Undertake any other duties that may reasonably be requested appropriate to the grade.

3 Person Specification Job Title Deputy Head of Sales Department Business Events Grade & Level D Trent Position Number 05M0027/001 Please find below the qualifications, experience and technical skills required to undertake this post. Each criterion will be assessed at application (A), interview (I) or test (T) as indicated below. Technical Skills / Professional Qualifications / Relevant Education & Training Educated to degree level or equivalent preferably with a degree in Business Management or Marketing (A) A qualification in event, business management or sales (A) Excellent knowledge of the conference industry, competitor venues, pricing, offers, marketing and developments in the industry which may impact on conference sales business (A, I) Excellent sales skills with the ability to generate and increase sales in a professional conference environment (A, I) Ability to create, develop and manage sales initiatives (A, I) Excellent negotiation, influencing and interpersonal skills with proven ability to develop and sustain fruitful client relationships which secure repeat business (A, I) Exceptional oral communications skills with the ability to promote an organisation as a high-quality business events venue and successfully cross-sell products and packages (A, I) Excellent written communications skills with the ability to draft complex proposals, sales, marketing and promotional materials (A, T) Numerate /confident with financial information and figures (A, T) Strong commitment and ability to deliver excellent customer service (A, I) Excellent IT skills including expertise in the use of MS Word, Excel, PowerPoint, and databases (A, I)

4 Experience Required Significant experience in a senior sales capacity gained in a professional business events/venue environment (A, I) Previous experience of complex account management, contracting and leading on sales negotiations (A, I) Previous experience of developing sales/cross selling sales products packages (A, I) Previous experience of contributing to the development of sales plans, policies and initiatives (A, I) Previous experience of using Salesforce is desirable (A) Recruitment Note to Applicants These key skills and core behaviours will be used in the decision-making process for recruitment. Please give examples of how you have exhibited these behaviours in your previous role(s). It is essential you address each of these on the application form on the section for supporting information. Be as specific as possible, we cannot guess or make assumptions, but will assess your application solely on the information provided. Try to provide evidence, by examples, where possible, of skills, knowledge and experience contained in this person specification.

5 Summary of Terms and Conditions of Employment This summary is given as a guide and is not intended to form part of an individual s contract of employment. Salary The salary range for this job is 34,230-38,730 per annum inclusive of all allowances. This figure will be reviewed annually from 1 July in line with the pay award for other salaried staff within the City of London Corporation. Contract The position is offered on a Permanent basis Hours of Work Normal hours of work are 9.15 am 5.00 pm, being 35 hours per week excluding lunch breaks, Monday to Friday, inclusive but the post holder shall be expected to work the hours necessary to carry out the duties of the position. Frequency and Method of Payment This is a monthly paid appointment and salaries are credited to a Bank or Building Society Account on the 11th of each month. Annual Leave There is an entitlement of 28 days annual holiday plus Bank Holiday. There are subsequent increases to entitlement to annual holiday according to length of service. Sickness Absence and Pay The City of London Corporation has a comprehensive Occupational Sick Pay scheme, details of which can be found in the Employee Handbook which will be made available to you upon commencement. Pension You will automatically be admitted to the City of London Corporation s Pension Scheme. Employees contribute between 5.5% and 12.5% of their pensionable pay to the scheme, depending on salary. If you do not wish to join the Scheme you must make a formal declaration stating you wish to opt out. You may contact the Pensions Office directly should you have any queries relating to the Local Government Pension scheme and your entitlements under this scheme.

6 Continuous Service If you join the City of London Corporation without a break in service (subject to certain exceptions) from another body covered by the Redundancy Payments (Local Government) (Modification) Order 1999, your service with that institution will count for the purpose of continuous service. The amount of continuous service which you have will affect your entitlement to certain contractual benefits; for example, annual leave, sick leave and maternity leave. A full explanation of Continuous Service is contained within the Employee Handbook. Probationary Period You will be employed initially on a six month probationary period. Should either party wish to terminate the employment during this period, then one week s notice will be required on either side, except for summary termination for gross misconduct. Notice Period One month by either party after satisfactory completion of probationary period. Learning and Employee Development The City of London provides for financial support and time off for staff to study for appropriate qualifications which relate to their duties or undertaking professional skills update training. There is also an in house programme covering more general training needs. Employee Volunteering Programme Through its partnership and regeneration work, the City of London aims to contribute to the social and economic regeneration of the seven boroughs bordering the City: Camden, Hackney, Islington, Lambeth, Tower Hamlets and Westminster. These boroughs contain some of the most deprived neighbourhoods in the country. The Employee Volunteering Programme, established in 2002 allows staff to volunteer their time, skills, knowledge and expertise to benefit local residents whilst developing their own professional skills. All staff are given the opportunity, subject to line management agreement, to take 2 days of volunteering leave per year to enable them to do this.