Conference Sales Manager

ACT 1 – THE ROLE

Identify, establish and build a pipeline of new opportunities with corporate customers and conference agencies by selling conferences within Vue cinemas that drive revenue and profit targets. Identify and make contact with key decision makers in order to understand their conference requirements and actively sell Vue’s capability to meet those requirements. Maintain strong relationships with existing corporate customers retaining and growing revenues.

Key accountabilities

Evaluate and deliver business opportunities and results

• Implement the Sales Strategy to drive Conferences and Events into the cinemas
• Work with the National Conferencing and Corporate Sales Manager to agree targets and KPI’s
• Determine if enquiries are profitable and a good business mix for the relevant Venue
• Build understanding of each prospects company, their conferencing requirements, decision making process, criteria and timescales
• Deliver against revenue targets and within budget
• Complete an agreed number of proactive sales appointments each week

Generate new revenue and maximise existing relationships

• Create, develop and maintain a new business pipeline, with new leads and prospects, appointments.
• Develop relationships with key local corporate bookers and agencies
• Proactively identify and develop new business via cold calling and networking
• Establish the venues conferencing & event space in the local market
• Secure additional business with existing customers either proactively or in response to enquiries
• Work closely with the onsite cinema teams to deliver, show rounds and events
• Hold site visits and fam (familiarisation) trips at the venue as required
• Act as the interface between internal teams and the customer to ensure smooth communication throughout the sales process
• When required create and tailor new business proposals for clients ensuring that they are fit for purpose and in line with company guidelines

Managing, monitoring and reporting

• Complete template documentation to capture and record requirements of potential opportunities
• Record and continually update conversations and written communications regarding new or incremental business in the Salesforce platform with follow up actions
• Keep information up to date on business pipeline to show growth and development of key business areas and clients
• Produce sales activity reports as required
• Attend monthly team meetings updating on business growth by territory and Venue performance
• Work closely with the on-property team and relevant head office teams to manage enquiries, Proposals and Contracts
• Fully evaluate feedback from clients and cinema teams in order to develop and implement clear action plans to achieve continued business success

ACT 2 – WHAT SKILLS AND EXPERIENCE YOU’LL NEED

Knowledge & Experience

Essential

• Experience within the Conferencing, Event Management or Corporate Hospitality industries and a good understanding of the requirements of Corporate Customers
• Significant track record of new business and Account Management focused sales within a regional field based role
• Experience of generating in excess of 1 million pounds revenue on a yearly basis
• Proven commercial track record with extensive experience in new account acquisition and management
• Knowledge and experience of the Request for Proposal process (RFP)
• Familiarity with C&E, and corporate sales strategies
• Great network within the hospitality industry
• Demonstrable track record of success in a Business to Business telesales environment
• Experience of successfully nurturing relationships from the beginning

Desirable

• Experience in selling Venue conference and event space
• Experience of using Salesforce