AEO - Association of event organisers




  • Closing date: 30-Aug-2019
  • Hours:
    • Full Time
  • Job function:
    • Sales
  • Contract type:
    • Permanent
  • Contact Name: Sian Kelly
  • Location: London Paddington
  • Company name: ITE Group Plc
  • Email:


As a New Business Manager, you will generate new business for ITE Group. You will be expected to convert leads that are self-sourced (on-site at ITE Group events, at competitor events, or through other channels) or provided by ITE Group’s Marketing function. This role requires a high-level of personal interaction over the phone, email, or face-to-face. It is well-suited to an outgoing, highly personable individual who thrives in a fast-paced environment.


Self-source leads by networking at industry conferences and meetings, ITE Group events, and competitor events, or through online research.

  • Follow-up promptly on self-sourced leads and leads generated by the Marketing team, which may require calling people whom you have not previously met.
  • Convert leads into sold revenue by helping customers understand how exhibiting at ITE Group’s event can help them realise their strategic objectives.
  • Maximise revenue by upselling customers on their stand size whenever possible.
  • Attend ITE events to support the rebooking process and / or hold prearranged meetings with potential customers.



Experience & Knowledge - Essential

  • Strong interpersonal skills
  • Excellent communication skills, both verbal and written
  • Strong negotiation skills
  • Strong organisational skills
  • Proven experience developing key accounts
  • Strong academic background
  • Proven experience as a new business hunter
  • Experience of cold calling
  • Experience of working to a sales target
  • Strategically and commercially minded being able to implement initiatives identified
  • Demonstrable experience of regularly dealing with senior stakeholders up to and including the C-Suite of Blue chip companies
  • You will be expected to manage and build strong relationships with key accounts assigned
  • Taking control and revenue day planning
  • Post completion performance improvement and tracking
  • Professional services track record, either as a consultant / advisor or as an internal consultant/ advisor within a corporate
  • Comfort around high level financial analysis and understanding of the key operational and commercial drivers.



Experience & Knowledge - Desirable

  • Previous experience in the events industry advantageous, but not required



Personal Qualities - Essential

  • A strong understanding of client generation
  • Being able to use initiative
  • Ability to thrive in a stressful environment
  • A quick learner – must be able to articulate our value proposition and convince prospective clients of its effectiveness
  • The ability to work independently and part of a team
  • A polite, friendly, and diplomatic manner
  • Ability to travel, without restriction, throughout most countries, especially the EU


  • "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
  • "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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