Sales and Engagement Manager
Candidate Information Pack
Introduction London Metropolitan University The Estate Job description and person specification Working at London Met Application process
Introduction London Metropolitan University is a striving and ambitious institution committed to transforming the lives of its students through excellent education. We are committed to making education available to people from all walks of life, creating and advancing social justice, social mobility and access to opportunity and professions. Our graduates benefit personally, but also contribute to society, culture, public services, and the economy in all areas of London, the UK and around the world. The Sales & Engagement Manager will lead strategic planning of the programmes of the Events & Hospitality spanning a diverse portfolio of academic, community, sporting and commercial events. This role offers a unique opportunity to work at a strategic and influential level, developing sales strategy for the commercial events portfolio whilst planning and programming this around academic event provision. This role will also develop engagement with our student events and fitness and wellbeing programmes. We are seeking an enthusiastic, proactive, entrepreneurial and commercially minded individual with a strong knowledge of events management. The successful candidate will have a proven track record in developing engagement with a programme of events. You will have the ability to forge long term relationships with internal and external stakeholders. You will be flexible in your approach with strong programme management skills. You will demonstrate a strong commercial acumen with a track record of delivering in a sales-based environment, ideally within the venue hire or hospitality sector.
London Metropolitan University
London Metropolitan University has a rich history with strong educational roots dating back to 1848. The University as it is today was created in 2002 with the merging of London Guildhall University and the University of North London, the first merger between two universities in the UK. Based in one of the world’s most exciting capital cities, London Met is home to a diverse community of inspiring and determined learners, teachers and innovative thinkers. We offer a wide range of courses, from undergraduate and postgraduate degrees to short courses and professional qualifications, many of which are available to study full-time or part-time. We take pride in helping our students reach their goals and succeed in their careers. 96.7% of all London Met graduates are in work or further study within six months (Destinations of Leavers from Higher Education survey 2016–17). All of our undergraduate courses include some form of work-related learning, such as a placement, client project or on-campus work experience, and many courses are accredited by professional bodies.
Our mission To transform lives through the power of education.
Academic vision To be the university of choice, transforming lives for a diverse range of students from London, the UK and around the world.
Our values • Integrity • Excellence • Service • Collaboration and teamwork • Effective citizenship
We had a total of 9,714 UK-based higher education students in 2018–19, of which:
The University’s academic structure is made up of six schools
Guildhall School of Business and Law Offering a dynamic and relevant portfolio of business and law courses.
School of Computin Media Offering qualification creative technologies
School of Social Professions Focusing on employability and developing graduates for the world of work.
School of Social Sc Demonstrating the re science as a tool for change.
ng and Digital
School of Human Sciences Offering a wide range of courses in subjects including science, dietetics, and sport.
ns in subjects from s to electronics.
ciences elevance of social affecting societal
School of Art, Architecture and Design Internationally recognised for high quality teaching, excellent facilities and unique opportunities.
The Estate The university is spread across two teaching campuses totalling 79,599 sqm GIA: one in the heart of Aldgate which houses the School of Art, Design and Architecture ranked 4th in the UK university league tables. The main campus is in Islington which includes the award winning Graduate Centre designed by internationally acclaimed architect Daniel Libeskind. In addition there is the specialist business incubator, the Accelerator, located in Shoreditch and high- ly regarded for its annual Big Ideas Challenge. Innovative teaching spaces In spring 2018 we opened our brand new world-class teaching facility in the Roding Building consisting of 11 high-spec classrooms installed with cutting-edge technology, including a state of the art Ideation room with the world’s largest, interactive, digital whiteboard. There are study commons rooms, a variety of social spaces and accompanying breakout seminar rooms, IT suites and collaboration spaces, across three floors. Specialist facilities We officially opened the University’s Cyber Security Research Centre in September 2018 with a dedicated investment of £500,000. The University also boasts state-of-the art facilities from a brand new UN accredited Translation and Interpretation Suite, a mock courtroom, Bloomberg suite and purpose-built art, design and recording studios. Student Union Opened in 2018, our newly refurbished Harglenis building is a space dedicated to our Students’ union centre providing social and office space with its own student radio studio station, Verve. Library and study space Housed within a refurbished 1960’s glass factory, this facility provides over 9642sqm GIA of formal learning space with a wide range of study spaces and facilities to support student learning. Hospitality and catering The university supports seven catering outlets across all of its campuses including a brand new catering outlet called the Highbury Canteen providing a combination of hot meals and branded coffee shops. This is in addition to the 352 seat licensed Rocket Student Bar and recently refurbished 400 seat Great Hall venue built in 1896 which is used for a wide scope of events such as conferences, exhibitions, trade fairs, award ceremonies, receptions and conventions.
Business Incubation Based in Shoreditch, our specialist business incubator space, Accelerator provides the perfect home for the student enterprise programme which gives London Met’s passionate early stage entrepreneurs a chance to turn their business ideas into viable ventures through a network of advisors and investors, experts and mentors and an active events and initiatives programme. For 15 years Accelerator has been helping their community of tech start ups to grow and scale in the heart of Tech City. World Class teaching laboratories We have spent over £30 million to create one of the largest and most advanced science teaching facilities in Europe. Our Science Centre on Holloway Road is home to an incredible Superlab, which has 280 individual workstations and is one of the largest and most advanced science teaching facilities in Europe. The centre offers exceptional teaching and research facilities, giving our students a cutting-edge experience of learning science.
