Event Director - MAT Cover

About this role

JOB PURPOSE:
To direct, manage and develop the relevant Exhibition and Conference product(s) for China, encompassing team leadership and people management and direction, strategy and industry positioning/brand enhancement, budget creation and management, financial performance and budget/plan delivery, sales and agent management, and marketing and operational direction.

KEY ACCOUNTABILITIES:

Description
Strategy
 Based on the direction of the VP, responsible for creating the overall show vision and strategic objectives for the show
 Designing the short and long-term sales direction of each event, by identifying revenue opportunities for both existing and new clients, in conjunction with VP and Content team
 Developing pricing strategies for year-on-year increases in revenue per client with the VP
 Developing sales targets and detailed revenue pathways, in conjunction with the VP
 Supporting of formation of Executive and Technical Committees, including the recruitment of key members of each, as well as other influencers, in conjunction with Content team
 Working with the VP on the development of potential new launches
 Ensuring post-event meetings for each event are held and a list of objectives and improvements for future events created
Stakeholder Management
 Identifying, developing and managing key stakeholder relationships, including with senior level Chinese government officials and local industry stakeholders
 Understanding and monitoring venue relationships for maximum benefit
 Understanding and monitoring supplier relationships for maximum benefit
 Overseeing floor planning and event operations to ensure stakeholders needs are addressed
Industry
 Developing, analysing and interpreting significant developments and/or trends in the industry and initiating changes when necessary
 Participating in 3rd party events that will promote the company as a critical member of the industry and community
Finance
 Establishing annual budget based on finances’ direction on targets and approved rate card
 Monitoring of ongoing performance against budget via monthly review of revenue and costs
 Establish monthly forecasting process to determine likely show result in budget tracker
 Ensuring debtors are collected in accordance with contract and in full prior to the show
 Reporting to management of weekly project progress for each of sales, marketing, content, operations
 Preparing budgets to support show growth
Sales Management
 Delivering on the overall sales revenues and key account management
 Market mapping, including identifying appropriate segments for the purposes of designing targeted sales & marketing strategy
 Analysis of existing data conducted to identify data availability and any gaps in the database in conjunction with marketing
 Securing services of appropriate agents
 Securing international country pavilions through partnerships with trade associations and agents
 Analysis of leads and their effective distribution
 Tracking leads against Salesforce opportunities
 Designing of appropriate sponsorship inventory and associated pricing, in conjunction with Ops
 Setting of price books, contracts, booking forms
 Effectively uses sales tools such as Salesforce and Power BI for performance management and opportunities analysis
 Provision of sales reports, including detailed forecasting pipeline
 Designing of an optimal exhibition floorplan for each show for maximum yield
 Politically managing the locations of stands and key aspects of the exhibition floorplan
 Ensuring the execution of contracted deliverables for sponsors and exhibitors
Personal Sales
• Delivering personal exhibition and sponsorship sales revenues and key account management

People Management
• Planning of resource requirements for the sales function, working with the VP and HR
• Recruiting of all sales employees, including interviews & hiring, working with the VP and HR
• Ensuring that the sales team has appropriate current and future talent in place and that comprehensive training, development, and succession plans are devised, working with the VP and HR
• Develops individual and team capability
• Managing and motivating a high-performance sales team
• Supporting the team in managing clients, handling objections, brainstorming proposals to ensure they deliver on their targets
• Collaborating with other departments to ensure initiatives implemented
• Developing sales…