Delegate Sales Executive

dmg events: Energy Portfolio; Greater London; On-site; GBP 25,000 - 40,000; Full time

Job summary

dmg events is seeking a Delegate Sales Executive to drive revenue by selling conference delegate passes and packages within the global energy sector. You will manage relationships with IOC/NOC’s, engineering specialists, energy trading houses, legal, consultancy and governmental departments through to SMEs.

You will report to the VP, Delegate Sales and collaborate with the exhibition, sponsorship, content and marketing teams to target clients, create campaigns, and achieve optimum attendance for

Qualifications

• Experience in B2B conference delegate sales.
• Self‑managed, structured and consultative sales approach.
• Excellent negotiation and relationship‑building skills.

Responsibilities

• Sell conference delegate passes and packages over the phone to new and existing clients.
• Own allocated clients/regions, revenue targets and activity.
• Identify new leads and assist in market research to target relevant organizations.

Skills

B2B conference sales

Consultative selling

Negotiation

Relationship building

Account management

English proficiency

Sales planning

Salesforce

MS Office suite

Tools

Salesforce

Adobe PDF

MS Office (Word, PowerPoint, Excel)

Job description

Job Purpose

As a Delegate Sales Executive your primary responsibility is to generate revenue through the sale of conference delegate passes and packages to new and existing clients within the global energy sector. You will work with companies ranging from large international/national oil companies (IOC/NOC’s), Engineering Specialists, Energy Trading Houses, Legal, Consultancy and Governmental Departments through to SMEs.

You will report to the VP, Delegate Sales and work with the relevant event teams, and be personally responsible for specific companies across defined geographic regions with the associated revenue targets. You will work closely with the exhibition, sponsorship, content and marketing teams throughout the year to ensure that you are effectively targeting clients, creating and following up on marketing campaigns, and achieving optimum attendance results for the conference.

Key Accountabilities

• Understand and deliver against the event and personal sales plans, meeting and exceeding KPI targets, working with marketing on ongoing initiatives that may involve the development of targeted campaigns, collateral, etc.
• Selling over the phone to existing and prospective new clients to meet sales revenue targets and identifying new leads.
• Consult with new and existing clients to identify needs, build demand in order to sell delegate packages (single and group) to the events target market groups.
• Take full ownership of your allocated clients/regions, revenue targets, new business development, activity, reporting and overall KPI’s.
• Assess data and bring on new clients that have never joined us before. Hunt for new data outside of your current database.
• Conduct market and client research to understand stakeholder relationships, target market segmentation, industry trends and monitor competitive events.
• Assist in improving customer retention and acquisition strategies by building customer insight and translating it into product development or messaging.
• Collaborate with the marketing, data and sales team to accurately target prospective delegate organisations, identify and build target lists, and fill gaps.
• Work with the entire event team to ensure that delegate requirements and expectations are met pre, at and post event.
• Attend conferences when relevant to re‑sign and/or secure commitments from current delegates/attending companies for the following year’s event(s).
• Have a good understanding of CRM systems, preferably Salesforce.

Relationships

Internal

• Marketing teams – to ensure regular and up-to-date marketing collateral is produced to reinforce the sales strategy.
• Content team – to keep you and the team up to date with developments across the conference content.
• VP, Delegate Sales – to ensure all event strategies are fully implemented.
• Other members of the global delegates sales team.

External

• All clients from across the world – regular contact by phone, email and face‑to‑face.

Qualifications, Experience & Skills

Technical/Functional

• Experience in B2B conference delegate sales.
• Self‑managed, structured and consultative sales approach – objection handling and logical questioning to establish real needs and drive effective conversations and closures.
• Excellent negotiation and relationship‑building skills.
• Account management and planning.
• Customer‑focused with both consultative and transactional selling experience.
• Excellent command of written and spoken (business) English – other languages are an advantage.
• Sound commercial awareness and excellent organisational skills.
• Highly motivated, proactive with a strong sense of urgency and results orientation.
• Self‑motivated and able to work effectively both independently and as part of a team.
• Experience with Salesforce (or equivalent CRM), Adobe (PDF), Microsoft Office Suite including Word, PowerPoint, Outlook and Excel.

Personal Attributes / Interpersonal

• Excellent people skills.
• Excellent written and verbal communication and networking skills.
• Reliable with good time‑management skills.
• Ability to work under pressure and meet deadlines.
• Self‑motivated and focused.
• Strong individual and team working ethics.
• Ability to generate ideas and act independently.
• Lateral thinking and initiative.
• Analytical and detail‑oriented.
• Willingness to travel.

Key Success Criteria

• Proven ability to sell and generate new business.
• Simultaneously manage multiple clients’ needs and apply sales strategies across international portfolios.
• Team player.
• Joining dmg events also opens the door to our larger group, DMGT plc, with sales roles in B2C media and advertising.

dmg events is an equal opportunity employer.