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Head of Sales and Revenue Generation

2 months ago

London, Greater London, United Kingdom Queen Elizabeth II Conference Centre Full time
Job Summary

The Head of Sales and Revenue Generation will be responsible for driving revenue growth and achieving targeted room hire and secondary revenue through effective line management, ensuring the sales team is informed, motivated, proactive, and collaborative.

Key Responsibilities
  • Employ proactive sales and account management skills to achieve targeted room hire and secondary revenue from existing, lapsed, and new clients.
  • Lead and motivate the sales team on a day-to-day basis to ensure the team is proactive in their sales and account management handling and achieves their own individual and team targets for room hire and secondary revenue.
  • Ensure the team works collaboratively across departments to achieve common goals.
  • Work with the Sales & Marketing Director to maximize the diary and set individual sales targets for both core and non-core business.
  • Regularly report to the Sales & Marketing Director on the status of the team against targets.
  • 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 all information is accurately captured on the CRM.
  • Ensure clients are provided with informative bespoke proposals that meet their objectives and needs.
  • Ensure the team follows the department's business rules at all times.
  • Ensure the team delivers exceptional customer service, achieving minimum agreed BDRC results when individually mystery shopped.
  • Have regular one-to-one meetings with the team to ensure they are motivated and performing at their optimum.
  • Communicate both upwards and downwards, ensuring both the Sales & Marketing Director and the sales team are kept up to date on any issues or concerns.
  • Conduct formal six-monthly reviews and annual appraisals with direct reports.
  • Ensure the team is developed effectively, and any training needs are addressed in a timely manner.
  • Ensure the Ungerboeck event booking and management system is kept up to date and an effective tool for the sales and marketing department.
  • Ensure the team undertakes proactive research and activity to gain new clients for the Centre and ensures the team does the same.
  • Work with external partners, agencies, and industry bodies to further develop existing and new contacts and relationships.
  • Represent the Queen Elizabeth II Conference Centre at tradeshows and conferences, following up all leads within agreed timescales.
  • 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 operations.
  • 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.
  • Represent the Centre in its cooperative relationship with Central Hall in maximizing the promotion of the CLICC product initiative for UK clients.
  • Keep abreast of competitor activity and recommend any necessary tactical responses.
  • Undertake any reasonable duties as specified by the Sales & Marketing Director.
  • Create and provide reports for the CEO/Directors, 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 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.