AEO - Association of event organisers

Event Manager: Electronic Warfare Europe and ADECS - Defence

AEO

Event Manager: Electronic Warfare Europe and ADECS - Defence

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

The Opportunity:

Clarion Defence & Security organises sector leading events that enable government officials, industry leaders and technical experts to share ideas, develop partnerships, conduct business, network and access export and growth markets.

The defence portfolio is made up of a series of events including DSEI which is one of the top three events in the UK by revenue along with a series of niche confexes and conferences that focus in on specific areas including undersea defence, training & simulation and electronic warfare. This collection of events is the main growth area for the portfolio with 4 launch products currently being developed for the 2017 cycle and more are in the pipeline.

This specific role will look at the electronic warfare element of the portfolio and will cover the existing EW events that are held in Europe and Asia annually. This role will also encompass the project management of our collective 3 Singapore-based events so working with the individual sales teams within the portfolio in order to reach an overarching target/objective. The opportunity to grow and develop products within this sector and also in adjacent ones is encouraged and therefore the candidate should display a desire to identify additional revenue streams through client relationships and industry knowledge/intel.

This exhibitor facing role will support the Event Director by assuming full responsibility for a number of key areas within the event, including: Guiding and driving the sales to achieve and exceed target, working with the Marketing Manager to deliver a 2-year global ex-prom strategy; Developing event content to ensure that event content and features are aligned with exhibitor benefits to better drive revenues; Managing relationships with key stakeholder groups. The role will also involve ensuring the operations and conference teams are on schedule and delivering value and will be responsible for P&L management and forecasting.

Key Responsibilities:

Achieve/exceed sales targets

  • Maximise all potential revenue
  • Maximise sponsorship sales from existing and new clients
  • Write, execute and manage the sales plan
  • Write and action major account plans and competitive strategies
  • Devise a key absentee plan and deliver it

Product Development

  • Identify new/adjacent product areas to grow and develop existing events
  • Work with ED and Head of Content to develop additional events that complement portfolio and drive revenues

Reporting and Forecasting

  • Report on sales activity and sales results
  • Maintain an up to date pipeline document with accurate forecasting
  • Deliver weekly and monthly sales forecasting
  • Ensure P&L is continuously updated with accurate revenue forecasts

Marketing

  • Recommend marketing initiatives to promote the events and conferences to potential and existing exhibitors globally
  • Work with marketing to organise ex prom activities, ensuring they are carried out efficiently and within agreed budgets, including presence at other events
  • Provide on-going recommendations to the visitor campaign that will deliver exhibitor benefits

Stakeholder Management

  • Work with external stakeholders to manage and increase all areas of their engagement with the event
  • Develop features, conferences and other onsite content to support stakeholder attendance and participation at all levels
  • Represent the event at key UK and international functions and groups.

Operations & Sales Admin

  • Maintain and manage the floor plan and ensure sales team update it correctly
  • Ensure the exhibitor list is correct and the team maintain, develop and manage database records and sales communication
  • Liaising with accounts to ensure invoicing and revenue collection is taking place in a timely fashion
  • Ensuring critical event functions are informed of event timelines and key event initiatives to maximise their effectiveness across each event cycle
  • Although Marketing/Ops should be speaking to the sector lead where possible, act as the interface between sales & marketing and sales & operations where problems arise to smooth them over
  • Supervise key account management across marketing, sponsorship and customer service team

Knowledge, Skills & Behaviours:

  • Previous experience in a similar role with knowledge and experience of exhibitions to
  • Drive large scale shows
  • Previous experience of detailed sales planning
  • Experience in sales, marketing and budget management experience
  • Previous experience using Salesforce would be an advantage
  • Excellent leadership, management, interpersonal and communication skills
  • Solid understanding and ability to demonstrate core sales skills
  • Good negotiator with ability to successfully deal with objections and close
  • Profit and loss budget management and forecasting skills
  • Ability to translate visitor marketing strategies/plans into exhibitor sales benefits
  • Accurate analysis of competitors
  • Accurate reporting and forecasting
  • Excellent sales letter writing skills
  • Ability to meet deadlines and work under pressure
  • Professionalism, integrity, must be well presented
  • Excellent administrative skills; being organised and an effective planner
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