Venue Account Manager

Role Outline

This exciting opportunity within the venue sales team will be responsible for proactively and effectively selling venue space and services to both new and existing exhibition organising clients at a senior level.

The role holder is responsible for positively adding value in a mix of markets within the exhibitions sector by creating various sales opportunities beyond the scope of current events in the industry, aiming to fast track a portfolio of market leading events. Through close collaboration with clients, and closely supporting the Head of Venue Sales and team, the Account Manager will assist in proactive account management across the company portfolio.

The Account Manager will maximise organic growth, enhance yield management, deepen relationships with clients and support the business in developing new event concepts, demonstrating the potential for FIL to provide effective solutions across a broad range of products and additional services.

Role Responsibilities

Primary

· Achieve team targets annually within a highly competitive market, as agreed with the Head of Venue Sales.

· Analysis of identified UK and international industry and market sectors in order to effectively target new exhibition business.

· Support with the management and development of events across the whole Company portfolio.

· Maximise and develop existing client relationships to ensure high levels of repeat business and account growth.

· Professionally manage the commercial relationship between FIL and its clients, from initial enquiry to post event, in partnership with the venue management team.

· Proactively leverage data and knowledge to develop insight, leading to venue show growth.

· Seek new business opportunities, through own initiative, closing high yield business quickly and efficiently.

· Identify potential new clients through proactive sales techniques.

· Develop and maintain senior level relationships with major event organisers both UK and overseas to enhance opportunities for repeat business and secure new business.

· Act as an ambassador for the company at industry events and client meetings, cementing the Company’s position at the forefront of the exhibition industry.

· Develop and demonstrate full knowledge and understanding of key industry sectors.

· Maintain the level of service provided by the team and be proactive in the development of own skills and experience whilst demonstrating appropriate behaviours towards the wider team maintaining FIL’s core values.

Secondary

· Negotiate commercial and contractual terms, as agreed with the Head of Venue Sales when required.

· Ensure all relevant communication is recorded and efficiency of sales administration is maximised, and ensure business protocols and administration processes are adhered to.

· Provide accurate and timely management information as required.

· Ensure excellent working relationships with all internal departments, reinforcing the need for excellent customer service.

· Maintain the accuracy of account data within the company database.

· Keep up to date with market information such as competitor activity and economic data and assess its impact.

· Demonstrate an understanding of the operational impact of a proposed event on the venue and a proactive style in developing potential solutions.

Budget Responsibilities

No Direct Reports.

Reporting Structure

The role directly reports to the Head of Venue Sales.

Skills & Competencies

· A minimum of two years relevant experience and proven success selling venue space (or similar) within the industry in a suitably senior capacity.

· A high level of knowledge of the UK exhibition market gained in a similar role (preferable, but not essential)

· Existing relevant client relationships that can be transferred (preferable, but not essential)

· Excellent written and verbal communication skills.

· Strong influencing and interpersonal skills.

· High quality organisational skills and a disciplined work ethic.

· Able to identify issues and present creative solutions.

· High level of event industry knowledge.

· Competent in Microsoft Office, Venue management software and CRM systems.

· Knowledge of the Ungerboeck event management system (preferable, but not essential)

· Demonstrated ability to negotiate and implement contracts with senior/ board level clients.

· Able to creatively and proactively seek new opportunities and business leads.

· Demonstrated ability to consistently follow a structured process to convert interest and enquires into sales.

· Experienced and proactive leader, championing initiatives.

· Competitive, driven and self-motivated, with an ability to adapt to the requirements of overall business objectives.

· Flexible to accommodate varying demands of fast paced environment.

Benefits

Benefits include; bonus, life insurance, pension, private health insurance, access to Farnborough parking, season ticket loan, cycle to work scheme

Company Description

At Farnborough International we are known for running one of the world’s biggest and most prestigious airshows. Whilst we will continue to build on every airshow, we’re also on a journey to become more than this.

Our aim is to transform what we are known for – to make Farnborough International a globally recognised brand, famous for its pioneering spirit in delivering world class airshows and hosting business events in our state of the art 20,000 sqm exhibition and conference centre.

People & Values

Farnborough has a rich history of pioneering aviation triumphs and we at Farnborough International have stood shoulder to shoulder with industry pioneers for decades. It is this pioneering spirit that continues to run through our business today and will enable us to grow in the future.

People are at the heart of what we do at Farnborough and we are looking for individuals who can embrace and deliver the 3 core values at the centre of our business:

Positivity: We’re always looking for a better way. We have a confident can-do attitude in the work we deliver every day.

Precision: We take care and pride in every detail of safety and organization, so that our clients shine.

Partnership: We work as one team to get the best results and work openly and collaboratively with our clients.