Sales and Engagement Manager Job Purpose To be responsible for the strategic planning of marketing and commercial development for the Estates department. To be responsible for the marketing of services across the Estates department both online and offline. To ensure the services of the department are highly engaged with by our students, staff, visitors and the local community (where appropriate). To schedule events across the university. To act as marketing and engagement professional expert to the Heads of estates services and other managers as required, providing specialist expertise and advice. Key areas • To work collaboratively with Estates teams to provide the professional and technical knowledge required to deliver extensive and effective engagement with services, successful online and offline marketing, and the cultivation of leads and commercial business development. • To promote engagement with services by staff, students, visitors and the local community through carefully planned online, on campus, social media and email marketing campaigns. • To lead the scheduling of events, both internal and commercial across the university; chair weekly scheduling meetings and maintain a master programme; • To assess the viability of proposed events on the programme; determine that they have the appropriate amount of marketing support and promotion to ensure a financially sustainable event is delivered. • To work collaboratively with the university marketing and communications team to ensure smooth processes and maximum efficiency of resources. • To ensure the proper collection of data and feedback relating to services, including analysis that can be translated operationally to improve services. • To ensure that all commercial opportunities related to marketing are identified and maximised. • Work collaboratively with the Events Manager, Venue Manager and their teams to ensure a smooth Internal Events service.
• Lead business development of Commercial Hire (event hire and filming location hire). • Ensure the Estates marketing budget is spent efficiently and kept on budget. • Lead the rebrand of the Estates department and act as the guardian of that brand once established using specialist skills and knowledge to develop an engaging brand.
Main duties and responsibilities The postholder will: General: • Manage Estates’ marketing budgets.
• Work closely and collaboratively with the university marketing, brand and communication teams to ensure consistency and maximisation of opportunities for Estates department services. • Lead, coach and mentor Estates staff responsible for the Estates area website pages and social media delivery, providing professional advice and support to develop skills and expertise within the team. • Provide a strategic lead on social media presence for the entire Estates department. • Manage marketing planning and delivery across all strands of the Estates commercial businesses. • Collaborate with the Estates Business Services Manager to ensure the effective collation, analysis, interpretation and reporting of business data, and the setting/ reporting of KPIs and targets. • Lead the rebranding of the Estates department, working closely with the Heads of Service and Director of Estates. Work closely with the Estates Business Services Manager and Business Partners to implement the rebrand and communicate it to the university community. • Lead research and feedback collection to assess the needs of a wide range of stakeholders. • Manage the procurement of printing, merchandise and other services as required. • Be an active proponent of innovative technology solutions across marketing areas. • Provide design services where possible, or to arrange for design services to be provided either in house by the Marketing team, or externally via the proper procurement channels. • Work flexibly to attend events, as required, across a seven day per week operation. • Develop and implement processes for evaluating the effectiveness of marketing strategies. • Support the Events & Hospitality Services Manager in establishing income projections and targets.
Events & Hospitality: Commercial Hire: • Develop and deliver an annual marketing plan for Commercial Hire. • Maximisation and monitoring of commercial hire sales for conferencing, private hire events, and filming location hire. • Actively seek out new clients, working as new business development manager before handing new clients over to the Events Manager for delivery of their events. • Working closely with external organisations to ensure London Met’s facilities are promoted appropriately such as: • Various location agencies and organisations i.e Film London, • Various events agencies and organisations i.e Academic Venue Solutions, Meetings Industry Association, Unique Venues of London etc • Various business organisations such as London & Partners, London Chamber of Commerce etc. • Lead the development of online advertising for the commercial hire business using methods such as pay per click, venue agency listings, trade shows, print and online advertising, etc. Working with Marketing and IT to ensure our web pages are optimised for online search. • Work with Finance and IT to develop the function for our clients to pay their invoices online. • Development of the commercial hire pages of the university website. • Co-ordinate the photography of our spaces and work with the space planning team to ensure room layout maps are produced for our website.
Events: • Lead the development and delivery of a flexible and responsive termly marketing plan for the public and student events programme. • Work closely with Student Recruitment and Internal Communications to ensure new and existing students know about Events. • Manage the scheduling of events across the campuses working closely with Room Bookings. • Develop and maintain the master scheduling document; lead weekly scheduling meetings. • Work closely and collaboratively with the Events Manager and Business Partners to ensure that scheduled events can be supported by the internal event manage- ment resource and other Estates resources. • Develop a brand identity for student events at the Rocket. • Develop the public brand identity for the Rocket. • Redevelop the Rocket website. • Support and advise the Front of House Manager, Events Co-ordinators and Bar & Hospitality Supervisor in managing the Rocket social media accounts, taking the strategic lead and training team members where appropriate. • Lead on ticketing and provision of online box offices services when required by the events programme. • Conduct research into the needs of stakeholders and work closely with the Student Experience team to ensure university wide feedback is utilised to improve our services. • Develop a brand identity for catering services. • Work closely with the Events & Hospitality Services Manager to analyse sales and feedback data with the catering contractor, ensuring an agile and successful response to this data resulting in excellent customer service and improved catering sales. • Monitor external hospitality trends and the UK university market to ensure our services stay current. Fitness & Wellbeing: • Support the Fitness & Wellbeing team by being the strategic lead for engagement across the online and in person programme of activities and gym membership, by students, staff and our local community. • Co-ordinate the management of the Fitness & Wellbeing social media accounts. Working with the Fitness & Wellbeing Manager to orchestrate the fitness instructors and casual staff provision of content for these accounts.
