The Opportunity:

Phacilitate is a portfolio within Clarion specifically dedicated to life sciences, providing events, market intelligence and content marketing to audiences globally within the Cell and Gene Therapy as well as Tissue Engineering space (or Advanced Therapies for short). Our philosophy is that in a disruptive, cutting-edge industry likes ours no single person or entity has all of the answers. By fostering a community and bringing people from across the whole industry together, we are coming ever closer to achieving the ultimate goal of improving patient care and developing commercially viable curative treatments.  Our mission is to help advance the next pillar of medicine. This mission informs everything we do and is a testament to our passion for Advanced Therapies over the past 20 years.

Due to continued growth of our flagship Advanced Therapies portfolio, we have a very exciting opening for a business development manager to help us grow the success of our global events and digital content.

This is a rare opportunity to join an ambitious team with an ethos on building success through collaboration with each other and with customers. We are looking for an individual whose personal values align with ours. These are:

 

1.         We dream big

2.         We treat each other like family

3.         We bring our whole hearts to work

4.         We deliver on our promises

 

Our values set us apart from others. We lead by example by creating an inclusive environment, that empowers our team, business and community to thrive. We are guided by the Phacilitate vision of improving commercialisation journeys for every biotech working in advanced therapies, and when you work with us, your voice will play a key role in helping us work towards this. 

If these values sound like you, and is a culture that you’d enjoy being part of, then we’d love to hear from you.

 

Key Responsibilities:

The main responsibility for the role is to sell the Phacilitate suite of products, including exhibition, speaking opportunities, sponsorship, targeted branding and advertising as well as content marketing solutions as part of a coherent integrated campaign or in singularity. The role will focus on delivering new business and selling to existing accounts through face to face meetings, telesales, video conferencing and email proposals. Attending industry events and conferences as required.

• Achieve revenue targets (Experience of hitting £1m+ preferred)
• Achieve any non-financial strategic objectives attached to your focus area
• Develop and maintain strong product knowledge regarding all Phacilitate products including demographics, content focuses, customer profiles and future strategy
• Develop and maintain strong market knowledge by reading industry news, reports and staying ahead of industry trends
• Hit Clarion benchmark activity levels to maximize revenues from the rapidly expanding vendor universe (#New Opportunities, Pipeline Modifications, Activities, Closed business)
• Be a ‘challenger’ sales professional with the ability to guide your clients and prospects to the right solutions, that will deliver the right results
• Be a strong team player and communicate effectively with marketing, content and operations functions to ensure high customer service levels
• Be an ambassador for Phacilitate maintaining high personal standards and levels of customer service

 

Account management

• Use Salesforce to manage accounts and provide accurate weekly and monthly sales forecasts
• Conduct regular face to face meetings and build strong relationships with your client base
• Understand customers’ business objectives and deliver tailored solutions that offer ROI
• Demonstrate the ability to maximize investment from clients by solution selling, with a range of package elements through a tailored campaign
• Focus on increasing yields of existing accounts and target a retention rate of 75%+
• Feed in to the event strategy with feedback from your customers
• Arrange customer service calls pre-event to ensure that your clients are prepared for events, aware of all sales, marketing and PR opportunities to deliver exceptional ROI
• Assist with credit control issues as required to ensure no bad debt against your accounts
• Rebooking effectively on site at events

 

New Business Sales

• Effective prospecting - be fully aware of the competitive event and media landscape – visit competitor shows to source leads (some international travel required)
• Identify new vendor categories to sell to and work with the content team and show directors to build the right proposition for them in the event
• Generate new business accounts, this will represent ~30-40% of your target

 

Knowledge, Skills & Behaviours:

 

• Ability to plan for the short, medium and long term
• Ability to sell coherent multi-media campaigns
• Experience at managing incoming marketing/Pardot leads quickly
• Determination to exceed expectations and problem solve
• Effective communicator internally & externally
• A hungry, motivated and competitive self-starter
• Strong commercial acumen, relationship builder & contributor of ideas
• Ability to deliver new business revenues
• Ability to grow existing revenues
• Ability to work with senior stakeholders
• Adept at networking & able to socialize productively
• Experience of international sales preferred
• Experience on Salesforce preferred

 

About Clarion Events

Clarion Events is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947. (https://clarionevents.com/welcome)

Clarion Events embrace diversity and equal opportunities in all that we do. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Clarion is private equity backed and owned by Blackstone. Blackstone is one of the world’s leading global investment funds, investing capital for the long term in order to build successful, resilient businesses. (https://www.blackstone.com/) 

Our purpose is to deliver exceptional customer outcomes and experiences, by making every connection count.

Our vision is we want every one of our products to be a market leader in customer satisfaction and delight.

 

To apply, please contact David.green@clarionevents.com