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10 Jan 2022

Sales Executive (Imago)

The Opportunity:
Imago Techmedia – Clarion’s leading event series focusing on disruptive technologies and digital transformation - are seeking an ambitious, target driven Sales Executive. The role will focus on increasing yields from existing accounts, but will mainly focus on selling to the rapidly expanding vendor ecosystem as we look to monetize the next multi-trillion-dollar industry. Imago Techmedia has grown at 14% per year since 2014 making it a fast paced, exciting environment to work in. Our events provide an independent guide to the shifting tech landscape, bringing confidence to business and IT leaders through tailored learning and business development opportunities.
Cyber Security, UC&C, Cloud, Network, Analytics and AI are both current and future core technologies which are and will enable Digital Transformation. The ideal candidate will have a desire and the ability of outperforming market growth in their previous roles, as well as increasing market share vs. key competitors.
With the digital transformation market forecast to grow at 19.1% annually up to 2023, this is the perfect time for an experience sales professional to leap into a high growth sector to maximize revenues on a high potential event. Visit our YouTube Channel to get a feel for how Imago Techmedia delivers world class events
 

The Role:
An exciting opportunity to drive new business utilizing the DTX/UCX suite of products, including stands, seminars, targeted sponsorship packages, digital solutions as well as a range of connection solutions which include leader summits, virtual round tables and 1-2-1 meetings ensuring we have the ability to deliver a coherent joined up campaign.
The role will focus on driving and delivering new business through face to face meetings, telesales, video conferencing and email proposals. Attending industry events and conferences as required.
The company was one of the only major Tech events to successfully take place in 2021 enabling the group to continue its growth plans within the UK and internationally, so there may be some international travel if required by the company.


Key Responsibilities:

  • Achieve revenue targets (Experience of hitting £500k+ preferred)
  • Achieve the non-financial strategic objectives attached to your focus area/event
  • Develop and maintain strong product knowledge regarding all Imago events 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
  • Use Salesforce to manage accounts and provide accurate weekly and monthly sales forecasts
  • 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.
  • 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%+
  • Generate new business accounts, this will represent ~80-90% of your target.
  • 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
  • Feed in to the event strategy with feedback from your customers
  • Communicate effectively with marketing, content and operations functions to ensure high customer service levels
  • 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
  • High energy and focus during rebooking on site at events
  • Be an ambassador for Imago Techmedia maintaining high personal standards and levels of customer service

Knowledge & Skills and Behaviours:

  • Previous experience in a sales role
  • Ability to sell coherent multi-media campaigns
  • Ability to plan for the short, medium and long term
  • 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 team player
  • Strong commercial acumen, relationship builder & contributor of ideas
  • Ability to deliver new business revenues and grow existing revenues
  • Ability to work with senior stakeholders
  • Adept at networking & able to socialize productively
  • Behave in line with Clarion values – Passion, Care, Imagination & Trust
  • Be fun to work with, bringing a positive ‘can-do’ attitude
  • Experience of international sales (preferred but not essential)
  • Experience using Salesforce (preferred but not essential)

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 ruari.kidd@imagotechmedia.com

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