Job Purpose: As a Delegate Sales Executive your primary responsibility is to generate revenue through the sale of conference delegate passes and packages to new and existing clients within the global energy sector. You will work with companies ranging from large international/national oil companies (IOC/NOC’s), Engineering Specialists, Energy Trading Houses, Legal, Consultancy and Governmental Departments through to SME’s. You will report to the VP, Delegate Sales and work with the relevant event teams, and be personally responsible for specific companies across defined geographic regions with the associated revenue targets.

You will work closely with the exhibition, sponsorship, content and marketing teams throughout the year to ensure that you are effectively targeting clients, creating/following up on marketing campaigns, and achieving optimum attendance results for the conference. The ideal candidate will be both analytical and creative and can implement change at a senior level. Key Accountabilities: • Understand and deliver against the event and personal sales plans, meeting and exceeding KPI targets, working with marketing on ongoing initiatives that may involve the development of targeted campaigns, collateral, etc.

• Selling over the phone to existing and potential new clients to meet sales revenue targets and identifying new leads. • Consult with new and existing clients to identify needs, build demand in order to sell delegate packages (single and group) to the events target market groups. • Take full ownership of your allocated clients/regions, revenue targets, new business development, activity, reporting and overall KPI’s.

• Assess our data and bring on new clients that have never joined us before. You also need to hunt for new data outside of our database. • Conduct market and client research to ensure that you understand the dimensions of the stakeholder relationships relevant to your events, target market segmentation, identification of industry trends; and monitoring competitive events.

• Assess and help to improve current and prospective customer retention and acquisition strategies by building customer insight and translating to product development or messaging.

Requirements

and expectations are met pre, at and post event. • Hands on where and when relevant, attending the conference(s) with the objective of re-signing and/or gaining commitment from current delegates/attending companies for individuals/groups to attend the following year’s event(s). • Have a good understanding of CRM systems, preferably Salesforce.

Job Context: Relationships: Internal: • Marketing teams: To ensure regular and up to date marketing collateral is produced to reinforce the sales strategy • Content team: To ensure you and the team are always up to date with developments across the conference content • VP, Delegate Sales To ensure all event strategies are fully implemented. • Other members of the global delegates sales team. External: • All clients from across the world – regular contact by phone, email, and face to face.

Qualifications

, Experience, Skills: Technical/Functional • Experience in B2B conference delegate sales. • Evidence of self-managed, structured and consultative sales approach is important, where objection handling is second nature and logical questioning is applied to establish real needs and drive effective conversations and or closure. • Excellent negotiation and relationship building skills.

• Account management/account planning. • Customer-focused, with a consultative selling style, as well as transactional selling experience.