Commercial Sales & Marketing Manager Job Description and Person Specification The Union of UEA Students We re the heart of student life at UEA: We re right in the middle of campus We re full of life, energy, passion and emotion We love UEA (it s wonderful), but we want UEA to be better We re an autonomous, integral part of UEA: University = Head Union = Heart University = Traditional Union = Radical University = Formal Union = Informal Our Purpose: The Big Idea That Shapes Us We re about students- transforming We are students learning and developing through opportunities to do things We are Union, run by students, and we change every year as students change We are students changing our course, our community and our world What we are We re a charity- any money we make is spent on students We re a mutual co-operative - we re run by students for students We re an independent part of the university- always on students side What we do Advocacy: We ve got your back We represent and campaign to give students power over their education We help students to help other students We sort (and prevent) students problems with help, advice and support Opportunities: Beyond your degree The best range of student sports and societies in the UK, no argument Opportunities to learn skills, make friends and become more employable Student employment that s fun, well paid and transformative Enterprise: We own this Student bars, cafes and lounges- where everybody knows your name Housing for students- the most student focussed in Norwich A student run shop- things you want, prices you need Live! Safe, great value nights out with friends for life The best, most diverse SU live music programme in the UK Supported student run events where you and your mates shine
Department: Venues Department Grade: 5 Reports to: Head of Venues Purpose of Post: Oversee the Commercial Sales & Marketing team within the Venues department to ensure their legal, financial and strategic objectives are met. Key Responsibilities Commercial Sales & Marketing Manager Primary Commercial Sales & Marketing Objectives Supervise the implementation of Commercial Sales and Marketing Strategy for Commercial Services within uea(su); Direct strategic market research and consumer insight to determine market requirements for existing and future products; Work with Head of Venues with analysis of customer research, current market conditions and competitor information to formulate a robust market responsive Sales and Marketing Strategy; Drive strategic sales & marketing plans and initiatives for new and existing products; Develop existing digital sales and marketing platforms including social media platforms; Drive productivity and efficiency of Sales and Marketing plans and initiatives; Monitor, review and report on all sales and marketing activity and results and make recommendations; Monitor the Marketing Budget & align all activities with Key KPI s agreed with Head of Venues; Report on Return on Investment and key performance indicators and make recommendations; Maintain Digital/Media/Space Sales / Pricing Strategy; Develop Network relationship with key stakeholders within the City to develop additional sales revenue streams; Drive Strategy to promote and drive NUS Extra; Marketing & promotional consulting of Retail department; Work with Commercial Design team in the implementation of artwork in line with uea(su) Advertising policy; and Operate Sales & Marketing industry best practise. Sales and Advertising: To supervise the promotion of Union advertising channels to the local business community through proactive direct marketing, networking, writing and creating promotional literature and liaising with intermediary organisations; To maintain, develop and maximise income from the advertising sales service for the Students Union reporting to the Head of Venues as necessary; To ensure that advertisements are placed in the appropriate media and the proof is collected and disseminated to clients in a timely manner To work with national sales agencies to promote the Union s advertising channels To supervise in the preparation of exciting and creative proposals to attract new sponsors at all levels for Union activities and events; To oversee and organise the Union s Freshers Fayre and other activities that relate to advertisers and commercial opportunities; To meet set targets and KPI s; To promote and manage local discount opportunities from local businesses that accept the NUS Extra Discount Card; To liaise with University Estates departments to maximise sales opportunities across campus; and To supervise a team of student part time sales and advertising staff.
Business Development: To oversee the development and innovation of new business and sales ideas to generate income for the Union; To supervise the maintenance, development and maximisation of income from business partnership opportunities; and To develop the Union s sales and business partnerships services to be recognised by both the local and national business community as the absolute choice to engage with UEA students. Commercial Services Marketing: To work with all Union commercial services departments to ensure utilisation of union relevant marketing channels; To use Union resources to promote the range and benefit of commercial services to our members To assist in regular meetings with Head of Venues and Head of Retail to review marketing plans and create seasonal campaigns; and To work with Head of Venues and wider Marketing and Business Development team to promote a balance and positive image of the Union. Box Office Supervise the online and physical ticket sales platforms; Supervise sale events in accordance with event timings and embargos; Report sales on a weekly basis through the organisations structure; In liaison with Head of Venues, design and develop appropriate reports to enable the effective management of ticket allocations; Oversee accounts with ticketing agents; Reporting relevant information to third parties including agents and vendors; Reporting sales, break evens and Forthcoming Attractions to internal staff; Supervise the liaison between UEA Events team to ensure they are informed of forthcoming events; Supervise the liaison between the Entertainments Coordinator and the Venue Operations Manager (through our VMS Live partners); Supervise events on the website to ensure maximum impact; Supervise the social media marketing of events in partnership with VMS Live, including monitoring social media spending; Communicate, monitor and evaluate in-house ticket allocation policies with the Head of Venues Advise on the status of ticket allocations through established reporting processes; Provide the first point of contact in relation to ticketing for all stakeholders including venues, promoters and union and university staff; Manage the Box Office Staff Resource through the Box Office Coordinator. Supervising signing off invoices for the Box Office department; Working alongside Finance to ensure ticket sales and box office spending is reported and accounted accurately; Overseeing sales and income reporting from external vendors (Soundclash); Assisting marketing team with external stakeholders, organising mutually beneficial deals (Outline, Mustard TV, Newmarket Racecourse, Future Radio etc); Assisting Venues team with additional administration duties; Working alongside officers to improve engagement with student groups; and To oversee and maintain the database of customers from the website for marketing purposes and to market events to suitable audiences (based upon this database) via regular e-mails.
