Head of Sales

About the QEII Centre

We are the QEII Centre, the largest dedicated conference and exhibition space in central London.  Our venue offers world- class facilities for high profile conferences, conventions, exhibitions, and events, hosting 300 - 400 national and international events each year.  Our clients are central to everything we do and as such, continuous improvement of our customer service is vital.  We are proud to have won many prestigious awards over the years.

We believe that our people are the key to our success and employees sit at the heart of our work, from our award-winning in-house caterers QEII Taste, through to our experienced AV and IT teams. Everything we do is underpinned by our Values and our dedication to putting our clients first. 

Sales & Marketing

The Sales & Marketing Department ensures it meets the objectives of the Centre’s Business Strategy by delivering the revenue required to meet financial targets through proactive account management and development of new accounts for both core and non-core business, through providing exceptional customer service and by successfully promoting the business in the marketplace, re-establishing the Centre’s position as London’s finest conference and events venue.

Job Purpose:

Responsibility for achievement of targeted room hire and secondary revenue by the sales team through effective line management, ensuring that the team are informed, motivated, proactive, and collaborative.

To provide and analyse revenue analysis and commercial business reports, provide analytical support within the sales team, and prepare ad hoc analyses across the wider QEII Centre.

To provide accurate revenue and yield management reporting to support the effective profitable operation of the QEII Centre.

To support the Sales and Marketing Director in strategically developing and driving the business forward through maximizing events and event diversification. To achieve individual revenue targets.

Key Tasks

• To professionally and effectively employ proactive sales and account management skills to achieve targeted room hire and secondary revenue from existing, lapsed, and new accounts.
• To lead and motivate the sales team on a day-to-day basis to ensure that the team are proactive in their sales and account management handling and achieve their own individual and team targets for room hire and secondary revenue from both core and non-core business.
• To ensure that the team work collaboratively across team QEII.
• To work with the Sales & Marketing Director to maximise the diary yield.
• To work with the Sales & Marketing Director to set individual sales targets for both core and     non-core business.
• To regularly report to the Sales & Marketing Director on the status of the team     against targets.
• Where required, to act as the first point of contact for clients enquiring about using the Centre; handling incoming enquiries in a friendly, professional, and efficient manner ensuring that all information is accurately captured on the CRM system.
• To ensure that clients are provided with informative bespoke proposals that meet their objectives and brief.
• To ensure that the team follow the department’s business rules at all times.
• To ensure that the team always deliver exceptional customer service, achieving  minimum agreed BDRC results when individually mystery shopped.
• To have regular one to one meetings with the team to ensure that they are motivated and performing at their optimum level.
• To communicate both upwards and downwards ensuring that both the Sales & Marketing  Director and the sales team are kept up to date on any issues or developments.
• To conduct formal six-monthly reviews and annual appraisals with direct reports.
• To ensure that the team are developed effectively, and any training needs are addressed in a timely manner.
• To ensure that Ungerboeck event booking and management system is kept up to date and an effective tool for the sales and marketing department
• To ensure that the team undertake proactive research and activity to gain new clients for the Centre and to ensure that the team do the same.
• To work with external partners, agencies, and industry bodies to further develop existing and    new contacts and markets.
• Represent the QEII Centre at tradeshows and conferences following up all leads within agreed timescales. To ensure that the team do the same.
• Overcome client resistance/objections to the Centre and its products
• Advise the Sales & Marketing Director regarding client feedback/comments relating to product content and pricing as well as Centre performance.
• To ensure contracted client events are handed over to operational teams with a comprehensive analysis of client needs, objectives and potential secondary sales opportunities
• Participate in sales team and management team workshops and business management and planning forums and activities.
• Represent the Centre in its cooperative relationship with Central Hall in maximising the promotion of the CLICC product initiative for UK clients.
• Keep abreast of competitor activity and recommend any necessary tactical action.
• Undertake any reasonable duties as specified by the Sales & Marketing Director.
• Create and Provide reports for CEO/Directors – as required, evaluating results, and providing commentary 
• Responsible for correct payment of commission including raising purchase orders  
• Responsible for producing all required revenue management reports

Leadership

• Lead and develop a cohesive team giving team members the opportunity to broaden their skills, knowledge and experience resulting in job satisfaction; client satisfaction and increased revenue/profitability
• Ensure that all staff are treated fairly and equitably both by myself and by others within the team
• Review team structure, skills, objectives, competencies and learning and development plans throughout the year and update or amend these as necessary or considering changing priorities
• Give open, honest, and constructive feedback to staff about their performance throughout the year
• Encourage two-way feedback and respond constructively to it

The above is not exhaustive and other duties not outlined may form part of the employees’ job description.

Additional information: the post holder will, in the course of their duties, be required to travel to meet clients, attend conferences, business meetings etc. This may, on occasion, require overnight visits.

Management of a sales team with evidence of successfully meeting and exceeding challenging revenue targets. Evidence of developing new markets during the pandemic, evidence of financial acumen with experience of producing revenue management reports. A strong customer focus within the conference and events industry.

Person Specification

Experience

• Extensive sales experience within the events / hospitality industry
• Proven track record of line management experience with evidence of successfully meeting and exceeding challenging revenue targets.
• Evidence of developing new markets and revenue streams during pandemic
• Capable of strategic thinking, planning and delivery
• Strong self-motivation skills and the ability to inspire and motivate a team
• Excellent communication skills, both written and verbal
• Evidence of financial acumen with experience of producing revenue management reports.
• Good analytical and numeracy skills
• Excellent negotiating and interpersonal skills
• Strong organisational skills, ability to plan, organise and deliver work to meet deadlines and quality standards.
• A high standard of computer literacy.

Technical

• Strong Ungerboeck skills – evidence of working with the system and producing reports.
• Able to demonstrate excellent personal BDRC (or equivalent) results over a period.

Behaviours

• Changing and Improving
• Working together
• Managing a Quality Service
• Communicating and Influencing
• Leadership

Information on the Civil Service Success Profiles framework, and how the relate to this role, can be found online, on the QEII Teams site, or from the HR Team.