Delegate Sales Executive

Clarion Events; Greater London; On-site; GBP 45,000 - 75,000; Full time

Benefits offered by this job

Pension Scheme

Private Medical Insurance

Health Cash Plan

Wellbeing Library (MYNDUP)

Job summary

Clarion Events is seeking an ambitious Delegate Sales and VIP executive to drive delegate passes and VIP attendance for ITC events. You will build relationships with insurers, brokers, and investors, and hit revenue targets across ITC London and ITC Europe.

Expect a fast-paced environment with global travel and a focus on strategic networking. You will work with marketing and content teams, use consultative sales techniques, and demonstrate strong knowledge of the full sales cycle.

Qualifications

• Experience in selling delegate spaces and/or sponsorship/media sales previously is essential.
• Experience in working in high volume media/event sales.
• Evidence of achieving/overachieving targets.
• First class English skills (written and verbal).
• A good understanding of the full sales cycle process.
• Ability to generate business leads through primary and secondary research.
• Ability to prioritise leads and maximise revenue generation.
• Build client relationships in the short and long term.
• Commercially minded with an ability to spot an opportunity.
• Industry knowledge is preferable but not essential.

Responsibilities

• Securing buy-side VIP attendees and delegate sales revenue across our portfolio of key events. Our buyside audience are Insurers, MGA’s, Brokers and Investors
• Selling over the phone to existing, and potential new clients, to meet realistic sales revenue and or VIP audience recruitment targets for our two core events ITC London and ITC Europe, taking place in Barcelona.
• Creating, developing and maintaining excellent relationships with clients through a consultative sales approach, clearly demonstrating the value of attending ITC events and being part of the network
• Ensuring the VIPs are actively engaged by attending sponsored roundtables, dinners and breakfasts
• Reaching weekly and monthly outreach targets related to audience group, seniority, market subsects etc, as identified by the Conference Producer/Audience Manager.
• Identifying new leads and sub-sectors of the industry to target for sales, working closely with the team to identify new revenue streams.
• Upselling additional delegate places to sponsors and exhibitors.
• Keeping abreast of market developments and identifying and researching new growth areas for sales.
• Upselling additional delegate places to sponsors and exhibitors.
• Ensuring all relevant information is available and accurate for pipeline and project meetings, as well as weekly reporting.
• Attending industry and VIP functions when required – international travel should be expected.
• Keeping abreast of market developments and identifying and researching new growth areas for sales.
• Intelligence and feedback to be shared with the team in a timely manner.
• At all times representing ITC, and Clarion Events, in a professional manner.

Skills

Delegate sales

High volume sales

English fluency

Sales cycle knowledge

Lead generation

Relationship building

Salesforce familiarity

Pardot familiarity

Industry knowledge

Tools

Salesforce

Pardot

Job description

At Clarion, our people are at the absolute heart of what we do. We’re proud that our core values of PASSION, CARE, IMAGINATION, and TRUST define the way we carry out our work across all of our teams.

If you share our values and want to be a part of a successful, dynamic, and creative global business then we want to hear from you.

The Opportunity:

We are looking for an ambitious self-starter to work as a Delegate Sales and VIP executive, engaging with our network to sell Delegate Passes and secure VIP attendees to InsureTech Connect (ITC) portfolio.

Delegate sales and audience develop are an integral part of our events and allow us to ensure the right people are “in the room” and secured early in campaigns to market off their presence.

The portfolio of events includes global leading events which are focused on innovation within the insurance sector. The successful candidate is expected to develop relationships with key individuals and senior stakeholders within the industry, as well as within Clarion, as you will work closely with marketing and content production.

The ideal candidate will have prior sales experience, alongside a proven ability to foster collaborations across diverse group of companies and geographically within the sector. They will be responsible for making high volume outgoing calls to achieve revenue and VIP registration targets across new business and our long-standing client base. In addition, they will need to demonstrate strong sales skills and have a proven track record of achieving targets.

Working within the ITC team is a fast-paced environment as the sector adapts and sees continued growth. We anticipate the successful candidate being a core part of this growth.

