Duties and Responsibilities
Job Description
Job Title:
Head of Commercial Sales, Commercial Events Team
School/Dept/Institute & Centre:
Estates and Facilities
Reports to:
Assistant Director Estates & Facilities (Commercial Services)
Grade:
6, Full Time Permanent
Appointment period: Current Location:
Mile End
Job Context
Reporting directly to the Assistant Director, Commercial Services you will be part of the senior Management team and have input into the annual business planning, including commercial marketing strat- egy and budgets. You will be responsible for driving the sales and profitability of Queen Mary University of London (QMUL) venues and summer accommodation business. Maximising income opportunities through the provision of private dining, weddings, summer schools and corporate events.
You will be leading the sales team to ensure they are motivated with a clear sense of purpose and direction and possess good industry knowledge and awareness of competitor markets.
Job Purpose
The Head of Commercial Sales role has overall responsibility and accountability for the sales revenues from QMUL venue hire, summer & group accommodation as well as setting, achieving and exceeding the financial targets. In particular, the aim is to grow Summer Trading by £1m, from £2.5m to £3.5m by 2020/2021, through growth in language school groups etc. The role also includes developing and implementing the marketing strategies which promote QMUL’s commercial offer. Working collaboratively across all of our in-house Facilities, Catering & Hospitality service teams to develop operational procedures designed to enable the seamless coordination of QMUL events. • To lead on commercial client liaison, business development, the sales process from enquiry to contract and ensuring all enquiries are handed within the agreed SLA. • To actively seek out business from new clients and work towards increasing business with existing key clients. • To lead the development & implementation of the QMUL Venue & Summer Accommodation Strategy. • To plan and implement a Sales & Marketing Strategy to promote QMUL commercial offers whilst setting clear achievable targets. • Management of the Sales & Events team, monitoring sales performance and conversion rates. • To transform the current commercial sales performance from being acceptable to outstanding, by introducing new significant clients across the range of products, both summer schools, conference clients, training providers and the wedding market. • Implement systems and processes that support a proactive approach to dealing with enquiries, networking opportunities, meeting clients and promoting offers. Main Duties & Responsibilities
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