Delegate Sales Manager

Business: emap

Brands: Industry sectors include Retail, Motor, Duty Free, Finance, UK Packaging, Audio Visual, Electronics and Real Estate and more

Base Location: Croydon, London

Employment Type: Full-time, Permanent/Hybrid

Salary: £28,000 – £32,000 DOE + 25% Bonus

About the Company and the Brands:

A business-to-business (B2B) media company with a focused portfolio of market-leading events and brands. Across the company, we create products our customers value to help drive their success, which in turn drives our own growth. Our product focus is around paid for conferences, awards, subscriptions, digital insight and bespoke marketing solutions.

emap’s Emerald division in Croydon consists of exciting B2B brands with over 24 events annually highlighting several business sectors including:

Retail Industry Awards – are widely regarded as ‘The Oscars’ of the grocery retail sector

Duty Free Frontier – the Frontier Awards shine a spotlight on the outstanding accomplishments of the travel retails industry.

Quality Food Awards – are the longest-running, most prestigious food awards in the UK

Motor Trader Industry Awards – are recognised as the Oscars of the motor industry in celebrating excellence across motor retailing.

Money Marketing Interactive – a unique annual event that focus on providing our IFA audience, with the ideas and tools needed to make planning business even more successful.

UK Packaging Awards – where innovation meets excellence in the heart of the packaging industry.

Audio Visual Awards – for integrators and consultants working on both global and local projects, through to AV and IT end-users from all markets.

Elektra Awards – provide a prime platform to recognise achievements of those in the electronics industry.

Real Estate – the portfolio includes Property Week the leading media title with events which are highlighting the residential, commercial and student housing sectors.

Overall Purpose of the Role:

The Delegate Sales Manager will play a critical role in driving delegate sales and securing award nominations, table bookings, and conference ticket sales across our portfolio of commercial events. The Delegate Manager will be responsible for managing sales efforts across multiple events simultaneously, ensuring each achieves its revenue and attendance targets.

This position will involve managing relationships with external sales teams, monitoring their sales efforts, and driving performance through data from Evessio. Working closely with the event managers, marketing and conference content teams.

The role requires a consultative approach to build strong client relationships, hit revenue targets, and contribute to the success of our events.

Key Responsibilities:

Drive delegate sales for conferences and events through proactive outreach, relationship management, and targeted campaigns.

Ensure sales targets are consistently met or exceeded across multiple events and brands.

Collaborate with marketing and operations teams to drive award submissions and table bookings.

Engage past attendees and new prospects to secure their participation.

Prepare detailed weekly, monthly, and periodic reports to showcase YoY event sales performance and pipeline status.

Log communication, track opportunities, and maintain an up-to-date database.

Identify and develop new business leads to expand the client base and secure new accounts.

Research the market and understand trends to inform sales strategy.

Build and maintain strong relationships with key decision-makers and industry stakeholders.

Provide exceptional customer service to ensure repeat business and long-term client loyalty.

Work with brand sponsorship teams to align on sales strategy and leverage shared client networks.

Collaborate with the marketing team to ensure campaigns are optimised for delegate and award sales, as well as the event operations and conference content teams.

Attend events as needed to meet clients, network, and represent the brand professionally.

Skills and Experience:

Essential:

Able to demonstrate B2B sales experience, ideally in events, conferences, or media.

Proven ability to meet and exceed revenue targets.

Intermediate Microsoft Office skills.

Strong understanding of sales pipelines and reporting metrics.

Excellent written and verbal communication skills.

Desirable:

Experience managing or coordinating external sales teams.

Familiarity with platforms like Evessio or similar event management tools.

Background in awards, event sponsorship, or conference sales.

Core Competencies:

Fluency in English is essential for this role, other languages are beneficial.

Quick to gain understanding of new market sectors and brand position.

Ability to build, nurture and maintain client relationships, providing exceptional customer service.

Excellent organisation, time management skills.

Ability to work on multiple projects simultaneously with competing deadlines.

Ability to report on performance, event sales outreach and pipeline.

Strong commercial acumen and a consultative sales approach.

Personal Attributes:

Target-driven, money-motivated individual with a positive can-do attitude.

Confident, enthusiastic, and charismatic, with the natural ability to build rapport both on the phone and face to face.

An active team player with a competitive edge.

Articulate and polite telephone manner.

Self-motivated and professional demeanor.

Innovative and creative, confident in communicating ideas.

Adaptable and flexible to change.

Results driven