Job Purpose:
To support the Business Development and Sales team in gaining new business sales for Event Management, Event Production, Event Logistics & Design at a profitable level for the company.
Reports to:
Director of Business Development and Account Management - cievents
Key Accountabilities
| Accountabilities |
Weighting |
Objectives |
| Business Development & Acquisition |
65% |
To win new business sales at a profitable level from new & existing customers.
To develop new business across all cievents services.
Ensure sales activity results in high conversion raters
Ensure that in all pitch responses the brand
standards, CVP (Customer value proposition) & market proposition are clear and compelling and responses are complete & timely.
Ensures all business won maintains minimum gross margins. |
| Communication |
10% |
To alert the Director of Sales & relevant cievents team members to any key changes within existing clients’ business or industry. |
| Account Management |
15% |
To develop and maintain a comprehensive client service plan to ensure that cievents personally touches each client on a regular,planned basis.
Leverage networks within cievents, FCM, Corporate Traveller, Flight Centre Limited & client organizations to assist with the expansion of networks for business acquisition. |
| Training |
10% |
Participate in the available training opportunities, directed by the Director of Sales. |
| Key Competencies & Attributes |
| Competency |
Description |
| Sales & Marketing |
Able to build and grow business networks to convert business opportunities.
Understand how to generate leads from all sources eg. Databases, telemarketing, research, cold calling.
Understands trends in the market and able to identify potential opportunities. |
| Industry Networking |
Strong interpersonal skills.
Able to develop relationships, trust & credibility with key suppliers and business leaders.
Able to negotiate will suppliers to provide the best outcome for the business and the client. |
| Business acumen |
Understands how business decisions are made.
Able to identify all stakeholders and decision makers within the business to ensure sales team deliver appropriate pitches/solutions, relevant to client position objectives.
Sound knowledge of procurement, product & market trends.
Able to understand and drive the pricing models & business solutions to maximize profitable business.
Able to understand the commercial structure & drivers of the client organization. |
| Account Management |
Confident in approach with clients and builds rapport effectively.
Uses the process of partnering with key clients to achieve their business objectives.
Is able to identify & maximise new business opportunities from within the incumbent client portfolio.
Makes confident recommendations to clients providing them with the cievents service offering that suits and fulfils their needs.
To resign incumbent business within the Event Management teams that Sales support. |
| Sales Process |
Understanding the ciway in the Sales Process;
Sourcing – setting the appointment
Procuring – converting the lead to an opportunity Developing – managing the client relationship |
| Communicator |
Sets clear expectations and consequences. Communicates effectively with all audiences using written, graphic and verbal expression. |
| Teamwork |
Able to collaborate with peers to ensure skills are harnessed for the most effective outcome.
Prepared to empower others ensuring they are armed with the necessary tools for success. |
| Workflow |
Reports weekly to the Director of Sales with the status of Sales WIP. |
| Learning & Development |
Positively receives feedback to improve performance.
Recognises and acts on opportunities for personal and professional development. |
| Time Management |
Maintains a highly organized approach to work.
Works on multiple tasks at the same time, completing them within required time frame and quality standards.
Demonstrates effective time management skills and meets deadlines. |
| Upholds Company Philosophies |
Demonstrates a belief in the Flight Centre Philosophies and lives and breathes the ciway.
Exhibits passion for their business and company. Encourages a sense of enjoyment in the workplace. |
| Experience & Knowledge / Qualification |
| Demonstrated sales skills in a same or similar role. |
Essential |
| Demonstrated customer service experience. |
Essential |
| Events Management Course or relevant industry experience required. |
Desirable |
| MICE product experience in key regions |
Desirable |
| A knowledge of all major suppliers and relevant MICE products/destinations. |
Desirable |
| Have a strong industry insight and network |
Desirable |
| Language Skills: English |
Essential |
| Other languages |
Desirable |
| Tertiary qualification in business or related field. |
Desirable |
|
About cievents
cievents is the first port of call for businesses around the world in need of a business event specialist and boasts over 25 years of award winning event management experience. With offices in Hong Kong, Auckland, London, Birmingham, New York and around Australia, cievents has a strong presence in almost every corner of the globe.
Our goal is plain and simple – to stimulate and inspire your audience by implementing innovative events, cutting-edge content and communications, engaging incentives and reward and recognition programs. We are the one-stop shop for all your event management, production, incentive and design needs.