• Supervise the Fitness & Wellbeing website pages ensuring that content is relevant and up to date. • Work closely with Marketing, IT and Finance to ensure efficient use of website functions such as the e-shop for booking and paying for sports and fitness activities. • Work collaboratively with the Students Union to ensure their sports teams are supported and promoted by our resources wherever possible. Commercial Marketing Opportunities & Sponsorship: • Work closely with student marketing agents to attract sponsorship and marketing partnerships. • Nurture new relationships and partnerships through active business development. • Work collaboratively with the Students Union to create cohesive marketing packages to sell to agents and brands, and to be actively involved in the support of the student Welcome Fair twice a year. • Ensure brands that we partner with are appropriate and fit with the university ethos. • Work with the Head of Events, Hospitality & Business Services to set appropriate budgets each year for new business across the department. Miscellaneous: • Exemplify and promote the values of the University. Have a strong commitment to coaching and developing; working cooperatively with colleagues; valuing the contribution of others and sharing knowledge and expertise. • Undertake other duties of a reasonable nature, as may be determined by the postholder’s supervisor from time to time, in consultation with the postholder. • Carry out all duties in accordance with the University’s Equal Opportunities Policy and other policies designed to protect members of staff or students from harassment. It is the duty of the postholder not to act in a prejudicial or discriminatory manner towards members of staff, students, visitors or members of the public. The postholder should also counteract such practice or behaviour by challenging or reporting it. • Take reasonable care of health and safety of self, other people and resources whilst at work to comply with the University’s Health and Safety Policy, Codes of Practice and local rules. • Co-operate with the line manager or any other person with specific responsibility for health and safety, to enable the University’s responsibilities under the Health and Safety at Work Act to be performed.
Relevant experience Budget management.
E E D E E E E E D D D D E E D
Commercial venue hire sales or management experience. Business development experience in a venue hire context. Experience of engaging audiences with a programme of events (arts, entertainment or fitness and wellbeing) Strong experience in managing social media campaigns Strong experience in developing and delivering marketing plans. Experience in updating and managing websites. Experience of driving commercial sales in either commercial hire, event ticket sales or catering. Brand development experience. Experience of market research and managing feedback systems. Experience of securing sponsorship. A relevant Marketing Qualification or equivalent experience. A detailed knowledge and understanding of the use of social media platforms for marketing and engagement. Knowledge and understanding of online booking and box office services.
Education and training
General and special knowledge
Skills and abilities
Strong analytical skills Excellent communication and presentation skills; Design skills Great IT skills with proficient use of Microsoft packages. A strong commitment to: • the University’s values, mission and strategic plan; • a “coaching and developing” approach when dealing with colleagues and students; and • working collegially; valuing the contribution of others and sharing knowledge and expertise.
E E D E
Working at London Met
In addition to the working in an ambitious, dynamic and diverse organisation and a competitive salary level, staff working at the University additionally benefit from: • generous annual leave entitlement • a career salary average pension scheme with up to 18% employer contribution • Local Government Pension Scheme (LGPS) members have the option to pay into shared cost salary sacrifice AVCs • a fee waiver scheme for staff undertaking relevant university courses • free on-site sport and fitness facilities including gymnasium use and classes • access to 24/7 confidential support from our Employee Assistance Programme by phone or a mobile app which includes telephone counselling • free employee eye tests and discounted spectacles through our eye care voucher scheme • interest free season ticket loan (after completing probationary period) • a professional staff development programme • tax efficient salary sacrifice schemes for childcare vouchers, cycles and cycling equipment • employee private healthcare plan through the Simply Health cash plan • access to library facilities • access to below market rate sports injuries treatments • a broad range of formal and informal development opportunities to enhance your career • commitment to lifelong learning.
Equality, Diversity and Inclusion
Championing equity and inclusion lies at the heart of everything we do here at London Metropolitan University.
You can find out more about our values and the action we’re taking by visiting our Centre for Equity and Inclusion and our Equality and Diversity webpages.
Application Process The University is being supported on this recruitment campaign by the search consultancy The Management Recruitment Group (MRG). To arrange a confidential briefing conversation please contact our advisor Hannah Searle (email@example.com) of MRG on 0203 962 9900. Applications should consist of a comprehensive CV (of not more than 4 pages) and a covering letter (of not more than 2 pages). Applications should be sent to firstname.lastname@example.org The closing date for applications is Sunday 24th October 2021Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23
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