Key Responsibilities:

• Securing buy-side VIP attendees and delegate sales revenue across our portfolio of key events. Our buyside audience are Insurers, MGA’s, Brokers and Investors
• Selling over the phone to existing, and potential new clients, to meet realistic sales revenue and or VIP audience recruitment targets for our two core events ITC London and ITC Europe, taking place in Barcelona.
• Creating, developing and maintaining excellent relationships with clients through a consultative sales approach, clearly demonstrating the value of attending ITC events and being part of the network
• Ensuring the VIPs are actively engaged by attending sponsored roundtables, dinners and breakfasts
• Reaching weekly and monthly outreach targets related to audience group, seniority, market subsects etc, as identified by the Conference Producer/Audience Manager.
• Identifying new leads and sub-sectors of the industry to target for sales, working closely with the team to identify new revenue streams.
• Upselling additional delegate places to sponsors and exhibitors.
• Keeping abreast of market developments and identifying and researching new growth areas for sales.
• Upselling additional delegate places to sponsors and exhibitors.
• Ensuring all relevant information is available and accurate for pipeline and project meetings, as well as weekly reporting.
• Attending industry and VIP functions when required – international travel should be expected.
• Keeping abreast of market developments and identifying and researching new growth areas for sales.
• Intelligence and feedback to be shared with the team in a timely manner.
• At all times representing ITC, and Clarion Events, in a professional manner.

Knowledge, Skills & Behaviours:

• Experience in selling delegate spaces and/or sponsorship/media sales previously is essential
• Experience in working in high volume media/event sales.
• Evidence of achieving/overachieving targets.
• First class English skills (written and verbal).
• A good understanding of the full sales cycle process.
• Ability to generate business leads through primary and secondary research.
• Ability to prioritise leads and maximise revenue generation.
• Build client relationships in the short and long term.
• Commercially minded with an ability to spot an opportunity.
• Use of working with Salesforce and Pardot is preferable
• Industry knowledge is preferable but not essential.

About Clarion Events

Clarion Events is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947. (https://clarionevents.com/welcome)

Clarion Events embrace diversity and equal opportunities in all that we do. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Clarion is private equity backed and owned by Blackstone. Blackstone is one of the world’s leading global investment funds, investing capital for the long term in order to build successful, resilient businesses. (https://www.blackstone.com/)

Our purpose is to deliver exceptional customer outcomes and experiences, by making every connection count.

Our vision is we want every one of our products to be a market leader in customer satisfaction and delight.

• End of year wellbeing shutdown (closed for the last week of the year)
• Employees on a permanent or fixed-term contract are gifted an extra day of leave that can be used for a celebration of your choosing, e.g. birthday, Eid, Diwali, etc.
• Summer Hours in August (3pm finish on Fridays)
• Helping Our World (HOW) Days – one paid day per quarter to carry out charity work
• Pension Scheme
• Private Medical Insurance
• Health Cash Plan
• Wellbeing Library (MYNDUP)
• Season Ticket Loan
• Cycle to Work Schemes
• Free on-site gym and shower facilities
• Free eyesight tests
• Free flu vaccination – offered on site once a year for all employees

Our Values

PASSION

We deliver all our events with passion for people, the environment and businesses. We form connections with those who are just as passionate about what they do as we are. We always strive to exceed expectations and celebrate success. We love what we do, and it shows.

CARE

We care about our people and our products and work tirelessly to achieve lasting connections and satisfaction for ourselves, our customers and the businesses they support. We really get people - everyone is welcome.

IMAGINATION

Everything is possible. We constantly challenge the status quo and create amazing experiences and opportunities. We take huge satisfaction in solving problems. As open-minded and fun-loving people, the sky is our limit.

TRUST

We trust our skills, people and partners to deliver extraordinary events our customers have come to rely on. We support everyone around us and always learn through our experiences. We are honest and straight forward. You can always rely on us.

We encourage employees to be open and confident and recognise that every member of the team makes a vital contribution.

Clarion embraces equality, diversity and inclusion and seeks to promote these principles in all of our business activities.

When recruiting new employees or providing opportunities for promotion, we will:

• Recruit, develop and retain the most talented people, regardless of background, and make the best use of their talents;
• Ensure that no person is unlawfully discriminated against;
• Select the best person for the role based on their skills, qualifications and abilities.

This statement sets out our commitment to equal opportunities and to preventing discrimination in the workplace.