AEO - Association of event organisers

Business Development Manager : Affiliate Events - Gaming

AEO

Business Development Manager : Affiliate Events - Gaming

  • Closing date: 01-Sep-2019
  • Hours:
    • Full Time
  • Job function:
    • Management
    • Sales
  • Contract type:
    • Permanent

The opportunity:

We are on the look for a Business Development Manager (BDM) to work within the exhibitions team at Clarion Gaming selling global events within the Affiliate portfolio within Gaming. The BDM will be tasked with growing revenues within a specific client base, working within a team of 4 sales individuals. The BDM will be responsible for generating new business, maximizing revenues from existing customers, cross-selling from other Gaming teams, building effective relationships with decision makers, understanding customer goals & communicating our ability to support customers’ business needs.

The success measures:

  • Exceed targeted individual revenues
  • Lead from the front in team activities and goals
  • Effectively maintain and manage individual Salesforce.com pipeline
  • Acquire new customers, regain lapsed & grow existing
  • Meet all business KPIs
  • Support & work as part of a team to reach the Clarion Gaming business goals

Key Responsibilities:

  • Revenue accountability for specific client base
  • Exceed individual & team targets
  • Sell over the phone & face to face
  • Maximize and continually develop business from existing accounts
  • Secure revenue from lapsed customers
  • Generate new business and build future pipelines
  • Develop productive relationships at the appropriate levels to achieve goals
  • Adhere to the businesses KPI’s
  • Lead from the front on Salesforce, utilizing functionality to manage your goals
  • Ensure contracts are signed and stored ahead of activity start date
  • Produce compelling proposals, and share best practice with team
  • Canvass for, arrange and excel at face to face meetings, in & out of event settings
  • Attend relevant industry events to network, some international
  • Learn about the industry to ensure a competitive edge
  • Manage customer accounts throughout the entire sales cycle
  • Deliver excellent customer service
  • Support the management team to meet the businesses objectives
  • Support & promote a positive & collaborative team environment
  • Assist Finance in the timely payment of all customer invoices

Knowledge, Skills & Behaviours:

  • A proven track record in sales
  • A hungry, motivated and competitive example setter
  • Determination to exceed expectations
  • Ability to plan and sell for the short, medium and long term
  • Strong commercial acumen, relationship builder & generator of ideas
  • Ability to deliver new business revenues
  • Ability to develop existing revenues and regain lapsed accounts
  • Effective communicator internally and externally
  • Ability to work with senior industry contacts
  • Adept at networking & able to socialize productively
  • Experience at selling exhibitions & sponsorship
  • Experience on Salesforce.com
  • Comfortable at being a brand ambassador for Clarion Gaming

Values:

We love the unexpected:

  • We’re adventurous and willing to try new things
  • We embrace and drive change
  • We aim to surprise and delight

We’re open and happy to share:

  • We engage with stakeholders outside the event
  • We build sharing communities
  • We embrace others ideas

We’re committed to caring:

  • We take personal responsibility to get things done
  • We always think about every step of the experience
  • We strive to understand and meet customers’ needs

We continuously learn:

  • We actively seek inspiration from all quarters
  • We constantly strive to improve what we do and how we do it
  • We help learning lead to growth.
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  • "Broadway Events joined the AEO on the Enterprise Membership. We’ve already taken advantage of the many benefits including the excellent FaceTime Masterclasses and training guides for exhibitors."
    Emma Barrett
    Broadway Events
  • "We are a member of the AEO because it is a proactive association for the events industry. As an organiser it provides us with high value ideas, networking, guidance and information."
    David Harrison
    PPMA Group
  • "This year, the association has led working groups to address industry issues and put on some amazing events full of insightful content for both organisers and, through the AEOs FaceTime initiative, exhibitors. In addition, the AEO has represented the industry at a Governmental level to raise awareness of the importance of events to the UK economy."
    Paul Byrom
    Upper Street Events
  • "I genuinely believe that if you’re involved in organising events you should become a member of the AEO."
    Simon Kimble
    Clarion Events
  • "Our membership of the AEO represents real and tangible value for UBM - it provides fantastic networking opportunities, practical training for our team as well as valuable insight into the state of our industry."
    Simon Parker
    Informa Markets
  • "As an Association business, we appreciate the excellent work the secretariat of the AEO do for our community. From the events side of our business, the AEO provides an excellent return on investment, providing thought leadership, fantastic networking, brilliant awards, excellent research and FaceTime, a valuable tool to tell our markets why exhibitions and events should be an essential part of the marketing mix."
    Neil Felton
    FESPA
  • "AEO’s networking and member meetings are valuable for individuals at all levels within our organisation. The promotion of our sector to the outside world, to government, authorities and business at large is another vital aspect of the AEO’s purpose for members, many of whom, like my company, work on events throughout the world."
    Stephen Brooks
    Mack Brooks Exhibitions
  • “Knowledge is power and the AEO dinners are certainly powerful, there is always a wealth of knowledge at the table. Insightful presentations make for a constructive and extremely social way to learn from the experts who’ve done it before. I attended the Japanese evening and gained really valuable insight about the culture and how best to communicate with a local audience.”
    John Whitaker
    Vice President Marketing, Data & Digital , dmg events
  • "We have the opportunity to contribute positively to the industry as well as gaining valuable insight and advice. There’s no need to spend valuable time and money reinventing the wheel when you have so many experienced professionals in AEO membership to learn from”
    Emma Cartmell
    CHS Group
  • "JOINING THE AEO HAS BEEN FANTASTIC! Being able to gift our customers with free places at the FaceTime masterclasses, learn alongside industry peers and seek advice to common challenges is invaluable”
    Sharon Azam
    GovNet Communications

 

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