JOB PURPOSE
We are re-imagining how to better serve our sponsorship, advertising and thought-leadership customers and adapt our sales strategy to a solution focused approach. To that end, we are redesigning how our sales teams operate to better drive our customers ROI and accelerate our revenue growth in Asia.
Our events business comprises a number of our flagship events and is a key strategic growth sector for the Asian market segment. This is a high-profile growth role for the business. With current commercial revenues predominantly sponsorship and exhibitor revenue led, the role is to drive new growth in several ways.
1. Grow existing event revenues by increasing existing customer revenues as well as opening up new customer groups and markets
2. Work closely with Fastmarkets teams to develop new events in Asia
PRINCIPLE ACCOUNTABILITIES
- Deliver the agreed budgeted sponsorship sales revenues for the Fastmarkets portfolio in Asia
- Work collaboratively with the Head of Sales to deliver agreed event sponsorship revenues and agreed sales goals
- Develop and roll out a robust new business strategy targeting adjacent sectors to drive growth in addition to increasing value from key accounts
- Define, manage, and steer the medium- and long-term growth strategy and performance for Fastmarkets advertising and thought leadership products
- Work closely with key stakeholders including editorial to create a clear strategic vision and supporting business plan and communicate clearly to the senior management and wider stakeholders.
- Build credibility and trust with necessary external stakeholders to influence buying decisions to drive credibility and trust.
- Sell vision and value vs features & functionality to increase customer success
- Identify client needs through in-depth consultations, involving multiple client contacts where necessary in order to build the value proposition
- Develop targeted proposals for sponsorship clients, working with other members of the project team where necessary to formulate bespoke options
- Negotiate with clients over packages and maintain pricing discipline
- Manage customer decision-making timelines to ensure deals are closed in a timely manner
- Attend events and take ownership of client liaison on-site
- Generate pipeline that results in over-achievement of targets and ensure Salesforce is always up to date and accurate
- Collaborate with internal resources & external partners in order to drive additional value for the customer.
- Accurately report and forecast sales activity to the Head of Sales and clearly communicate your strategic vision and supporting business plan
- Become the expert and trusted advisor of the portfolio
- Develop high-impact communications and presentations
- Ensure delivery and execution methods that meet the needs of customers while protecting the business
- Ensure compliance with all internal policies, such as sanctions screening and contract frameworks
- Provide accurate reporting on pipeline/revenue projections for your client base on a weekly basis
- Ensure full coverage of designated customer and client base in assigned territory
- Proactively service customers, developing strong relationships and keeping clients up todate
- Maximize revenue from existing and new clients (by maximizing product revenue and portfolio opportunities)
- Confirm the outcome and agreements of all client calls/meetings in writing within 48 hours
- Attend client meetings and travel overseas (at times accompanied by management team)
- Demonstrate excellent time management skills in all aspects of your role
- Become the expert and trusted advisor of the portfolio
- Mentor other members of the team where appropriate
KNOWLEDGE, EXPERIENCE AND SKILLS
We are looking for an individual who is highly motivated, driven, and have a passion to be part of a fast-paced, successful team. Being a strong team player is also important as well as someone who is happy to work flexibly.
- Selling sponsorship on B2B events, preferably within a paid delegate model
- Selling high value event sponsorship packages
- Selling advertising and thought leadership packages
- Working on multiple events at the same time
- Selling to clients based in Asia
- Conducting face to face meetings with prospective clients
- Familiarity with commodity markets an advantage
- Mandarin (Chinese) language is a bonus
Our values are:
· METRICS DRIVEN.We use insights to improve our customers’ experience and our business performance
· ACCOUNTABLE. We are accountable to ourselves and those we work with: we keep our promises and get things done
· GROWTH MINDSET. This value enables us to be nimble to the changing realities and operate with a sense of urgency
· INCLUSIVE. We are inclusive and respectful, celebrating each of us and giving everyone a deep sense of belonging with the desire to bring their best self to work every day.
· CUSTOMER CENTRIC. We are customer-centric in all that we do
· COLLABORATIVE. We are collaborative, able to work across teams and capitalise on the diversity of intellect, perspectives, and experiences.
