REPORTING TO: HEAD OF EVENTS UK
Reed & Mackay leads the global travel and event management arena with extraordinary service and proprietary, client-led technology. Ranked first in the Sunday Times International Fast Track 2020, we are a business that is always looking forwards, while ensuring that we’re everything that our clients need today. In May 2021, we became part of the TripActions Group, the fastest growing travel and spend technology platform
PURPOSE OF THE ROLE:
We are looking for a high performing global sales leader, who can demonstrate an excellent track record of achievement in a events, meetings and groups travel.
The Head of Global Sales Groups, Meetings & Events is a critical part of our growth trajectory in engaging existing and new clients, by building and executing a dynamic sales strategy across the portfolio to achieve ambitious revenue growth.
We are looking for a leader who is passionate and has a natural flair for the Groups, Meetings & Events arena and who understands the importance of client events and the positive impact they bring to a client. This exciting role is based in London, this individual will immerse themselves in the exciting and fast paced world of event management and is motivated by business growth and service excellence.
This role would suit a dynamic individual who thrives in a high growth environment. You combine strategic thinking as well as understanding the importance of a seamless event delivery and with the ability to roll up your sleeves and get the job done. You’re collaborative, flexible, open-minded and have a passion for the role that F2F meetings and events play in driving business value.
Lead annual sales plan, and sales compensation plans to drive strong sales results and ensure sales team retention
Lead, develop and support a high performing sales department with a focus on continuous development, improvement and quality
Motivate and energise the staff to make proactive decisions in all their communications with clients
Implement a sales training and coaching program to educate the current team and new hires as our company grows
Assess the competitive landscape and institute changes to the sales proposition to meet changing macro needs
Partner with customers to focus on the ever-evolving client product/service requirement across key industries to drive delivery of objectives, further differentiate R&M from our competitors and enhance the overall customer proposition
Identify industry-specific landscapes and trends and use this intelligence to inform bid team/build differentiation into marketing and bid collateral
Work closely with the Global Sales Director, Global Commercial Director and Finance on applicable financial planning and performance reporting requirements
Work alongside our R & M and TripActions Teams to uncover opportunities within our current client portfolio to win new business
Collaborate with internal stakeholders to ensure successful proposal process, delivery, and execution.
Represent R&M at key industry trade shows and functions; if needed, engage marketing to develop content and deliver at speaking opportunities that present our brand message.
Maintain records and up-to-date client information on all prospects, target accounts, and new clients through the CRM Tool.
Work closely with the Global Director Groups, Meetings and Events to ensure operational hand off and processes are aligned.
CORE SKILLS/COMPETENCIES REQUIRED:
Results driven with a proven track record in delivering on strategic objectives and exceeding financial targets
Must have integrity and be open, honest and direct, and fit with the company’s
continuing desire to maintain values in developing culture where all are treated
with fairness and respect
A strong team player is essential to lead, manage and motivate the sales team
A first-class leader who motivates and energises. A good coach, you will identify
potential for career progression and ensure talent is recognised
A demonstrable ability to motivate, develop and drive teams forward in a fast paced, results orientated environment
Pragmatic and commercially astute you must be able to deliver sales plans and agreed
KPI’s in a highly competitive environment.
Proven Event Management experience and ability to draw on examples of account growth.
DESIRED BEHAVIOURAL ATTRIBUTES:
Highly motivated, a ‘doer’ approach and a real sales hunter mentality (action orientated)
Analytical Problem Solving & Decision-Making (consultative)
Strong business sense, market awareness (business acumen)
The ability to create confidence amongst peers and can act as a trusted advisor (integrity & trust)
Ability to develop and maintain strong relationships with colleagues, clients and suppliers alike (positive people skills)
Strong interpersonal skills and use communication methods effectively (interpersonal savvy)
The capability to influence and negotiate at CFO/CPO level to close sales opportunities (negotiating)
Efficiently able to coordinate resources to support your sales activities (organisational agility)
Highly organised to prioritise tasks in order to secure sales deals (organising)
‘Laser –focused’ and commitment to deliver against sales targets (perseverance)
Energetic, inspiring and the ability to gain credibility when presenting to customers (presentation skills)
Result driven and the desire to enhance your career within a well-established, international and yet rapidly expanding company (drive for results)
Regularly display examples of going the extra mile to succeed (commitment to deliver excellence)
Responsible for assisting with compliance to Reed & Mackay’s certification programmes and policies.