General Responsibilities To follow established policies and procedures; To assist in the recruitment and selection of student staff; To assist in the performance review of student staff; To ensure that union and department communication filter down to front line staff; To report any incidents, breaches of policy and procedures to line managers; To Understand the importance of health and safety maintaining standards and reporting breaches to line manager; To monitor and maintain levels of services to agreed standards; Respond to customer complaints, problems and feedback positively & appropriately; and Analyse and make recommendations for development of service standards based on customer feedback and research. General duties of all staff To understand and uphold the purpose and values of the organisation and ensure that these guides and inform the work and conduct of the post holder. The Union has a democratic decision-making process and the post holder will champion this when carrying out their duties; To be knowledgeable of the Union Constitution, as it applies to this post, including any legal requirements; To work in accordance with all Union policies and procedures, including Health and Safety, Staffing Protocols, Financial Procedures and the Union Equal Opportunities Policy; To undertake duties from time to time as requested by the Union Management that may be reasonably considered within the scope of the post; To attend from time to time, as required, meetings as necessary to meet the requirements of the post; To attend all Staff Development Days and training as required. Flexibility in working hours may be required to accommodate this; and To be flexible and adaptable in a changing environment, the role holder may be assigned to other areas of the Students Union to meet the needs of the service. This will in turn provide development opportunities in which to broaden experience.
Person Specification Candidates for the job will be assessed in the following ways; Application Form Interview Test Skills, Knowledge and Experience This section describes the qualities we d like to see in the post holder- but where we can offer training for someone that excels in some of the areas, or where you can offer other qualities you think would be useful for the role, you should indicate this on your application form. Criteria Qualifications Good general education, typically to the Higher/A level equivalent University/College Degree Experience Previous experience in a Commercial marketing & sales organisation Proven success managing medium/large groups of colleagues in Marketing environment Proven success managing medium budgets Experience of Managing through Supervisors Experience of managing large scale Box Office Operation Proven experience of instigating change of a strategic nature Demonstrable experience of working effectively on own initiative Experience of managing projects Experience on analysing and acting upon detailed sales and marketing information Knowledge High level understanding of current issues and themes in higher Education and Student's Unions High level knowledge of current issues and themes in marketing, media, sales and communications Good knowledge of best practise in organisational administration and office management Good working knowledge of relevant workplace IT systems, software and hardware Knowledge of students union in relation to relevant legislation: Requirement 1. Data protection 2. Charity 3. Education Act 4. Employment 5. Company 6. Licensing
7. Health and Safety and risk management in a licensing and entertainments context Attributes/Skills Able to understand working with a complex organisation Good coaching and mentoring skills Proven ability to problem solve Self-motivated and self-reliant Skilled in utilising research and interpreting data Excellent IT skills: PC and Mac proficient, social media proficient Ability to formulate development plans for services and activities Exceptional interpersonal and communication skills (written and oral) Able to create and maintain strong working relationships Able to lead, empower and engage others in shaping the future Able to overcome hurdles and problems in a constructive manner Values and ethics Desire to work within a democratic student led environment Understanding and commitment to equal opportunities Desire to work within an organisation servicing a culturally diverse membership Demonstrably high standards of personal integrity Key competencies Achieving excellence Influencing Problem solving Developing people Customer focus This version (M. Kill October 2017) Changes to Job Description: This job description may be subject to modification or amendment at any time after consultation with the post holder. This job description is not intended to be an exhaustive list of the procedures and tasks carried out by the post holder. It does however set out the main expectations of the Union in relation to the post holder s duties and responsibilities. It does not form part of the contract of employment. Signed Name Date