Head of Delegate Sales - Cannes Lions

Informa Festivals; Greater London; On-site; GBP 150,000 - 200,000; Full time

Job summary

A global events company is seeking a Head of Delegate Sales to drive revenue and develop strategies for the Cannes Lions Festival. You will lead a small team while managing international sales and market intelligence. The ideal candidate has significant experience in delegate sales within a B2B environment, excellent communication skills, and is proficient in Salesforce. This role requires flexibility for global travel and participation in a dynamic team culture.

Benefits

Welcoming culture with social events

Volunteering days with charity match funding

Career development opportunities

25 days annual leave rising to 27

Company funded private medical cover

ShareMatch scheme for employee shareholders

Strong wellbeing support

Global teamwork opportunities

Qualifications

• Proven experience in delegate or ticket sales is required.
• Knowledge of relevant market and ability to build strong relationships.
• Flexible and willing to travel globally.

Responsibilities

• Deliver against or exceed annual revenue targets.
• Lead a small team of account managers and streamline sales processes.
• Gather market intelligence and maintain key customer relationships.

Skills

Delegate or ticket sales experience

B2B events environment knowledge

Salesforce proficiency

Excellent communication skills

Ability to build stakeholder relationships

High performance culture maintenance

Tools

Salesforce

Job description

Job Description

This role is based in our 5 Howick Place office.

Role overview

As the Head of Delegate Sales you will work closely with the Commercial Director and Head of Marketing - Cannes Lions Festival to create and deliver a global sales strategy and roadmap that will allow the Festival to achieve its ambitious revenue targets and long term growth plans.

You will be responsible for driving global delegate pass sales, which has a key focus on emerging markets across LATAM, EMEA and APAC. You will have full ownership of the sales and commercial arm of the delegate sales strategy - leading a small, but high performing team working across multiple revenue streams. Responsible for the management of a team of 2-3 account managers.

This role will also be responsible for streamlining and advancing the sales process, working closely with internal marketing, data analytics, and reporting teams to optimize lead conversion.

Key accountabilities

Responsible for delivering against, or exceeding, stretching annual revenue targets

Assisting the creation and delivering of the Delegate Sales Strategy in close partnership with the Head of Marketing and Director of Commercial

Delivery of Delegates sales strategy across multiple pass types and regions, including achieving against a sales target

Ensuring consistent growth across the globe (with key target geographies)

Responsible for gathering market intelligence and customer feedback, and reporting this back to the business consistently

Ownership and management of regional stakeholders and key customer relationships

Maintaining an inclusive, collaborative culture where high performance is recognised and inevitable

Board-level performance reporting with emphasis on accurate forecasting from excellent pipeline management

Coaching and development of junior sales executives and management of overall team performance

Ensuring optimal marketing & sales processes and systems are maintained including clear ways of working and use of Salesforce

Responsible for being across market shifts and customer and competitor activity

Building and maintaining exceptional internal stakeholder and business partner relationships

Acting as a primary point of contact and brand ambassador for Lions (internally and externally) globally

Qualifications

Skills, experience & qualifications required

Proven experience in delegate or ticket sales, experience in a B2B events environment a plus

Credible leader who can represent themselves, the brand and Ascential in market

Knowledge of the relevant market and ability to build strong stakeholder and customer relationships

Proven experience in maintaining a culture of collaboration, success and high performance in region

A sales process expert with excellent pipeline management capabilities and high proficiency in Salesforce

Consistent ability to excel across multiple revenue streams with different business models

Excellent communication skills - persuasive, confident and in control

Flexible & agile worker - must be willing to travel globally throughout the year

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say LifeAt.Informa.com

Our benefits include :

• Great community : a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact : take up to four days per year to volunteer, with charity match funding available too
• Career opportunity : the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out : 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodationsto assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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