Head of Sales
Queen Elizabeth II Conference Centre
Apply before 11:55 pm on Wednesday 25th September 2024
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About the job
Job summary
Responsibility for achievement of targeted room hire and secondary revenue by the sales team through effective line management, ensuring that the team are informed, motivated, proactive, and collaborative.
To provide and analyse revenue analysis and commercial business reports, provide analytical support within the sales team, and prepare ad hoc analyses across the wider QEII Centre.
To provide accurate revenue and yield management reporting to support the effective profitable operation of the QEII Centre.
To support the Sales and Marketing Director in strategically developing and driving the business forward through maximizing events and event diversification. To achieve individual revenue targets.
Job description
Key Tasks
- To professionally and effectively employ proactive sales and account management skills to achieve targeted room hire and secondary revenue from existing, lapsed, and new
- To lead and motivate the sales team on a day-to-day basis to ensure that the team are proactive in their sales and account management handling and achieve their own individual and team targets for room hire and secondary revenue from both core and non-core
- To ensure that the team work collaboratively across team
- To work with the Sales & Marketing Director to maximise the diary
- To work with the Sales & Marketing Director to set individual sales targets for both core and non-core business.
- To regularly report to the Sales & Marketing Director on the status of the team against targets.
- Where required, to act as the first point of contact for clients enquiring about using the Centre; handling incoming enquiries in a friendly, professional, and efficient manner ensuring that all information is accurately captured on the CRM
- To ensure that clients are provided with informative bespoke proposals that meet their objectives and
- To ensure that the team follow the department’s business rules at all
- To ensure that the team always deliver exceptional customer service, achieving minimum agreed BDRC results when individually mystery shopped.
- To have regular one to one meetings with the team to ensure that they are motivated and performing at their optimum
- To communicate both upwards and downwards ensuring that both the Sales & Marketing Director and the sales team are kept up to date on any issues or
- To conduct formal six-monthly reviews and annual appraisals with direct
- To ensure that the team are developed effectively, and any training needs are addressed in a timely
- To ensure that Ungerboeck event booking and management system is kept up to date and an effective tool for the sales and marketing department
- To ensure that the team undertake proactive research and activity to gain new clients for the Centre and to ensure that the team do the
- To work with external partners, agencies, and industry bodies to further develop existing and new contacts and
- Represent the QEII Centre at tradeshows and conferences following up all leads within agreed To ensure that the team do the same.
- Overcome client resistance/objections to the Centre and its products
- Advise the Sales & Marketing Director regarding client feedback/comments relating to product content and pricing as well as Centre
- To ensure contracted client events are handed over to operational teams with a comprehensive analysis of client needs, objectives and potential secondary sales opportunities
- Participate in sales team and management team workshops and business management and planning forums and
- Represent the Centre in its cooperative relationship with Central Hall in maximising the promotion of the CLICC product initiative for UK clients.
- Keep abreast of competitor activity and recommend any necessary tactical
- Undertake any reasonable duties as specified by the Sales & Marketing Director.
- Create and Provide reports for CEO/Directors – as required, evaluating results, and providing commentary
- Responsible for correct payment of commission including raising purchase orders
- Responsible for producing all required revenue management reports
Leadership
- Lead and develop a cohesive team giving team members the opportunity to broaden their skills, knowledge and experience resulting in job satisfaction; client satisfaction and increased revenue/profitability
- Ensure that all staff are treated fairly and equitably both by myself and by others within the team
- Review team structure, skills, objectives, competencies and learning and development plans throughout the year and update or amend these as necessary or considering changing priorities
- Give open, honest, and constructive feedback to staff about their performance throughout the year
- Encourage two-way feedback and respond constructively to it
The above is not exhaustive and other duties not outlined may form part of the employees’ job description.
Additional information: the post holder will, in the course of their duties, be required to travel to meet clients, attend conferences, business meetings etc. This may, on occasion, require overnight visits.
