Sales Performance Executive
Manchester, England

Job Reference: MEX-INAA-09767

Location: Manchester, England

Closing Date: 04/05/2020

Department: IM - North America - Aviation

Division: Informa Markets

The Role

 

Working within the Routes Commercial Team and reporting directly to the Commercial Director this role will look at all aspects of sales results, customer trends and profiling to help assist in maximizing sales output and success and help fully inform an intelligent sales strategy. Supporting the commercial team with reporting, data, intelligence, analysis, research and process will be key and this will be on a UK and international support basis to remote and office based commercial resources.  

 

The position is geared to be pivotal in supporting an informed sales approach and a first-class agility to opportunity and risk within a competitive and complex marketplace. This is crucial in delivering a continual growth plan for the business. Effective use of office skills, sales systems and applications inc CRM and Excel will all be utilized to meet the objectives and requirements within the role

 

The role will be key in working with other departments within the Routes business that support the commercial team in being fully equipped to maximize results. The Commercial priorities and goals are constantly evolving, and the performance executive role will have the agility to work on the most relevant priorities and needs within the commercial agenda. Task and delivery led the role will present a demand for working to deadlines, a strong multi task work ethic and an absolute passion for accuracy and over delivery.

 

 

Job Summary/Responsibilities

 

Routes is a complex and global business and the role will require someone with experience of operating in an international business environment.  This role will require a person that is proficient in reporting as well as working within high pressure situations and the ability to prioritise work efficiently and demostarte agility against changing commercial priorities. The role will focus around some of the areas below but not limited to:

           Event Trading - GAP Reporting

Analysis of commercial gaps in event petformance ahead of trading so as to identify companies and delegates that have not yet regsitered or commited investment. Creating process and communication around this which allows the relevant sales resources to explore these gaps and feedback reasoning or aim to convert. Using  data to explore changes in reveneue and attendance pacing ahead of event trading.

 

Post Event and Srategic Commercial Reporting

Working with other depts to assit with post event sales reporting and activity inc comparable year on year performance and variants and all commercial analysis across each annual event. Exploring through 5 year trading anylasis and data the trends or shifts on Attendance, Exhibiting, Sponsorship by event, by market, by customer type and persona.

 

Working with the Commercial Director to create market opportunity analysis that guides thinking across business development initiatives and a growth strategy.

 

Major Gain and Loss Reporting

Working on analysis to identify shifts in spend and identify major losses, gains and contributors to performance. Collating reasoning for shifts and assisting with utilising actions to address trends and develop and share success  including creating action plans with the commercial director/team around issues and opportunties.

 

Debt and Oustanding Revenue Position Reduction

Working with the finance team, registration and credit control  to assit with improving outstanding debt and exposure improvement. Prioritsing oustanding pre event exhibitor contract payments  and 90 Day + outstanding issue payment.

 

Competitor Monitoring and Activity

Competitor research inc pricing comparsions and monitoring of competitor activity including managing a clear view of any attendance shifts ftom Routes to other propositions or movement of investment including across airlines

 

Customer Activity Reports

Providing sales upon request with individual spend and attendance reports and assiting with commercial analysis for major meetings and presentations

 

 

Sales Tracker Liason Point

Being the key POC for commercial across the accuracy management of the event registration sales tracker and the post sale support from relevant teams

 

Market Penetration Reporting

Assisting the Commercial Director and Finance with Airport Market Penetration analsyis. Reporting with 6 monthly and 12 monthly evaluations of each defined commercial market. Developing reporting to consider next level analysis across spend type and the invetsment levels of engaged and spending airports across Routes events

 

Lead Generation Support on Smaller Events

Working with marketing to create an approach that helps improve market  penetration and connections in smaller  less mature markets and address’s trading & up  to date contact gaps within mature markets.

 

Sales Proposal Support, Colletral and Data

Working with Marketing and Operations to ensure they ae providing up to date colleterall, imagery, reporting and requirements for commercial team proposals inc exhibitor manual delivery management and promotional brochures.

 

Working with the commercial team to assist on the provision of sales tools inc hardware such as I pads and set up and software such as Orbit, Touchplan,  CRM

 

Assisting with requests around meetings data intelligence and ROI support for commercial presentations and sales arguments. Understanding benefits of internal  resources such as CAPA memberships and and how these can help sales arguments

 

Sales and Commercial Hub Management

Owning the commercial report housing and organsiation (within box or other) of all sales and commercial reporting so this can be referenced and utilised for strategy. 

Creating historical filing of event performance budgeting, forecasting.

 

 

 

Future Role Development Initiatives inc

Salesforce CRM key role for Commercial

Airline Attendance Data Interrogation

Commercial T&E Management

Qualities needed for the role

 

  • Strong Organisational Skills
  • Office Competent on Word, Excel, PowerPoint.
  • Attention to detail and time management skills with a proven ability to work to meet deadlines and deliverables on multiple tasks at any given time
  • Strong interpersonal and written communication skills
  • Ability to create, manage and advance new procedures for different areas of analysis and take ownership for accuracy, timing and relevance of reporting
  • Direct experience or sound understanding of an event sales environment
  • A basic understanding of digital trading
  • A willing to go the extra mile to help both in the office environment and remotely.
  • Proven experience and understanding of reporting, data manipulation, and understanding data trends so as to present findings effectively
  • Be able to sustain performance under pressure
  • Ability to be flexible around the needs of an evolving and complex business
  • CRM end user or, database management experience
  • Proven collaborative skills with both internal stakeholders and external partners
  • Self-motivated with an ability to work autonomously as well as a strong team player.
  • Ability to travel abroad up to 3x a year

 

Desired

 

  • Salesforce Experience  
  • Basic understanding of finance systems or an understanding of business finance
  • Basic Sales Process Understanding and GDPR understanding
  • Office and Excel advanced
  • Linked in Premium and Navigator established and proficient
  • Commercial Event experience particularly in a commercial role

 

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