JOB DESCRIPTION
Salary Contract Location
Grade 7
Permanent - Full time
Multi-campus with requirement to work across campuses
Responsible to Responsible for
Head of Conferencing & Events
Sales growth of university conference and events facilities Sales, budgeting, database management Administration, Professional & Managerial
Activities: Job family
THE ROLE To plan and implement a sales strategy in order to sell and grow new income streams. Selling the University’s conference and accommodation facilities, developing the external client base and implementing a cohesive, proactive sales strategy with new income streams whilst building on existing areas of activity. To work closely with the Event Co-ordinators, maximising and proactively growing revenue from the sales of university facilities. To represent the Head of Conferencing and Events and the Conference Office as required. COMMERCIAL SERVICES AND ESTATES: CONFERENCING AND EVENTS The University of Kent is a leading UK institution with an excellent reputation for outstanding teaching, strong research and international links. There are many new initiatives underway to build on existing strengths, such as Signature Research Themes, the Institute for Cultural and Creative Industries and the Kent and Medway Medical School. The University is continuing to look to the future whilst responding to sector-wide challenges. Kent has set out a vision and strategy that builds upon strong foundations in education, student experience and research, embracing flexibility and growth to ensure a sustainable future for our community, and to enable the University to further its position and navigate these challenges successfully. As part of this, we’re reshaping our operating
model to ensure our directorates and academic divisions are effective, efficient and focused sharply on delivering the University’s ambition to be a leading civic university, delivering an outstanding student experience, outcomes,
these events, where appropriate. • To advise and liaise with the Marketing & Communications Manager regarding potential advertising and marketing opportunities and be aware of PR opportunities, keeping statistical records of contact activity and provide regular reports where required. • To be aware of competitive venues both within Kent and countrywide, be responsible for providing regular competitor analysis and benchmarking to the Head of Conferencing & Events. • Assist the Head of Conferencing & Events with the compilation of the annual budgets contributing to the planning round, effectively managing the Sales budgets. • To represent the Head of Conferencing & Events as required during periods of absence. KEY CHALLENGES AND DECISIONS The following provide an overview of the most challenging or complex parts of the role and the degree of autonomy that exists. • To work to budgets and monthly / annual sales targets. • Seek out and deliver sales opportunities with new and existing customers. • The post holder will work closely with the Conference & Events Team and the Marketing Team to support in ensuring that sales opportunities are realised and generate required income. • To create a sales strategy for the commercial conferencing arm of the University. • To work with multiple stakeholders and have excellent communication skills. • To be a self-starter and able to work to own
schedule. • Management of some events, as required, to include a presence at these events. FACTS AND FIGURES Generating more than £4m the conference sales manager will be responsible for securing this business and driving new external business in conference and banqueting related income. Targets will be set based on exceeding the annual budget. Internal relationships: • All Commercial Services Departments and various University Departments at both Medway and Canterbury External relationships: • Clients, agencies, suppliers, other venues, industry organisations, Chambers of Commerce, Local Council HEALTH, SAFETY & WELLBEING CONSIDERATIONS This job involves undertaking duties which include the following health, safety and wellbeing considerations: • Night work for evening functions or meetings may be required • Working in isolation • Regular use of Screen Display Equipment • Pressure to meet important deadlines such as might be inherent in high profile projects • There may be a requirement to work evenings and weekends • Ability to travel in a timely and efficient manner regularly between campuses • Overseas travel may be a requirement of the role
and world-leading research. KEY ACCOUNTABILITIES
The following are the main accountabilities for the job. Other duties, commensurate with the grading of the job, may also be assigned from time to time. • To actively sell all conference, accommodation and related catering services and facilities to potential clients through various communication channels, maximising the full sales potential from all marketing campaigns. Keeping aware of changes to the product, updating additional produce knowledge to the sales and events team where required. • To be responsible for creating, maintaining and managing a comprehensive database of all such contacts implementing proactive sales and follow-up procedures. • To investigate and make full use of other lead sources for all sectors, targeting existing and new conference/event clients and group travel organisers. Initiating and organisation corporate hospitality activities and sales visits to client premises. • To work with the Head of Conferencing & Events in setting departmental sales targets and personal development needs. • To represent the University’s conference office at appropriate trade shows and other industry events as agreed by the Head of Conferencing & Events. To carry out pre- and post-telemarketing campaigns and follow-up procedures in conjunction with
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