Management of a sales team with evidence of successfully meeting and exceeding challenging revenue targets. Evidence of developing new markets during the pandemic, evidence of financial acumen with experience of producing revenue management reports. A strong customer focus within the conference and events industry.
Person specification
Experience
- Extensive sales experience within the events / hospitality industry
- Proven track record of line management experience with evidence of successfully meeting and exceeding challenging revenue targets.
- Evidence of developing new markets and revenue streams during pandemic
- Capable of strategic thinking, planning and delivery
- Strong self-motivation skills and the ability to inspire and motivate a team
- Excellent communication skills, both written and verbal
- Evidence of financial acumen with experience of producing revenue management reports.
- Good analytical and numeracy skills
- Excellent negotiating and interpersonal skills
- Strong organisational skills, ability to plan, organise and deliver work to meet deadlines and quality
- A high standard of computer literacy.
Technical
- Strong Ungerboeck skills – evidence of working with the system and producing reports.
- Able to demonstrate excellent personal BDRC (or equivalent) results over a period.
Behaviours
We'll assess you against these behaviours during the selection process:
- Changing and Improving
- Working Together
- Managing a Quality Service
- Communicating and Influencing
- Leadership
Benefits
QEII benefits will include:
- Bonus scheme (discretionary) calculated on corporate and individual
- Membership of the Civil Service Pension Scheme
- 25 days' annual leave with an additional day per year to a maximum of 30 days & 1 privilege day
- Subsidized staff restaurant/coffee bar
- Interest free season ticket loan
- Cycle to work scheme
- On site cycle rack
- 3 days paid volunteering
- Participation at staff events; celebratory, educational, team
- Access to learning and development tailored to you
- A working culture which encourages inclusion and diversity
- Regular employment engagement activities
- Dynamic hybrid working environment.
Things you need to know
Selection process details
How to Apply
Candidates should apply by submitting their CV and a statement of suitability to hr@qeiicentre.london having reviewed the Job Description which is available on our website. The statement of suitability should be no more than two sides of A4 and should set out how the candidate meets the criteria set out in the person specification within the Job Description.
The closing date for applications is 25th September 2024 @ 23.59
This vacancy is using the Civil Service Success Profiles Framework, and will assess your Behaviours, Strengths, Experience and Technical skills as set out in the job specification.
There will be a two-stage interview process. where candidates will be required to give a presentation at a second interview.
Applications will be sifted on candidates' experience against the requirements of the role week commencing 30th September 2024
Interviews will take place week commencing 7th October 2024
2nd stage interviews will take place week commencing 14th October 2024.
Feedback will only be provided if you attend an interview.
Further Information
The Civil Service Code sets out the standards of behaviour expected of civil servants.
The Civil Service embraces diversity and promotes equality of opportunity. There is a guaranteed interview scheme (GIS) for candidates with disabilities who meet the minimum selection criteria.
We recruit by merit on the basis of fair and open competition, as outlined in the Civil Service Commission's recruitment principles.
If you feel at any time your application has not been treated in accordance with the values in the Civil Service Code and/or you feel that recruitment has been conducted in such a way that conflicts with the Civil Service Commissioner's Recruitment Principles, you may make a complaint, by contacting the HR Department hr@qeiicentre.london in the first instance.
Important Note: Successful candidates must meet the security requirements before they can be appointed. The level of security needed is Counter-terrorist-check and the process can take up to 8 weeks to complete. Please note that successful candidates will need to pass the CTC security checks – this requires you to have been resident in the UK for the past 3 years.
Feedback will only be provided if you attend an interview or assessment.
Security
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Working for the Civil Service
We recruit by merit on the basis of fair and open competition, as outlined in the Civil Service Commission's recruitment principles (opens in a new window).
Diversity and Inclusion
Apply and further information
Contact point for applicants
Job contact :
- Name : HR Department
- Email : hr@qeiicentre.london
- Telephone : 02077984012
Recruitment team
- Email : hr@qeiicentre.london
Further information
