AEO - Association of event organisers

Marketing Director (VIP & Content) - Defence


Marketing Director (VIP & Content) - Defence

  • Closing date: 31-Mar-2019
  • Hours:
    • Full Time
  • Job function:
    • Marketing
  • Contract type:
    • Permanent

The Opportunity:
This role has responsibility for managing VIP acquisition/management and Content strategy for the global Defence portfolio.
Working both with a team of direct reports and with the support of P&L/product managers across the business unit, the role will be tasked with reimagining and reshaping the existing VIP marketing functions and conference content production structure within the organisation, creating a revitalized customer-centric, globally operating functional team who’s enhanced output will be used to drive the commercial development of the portfolio.

The Candidate:
The candidate will be an experienced senior marketing professional with experience of building and managing multi-disciplinary teams in traditional event marketing, VIP/hosted buyer acquisition and content/conference production. Experience of managing centralised marketing functions whilst working alongside line-of-business P&L managers across a number of sectors and geographies will need to be combined with a customer-centric approach to marketing strategy and deliver, with the ability to envisage and create a globally operating functional team who’s enhanced output will be used to drive the commercial development of the portfolio.

Key Responsibilities:


  • Implementing and then managing a new, global customer centric operational model for the VIP & Content teams
  • Driving a process of cultural and organisational change throughout the global business unit
  • Demonstrating clear thought leadership, delegation, empowerment and accountability of team members
  • Working successfully across functional and reporting lines with fellow directors to deliver organisational change
  • Fostering a culture of innovation, flexibility and ambition throughout the team to ensure
    excellent product delivery
  • Coaching and developing team members to support the evolution of the VIP & Content
    functions throughout the business
  • Sets example of desired standards in communications and actions
  • Creates positive morale throughout the business
  • Demonstrates clear and effective communication of ideas, processes and goals

Functional Management

  • Enables event-level management teams in identification and delivery of appropriate VIP
    attendees for each event
  • Sets goals and objectives for the function which are aligned with the requirements of the
    strategic and commercial plan for the sector and for individual products
  • Identifies appropriate data management and data acquisition strategies and tools, and then
    plans and manages their implementation and usage
  • Plan organisational / resourcing structure and managing multiple teams to deliver on
    commercial and operational goals
  • Responsible for effective monitoring and measurement processes throughout the function,
    and enacting changes based on outputs to ensure improved future delivery
  • Ensuring activities are carried out to agreed timelines and standards.
  • Develops timely and effective supplemental action plans to manage performance throughout
    the year in response to market conditions
  • Identifies and delivers upon opportunities to enhance and develop marketing and content
    activities and functions
  • Manages staff consistently and completes timely appraisals

Market Engagement

  • Has ongoing, active engagement with relevant suppliers and event industry initiatives to
    facilitate adoption of best practice solutions within the portfolio
  • Develops relationships with relevant defence stakeholders and customers to ensure informed
    decision making.
  • Understands key market drivers and seeks to reflect them in direction and output of the
    functional team consistently
  • Demonstrates the ability to anticipate and respond effectively to the needs and priorities of
    the market to provide enhanced systems, events or products

Brand Delivery & Product Development

  • Actively seeks to align the business unit’s VIP data, systems and processes to enhance the
    effective delivery of its brands and products
  • Ensures that content production is appropriately resourced and managed across the portfolio
    in line with the requirements of individual events and markets
  • Participates in event and portfolio planning and strategy processes through contribution of
    insight and market knowledge in support of business decision-making
  • Supports the development of appropriate competencies and skills within the team to match
    the requirements of the business
  • Understands key market segments and drivers and seeks to reflect them in direction and
    output of the business


  • Expertise in marketing of large-scale conferences/exhibitions
  • Prior management experience of delivering extensive 1-2-1 meetings and VIP attendee
  • Proven knowledge of content production function and processes
  • Ability to translate strategic aims and vision into tangible, achievable marketing initiatives
  • Good financial controller
  • Fluent and excellent communicator at all levels; confident decision-maker


  • Data management and analytical skills, including implementation of data management and
    CRM systems
  • Demonstrable leadership skills, with strong planning and execution experience
  • Excellent people management and motivational skills
  • Analytical mind and superior interpretational skills


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 exhibitions and conferences. 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. To apply, please email your CV to and state the role that you are applying for in the subject line.

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