Sales Manager - Live Events

Designation/Role :Sales Manager - Live Events
Department: Marketing and Communications
Reporting To:Director – Marketing and Communications

Position Purpose

The Manager - Live Events is responsible for upholding and enhancing the Centre’s image in the Live Events sector, ensuring financial and commercial viability, and securing new business and sales revenue from assigned Promoters, Live Events Organizers, and Accounts. Once established, the role focuses on maximizing venue occupancy and yield.
Sales & Revenue Delivery:

Ensure administrative tasks, including maintaining an up-to-date database in UBS and regular reporting on client accounts, are consistently managed.
Stay informed on market trends and identify emerging customer needs and preferences.
Contribute ideas and feedback to the business plan and organizational strategies for the Live Events segment.
Network with business professionals and clients.
Identify new business opportunities, evaluate their relevance in the industry, and assess conversion potential.
Research potential local, regional, and international Live Events to bring to the Centre.
Elevate complex issues to the Director of Marketing and Communications.
Identify product improvements or new offerings by staying updated on industry trends, market activities, and competitors’ rates.

Client Relationship Management:

Build long-term relationships with clients to drive retention.
Provide ongoing account management to both new and existing clients to foster enduring relationships and lead assigned Live Event Accounts.
Strengthen existing relationships with Promoters, Live Event organisers, and industry stakeholders who influence venue selection.
Deliver solutions and recommendations for complex client requests.
Ensure timely acquisition of new accounts (with targets set) and respond promptly to sales leads, tenders, and bids.
Develop business by identifying prospects and maintaining client relationships.
Maintain client relationships by offering support, information, and exceptional service.
Recommend customized product offerings and opportunities for upselling.

Team Performance Monitoring:

Monitor the performance of the Business Development Live Events team and take action to support their success.
Assess the quality of leads and proposals generated.
Track target achievements.
Ensure clients and potential clients receive accurate and timely information regarding OCEC.
Monitor business targets and address any shortfalls.
Ensure the team follows all policies and procedures.

Position Requirements

Education
•   Business Degree -Sales & Marketing.
Experience & Skills
•   Minimum of 10 years of experience. Current working knowledge of the Live Events and Entertainment
•   Ability to analyse and react to sales leads.
•   Accurate and effective work practices.
•   Ability to prepare and present sales related reports.
•   Understanding and ability to research and use the Internet.

Personal Qualities
•   Excellent communication skills at all levels.
•   Excellent personal presentation and grooming.
•   Willingness to accept direction.
•   Well organized.
•   Attention to detail.
•   Ability to work under pressure and meet deadlines.

Specific Responsibilities’ Standards
Primary Responsibilities
Planning

• Develop and implement the Sales Plan for the assigned industry within the Live Events and Entertainment segment to achieve sales targets.
• Establish a profit and loss analysis for each event to ensure financial viability.
Implementation
• Provide courteous, professional, and efficient service at all times when interacting with internal and external clients. Report complaints or issues to the Live Events Director if no immediate solution is available.
Monitoring and Measuring
Maintain records of client contacts, proposals, and contracts in the Live Events segment.
Gather market intelligence related to local, regional, and international Live Events industries.
Action
Provide input on event-related statistics for the Live Events segment for publication and internal reporting.
Actively participate in sector, departmental, and divisional meetings, providing input as needed.
Ensure high standards of personal presentation and grooming, and foster positive interactions with clients and colleagues, representing the company professionally.

Specific Accountabilities
Planning
•   Provide reports, forecasts, and other management information related to the Live Events segment for the Director of Live Events.
Implementation
•   Deliver courteous, professional, and efficient service to internal and external clients, and escalate issues to the Director of Live Events if necessary.
Monitoring and Measuring
•   Maintain records of client contacts, proposals, and contracts in the Live Events Sales sector.
Action
•   Contribute to event-related statistics for the Live Events Sales sector for publication and internal reporting.
•   Actively participate in meetings within the sector, department, and division, offering insights and input.
•   Uphold high standards of personal presentation and grooming, ensuring positive client and colleague interactions that positively represent the company.

Job Specifications
The individual in this role is expected to demonstrate the following competencies:
•   Knowledge of the local, regional, and international Live Events market with an extensive network of local contacts.
•   Understanding of effective sales and yield management principles.
•   Familiarity with venue capacities and limitations.
•   Proficiency in budgeting and forecasting.
•   Ability to communicate effectively with staff at all levels within the organization and with customers.
These competencies may be demonstrated by:
•   A tertiary qualification in hospitality management or equivalent training in sales processes.
•   Well-developed communication, organizational, and negotiation skills.
•   Prior experience in managing a sales area and contracting processes.

Selection Criteria

Tertiary qualification in Sales, Hospitality Management, Tourism Management, or equivalent relevant experience.
Demonstrated management skills.
Excellent written and verbal communication skills with the ability to interact effectively with staff and customers; high level of computer literacy.
Minimum of four years' experience as a sales Manager in international standard hotels, purpose-built convention centers, or companies within the Live Events industry.

General Responsibilities’ Standards

Develop effective relationships with OCEC management and staff, the Owner, Government representatives, business associates, clients and third-party consultants through appropriate communication and a positive attitude.
Provision of input to reports and correspondence as required.
Participate in training as directed by the OCEC General Manage.
Other duties as directed by the line Manager.

The deadline for the application is 16th of November 2024.

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