Subpage Hero

17 Jun 2022

Sponsorship Manager (Defence)

The Opportunity:

The successful candidate will join a team of dedicated Defence individuals in sales, content, marketing and operations to lead on and deliver new and existing sponsorship opportunities to this buoyant marketplace, sponsorship campaigns that will support their traditional exhibition stands.

We are looking for a talented individual to join our fast-paced team and work with both our Key Defence Accounts and drive new business from non-traditional Defence companies. We are looking for a successful sales individual to join our prestigious high-profile international brand. You would be joining an incredible team, who are hugely successful and dedicated to the market.

Reporting directly to the Commercial Director the role is for an individual that consistently pushes themselves to be a top performer and wants to be rewarded for their efforts. The role will focus on driving and delivering new business through face-to-face meetings, telesales, video conferencing and email proposals. The successful candidate will see an array of opportunities for growth – across DSEI, DSEI Japan and Confexes both online and digital products. Developing and managing key accounts for all things sponsorship, this would mean creating momentum for sponsorship in the market for all Clarion Defence booked exhibitors. You must be able to drive sponsorship leads across the portfolio.


Key Responsibilities:

  • To achieve revenue targets, KPIs to drive and own the sponsorship strategy for Clarion Defence
  • Achieve the non-financial strategic objectives attached to your focus area/event
  • Develop and maintain strong product knowledge regarding the sector – engaging in content focuses, customer profiles and future strategy
  • Develop and maintain strong market knowledge via podcasts, meetings, industry news, reports etc. to stay ahead of industry trends
  • Use the Clarion tech stack to manage accounts and provide accurate weekly and monthly sales reporting – not being a lone ranger!
  • You will be expected to work closely with all functions of the wider global Clarion team – production, sales, marketing and operations (including in the US)
  • 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)
  • 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
  • Be an ambassador for the brand maintaining high personal standards and levels of customer service


Knowledge, Skills & Behaviors:

  • Previous experience in a sales role
  • Ability to sell coherent multi-media campaigns
  • Determination to exceed expectations and problem solve
  • A hungry, motivated and competitive self-starter who is driven by their own goals
  • Strong team player who has the ability to carry themselves and others around them
  • Strong commercial acumen, relationship builder and contributor of ideas
  • Ability to deliver new business revenues and grow existing revenues
  • Adept at networking and able to socialise 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)



We love the unexpected:

  • We’re adventurous and willing to try new things
  • We embrace and drive change
  • We aim to surprise and delight

We’re open and happy to share:

  • We engage with stakeholders outside the event
  • We build sharing communities
  • We embrace others ideas

We’re committed to caring:

  • We take personal responsibility to get things done
  • We always think about every step of the experience
  • We strive to understand and meet customers’ needs

We continuously learn:

  • We actively seek inspiration from all quarters
  • We constantly strive to improve what we do and how we do it
  • We help learning lead to growth


About Clarion Events

Clarion Events is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947. (

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. (

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.


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