Delegate Sales Executive

• Business: emap
• Brands: Property Week, Motor Trader, DFNI, Packaging and Money Marketing
• Base Location: East Croydon
• Employment Type: Full time, Permanent/ Hybrid

About the company and the brand:

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 successful candidate will be responsible for conducting outbound calls and emails to generate award entries, attendance at awards and drive conference delegate revenue for our events. You will be responsible for maintaining, developing and growing relationships to generate sales, exceed targets and secure repeat business.

Key Responsibilities:
• To raise and maintain brand profile with your connections
• Work with the events marketing and operations leads to conduct outbound calling during the sales period for entries and event attendance
• Work on a wide array of brands and events, keeping on top of inbound calls and enquiries, logging communication and turning enquiries into bookings
• Prepare weekly, monthly and periodic reporting as per requirements of the team to showcase YoY event sales performance
• Work with the Head of Delegate Sales to conduct market research for new business to acquire the market response.
• Identify and develop new business leads and develop new business accounts
• Work closely with the brand’s commercial/sponsorship teams to understand their brand and clientele
• Attend our events as required, to meet with prospective clients, and provide exposure of the events through conversation.
• Using mail merge/email systems to reach out to prospective attendees for an event
• Ensure maximum delivery against sales targets across portfolio of events
• Monitoring, prioritizing, and reporting sales and opportunities to ensure that targets are being met and business opportunities are being exposed
• Quarterly and annual revenue targets to benefit from a lucrative commission scheme and other incentives (both team and individual)
• Using brand and event knowledge to devise sales plans and outreach strategy to drive event sales

Skills and Experience:
• 1 year’s sales experience in the B2B sector
• Previous commercial telephone experience or sales experience in a similar role is preferable
• Sales orientated with a consultative style
• Ability to communicate at a senior executive level in a professional manner
• Outstanding communication skills in written and verbal
• Well-organised and able to deliver when under pressure and to deadlines
• Ability to pay attention to detail and ensure all communications are of high quality
• Good IT skills, including Word, Excel, Outlook, PowerPoint, Microsoft Teams
• Commitment to a high standard of customer service and client relations
• Ability to conduct telephone research/acquire feedback, speaking to pools of clients
• Driven by event performance targets

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

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

What we offer

Learning & Development:

 At emap, we believe that employee learning and development are the key drivers of our success. To ensure continuous growth and meet the ever-changing demands of the workplace, we provide an environment that fosters continuous development for our employees.

Our employees are encouraged to identify their areas of personal and professional development aligned with our strategic areas, including management development, health, safety & wellbeing, sales, event management, marketing strategy, editorial, and information technology. We have a structured framework designed to help equip our employees with the necessary knowledge, skills, and behaviours to excel in their job roles, contributing to achieving our organisational objectives.

To support our employees’ career development, we have designed specialised programs, as well as other stand-alone role-specific and generic courses, under the emap academy.

Benefits: emap is part of Metropolis Group. Together we are committed to providing a happy and healthy place to work, so we offer fantastic benefits and perks to our employees.

• 25 days of annual leave, with the option to buy or sell additional days.
• One additional day of annual leave per year- Celebration Day.
• Health plan
• Life assurance
• Private virtual GP access
• Seasonal flu jabs available at the office.
• Continuous learning & development opportunities.
• In-house Excellence Awards and other innovation projects.
• Cycle-to-work scheme
• Discounted gym memberships
• Retail discount vouchers
• Rail season ticket loans
• Pension scheme
• One paid volunteer day per year
• Annual Summer & Winter Celebrations
• Work from home during August
• Income protection and more

Privacy:  Metropolis Group respects the privacy of every person for whom we have personal data. We comply with data protection legislation such as the Data Protection Act 1998 and the General Data Protection Regulation which regulates the processing of data and ensures that your data is processed fairly and lawfully, is kept secure and only that data necessary for any processing is kept.

Diversity and Inclusion:  We are an equal opportunity employer and value diversity and inclusion.  All applicants will be considered for employment without attention to race, age, religion or belief, pregnancy and maternity, marriage and civil partnership, sex, sexual orientation, gender identity, national origin, or disability status.

How to apply: Please submit your CV and covering letter.  Due to the volume of applications, we receive, we are unable to give individual feedback at the application stage, however if you are successfully shortlisted, you will be contacted within 10 working days of your application.