Delegate Sales Executive (JR102631)

Clarion Events Ltd

The Opportunity:

The World Refining Association is the pre-eminent global network of Downstream Oil & Gas operators and cutting-edge technology providers. The WRA holds a series of award-winning global conferences and various bespoke networking experiences. Recent event locations include Lisbon, Houston, Buenos Aires, Cannes, Singapore, and Rio de Janeiro.

An opportunity has arisen for a highly motivated and commercially minded Delegate Sales Executive to join the World Refining Association in London. The successful candidate will take on a sales position on the portfolio’s largest event – ensuring that delegate revenue surpasses all commercial milestones, reporting into the WRA’s Global Managing Director. The Delegate Sales Executive is responsible for hitting sales KPI’s, targets, and team targets for each event per year that is set within your commission structure.

We are looking for an enthusiastic and data-driven Delegate Sales Executive dedicated to creating, delivering, and reporting on commercial aspects of each event. The role will hold responsibility for selling to inbound and new leads, driving strategic growth and expanding market share. This role involves managing existing and new client relationships, developing delegate sales strategies, and achieving revenue targets across our portfolio of events. The Delegate Sales Executive will collaborate closely with marketing, sponsorship and production to align with sales processes and targets.

The ideal candidate will have a strong understanding of the Oil and Gas industry (preferably downstream) outstanding attention to detail, be customer-centric, highly proactive and an excellent team player with the ability to manage multiple projects to a high standard.

Key Responsibilities:

Strategic Consultative Sales

Professional experience in sales, showcasing an ability to drive revenue growth.
Consultative selling approach.
Ensure that the event sales plan is being delivered to plan – on target and within forecast.
Identification of new commercial opportunities and the development of new revenue streams.
Knowledge of key market drivers and ability to reflect them in the direction and output of the business.
Maintain a strong level of market and industry knowledge through personal research (over the phone and in person) to identify pain points and new potential revenue streams.
Knowledge of the competitive landscape and ability to convey key USPs for relevant conferences.
Work effectively with both the production (project management) and sponsorship team when needed.
Working hours will differ depending on events being worked on. Prepare for flexible working hours, depending on the geography of the event being sold. For example, European events: 08:30am-5:00pm and North American Events: 11:30am-8:00pm.

Client Relationship Management

Build and maintain strong, long-term relationships with key clients and stakeholders.
Identify opportunities for upselling, cross-selling, and growing existing spenders.
Act as the primary point of contact for delegate clients, ensuring exceptional service and satisfaction.

Collaboration with Internal Teams

Partner with marketing to align lead generation and promotional strategies.
Work with product development to understand client needs and communicate market demands.
Forecast accurately in project meetings and with your MD.

Strategic Consultative Sales

Professional experience in sales, showcasing an ability to drive revenue growth.
Consultative selling approach.
Ensure that the event sales plan is being delivered to plan – on target and within forecast.
Identification of new commercial opportunities and the development of new revenue streams.
Knowledge of key market drivers and ability to reflect them in the direction and output of the business.
Maintain a strong level of market and industry knowledge through personal research (over the phone and in person) to identify pain points and new potential revenue streams.
Knowledge of the competitive landscape and ability to convey key USPs for relevant conferences.
Work effectively with both the production (project management) and sponsorship team when needed.
Working hours will differ depending on events being worked on. Prepare for flexible working hours, depending on the geography of the event being sold. For example, European events: 08:30am-5:00pm and North American Events: 11:30am-8:00pm.

Client Relationship Management

Build and maintain strong, long-term relationships with key clients and stakeholders.
Identify opportunities for upselling, cross-selling, and growing existing spenders.
Act as the primary point of contact for delegate clients, ensuring exceptional service and satisfaction.

Collaboration with Internal Teams

Partner with marketing to align lead generation and promotional strategies.
Work with product development to understand client needs and communicate market demands.
Forecast accurately in project meetings and with your MD.

Knowledge, Skills & Behaviours:

A self-driven and motivated attitude is required for a sales hunter to work in a fast-paced environment from the start.
A strong working knowledge of the Oil & Gas and Energy industry is desirable.
Ability to build relationships over a period of time.
Ability to sell to individuals (senior executives) and to sell to businesses (both).
Desire, willingness and flexibility to travel.
Ability to not only identify but successfully engage with companies that are unfamiliar with the World Refining Association.
Ability to gauge client objectives quickly and know how to help them to achieve them.
Ability to grow an account once brought into the business.
Work experience in energy, technology, or other relevant fields.
Commercially/growth minded and revenue driven.
A proven track record of delivering and exceeding revenue against forecast.
Ability to actively track/detail activities in a CRM.
Excellent organizational skills and able to multi-task, working on multiple events at the same time.

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 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.

Benefits

25 days’ holiday plus bank holidays
End of year wellbeing shutdown (closed for the last week of the year)
Celebration day off (e.g. birthday, Diwali, Eid, 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)
Mentoring Programme
Subsidised Café
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