Head of Exhibitions and Events

c£75,000 + Excellent benefits
Role Summary:
Responsible for strategic management of the relevant Division by improving the product offering; retaining and growing all incumbent client relationships; strategic account planning; development and overall growth and P/L for key accounts; also responsible for supporting new sales activity.

Role Responsibility
Strategy:
•Responsible for strategic development of the product offering
•Responsible for being the face of the events and exhibitions in the marketplace by actively seeking networking opportunities with clients and industry
•Responsible for conceiving and suggesting to the Board dynamic ways forward for the division by demonstrating deep knowledge of innovations and market trends
•Identifying and managing risks and competitor analysis
•To implement Board strategy
•To assist in the Change Management process as directed by the GMD
•To create and engender a Business Winning philosophy

Account Management/Sales:
•Overall responsibility for client relationships
•To oversee, maintain and improve consistent service standards and processes from the Account Directors
•Ensure sufficient resourcing for client services (Account Directors)
•Assist Account Directors in order to meet client deadlines, company expectations, and specific team targets.
•Manage the planning and future development of all key accounts with relevant Account Directors
•To manage Account Directors reporting and summary of account activity to GMD
•Ensure that Account Director targets are met
•Responsible for providing dynamic solutions for client exhibitions, in order to exceed client expectations and maintain and grow accounts
•Attend key client meetings, presentations and quarterly reviews as required
•To attend strategic projects on site to monitor Account Director and client service provision
•Responsible for maintaining a strategic overview of all accounts for maintenance, retention and growth
•Quality control of new business and Account Director proposals inputting creatively where required
•Support new sales activities and creation
•Manage and assist in creation of up-selling opportunities across the agency
•To be a key member of pitch teams by planning, researching and proposal writing, ensuring that the solution meets and exceeds the client’s requirements; attend pitches with the AD/Sales teams when required

Financial:

•Profit and loss responsibility for the relevant Division as a whole – specific KPIs to be agreed annually and reviewed quarterly
•Ensure that Account Management targets are met
•Maximise profitability of accounts by ensuring that Account Directors
oLeverage existing opportunities for growth
oSell and manage additional services
oMonitor Account Director time charges and additional fees as appropriate
•Full responsibility for meeting agreed incumbent growth targets
•Ensuring Account Directors are setting and monitoring hourly resource allocations for the project teams

Management:

•Day to day management of the Account Directors
•Performance management responsibility for Account Directors together with the Group Managing Director i.e. annual appraisals and quarterly reviews.
•Responsibility for coaching, mentoring and establishing mentoring opportunities from outside and within the Account Directors

Self-Development:

•Attend supplier presentations to enhance product knowledge whether in UK or overseas and to actively encourage team members to do also.
•Attend training courses, as appropriate, to either learn new or enhance existing skills.
•Understand and be able to promote well the group’s full service global offering.
•Continuously look at improving working practices and services for future development of the group together with the Group Operations.

Competencies Required:

•Commercial/Business Awareness – identifies new business, grows existing client business, maximizes 3rd party/professional relationships and communicates strategy to staff. Forecasts and contributes to and enhances Company profitability by thinking about actions in line with budgets and financial targets
•Strategic decision-making: - Gathers information, identifies and fills gaps required to understand strategic information. Organises information and data used to explain or identify major trends, problems and causes. Compares and combines information to identify underlying issues. Evaluate and select strategies: generates and considers options and actions to achieve a long-range goal or vision. Develops decision criteria considering factors such as cost benefits, timing, risks and buy-in and selects the strategy most likely to succeed. Establishes an implementation plan with key tasks and resources needed to achieve project objectives. Executes the plan make sure strategies are carried out monitors results and makes adjustments.
Aligning Performance with success - Sets Performance Goals. Collaboratively works with direct reports to identify behaviours, skills and knowledge required to achieve business goals. Creates a learning environment, collaboratively establishes development plans, tracks performance, evaluates performance.
•Communication – Actively listens and uses different methods of communication to inform, generate ideas, influence opinion and resolve differences within the scope of the role
•Planning & Organisation – Ensures objectives are clarified, defined and that realistic action plans are developed and implemented in line with detailed critical path and regular team review
•People Management – Motivates colleagues and teams through counseling and coaching with empathy and approachability, regularly participating or inputting into appraisal or review with energy and creativity
•Team working - Sets direction, clarifies roles & delegates, encouraging participation and contribution through shared leadership, consensus decision-making, planning and co-ordination, follow up and ongoing evaluation
•Customer & Quality Focused – Works to continuously improve products, services and work processes to exceed customer expectations, whilst building relationships with colleagues, clients and suppliers
•Profitability – Forecasts and contributes to and enhances Company profitability by thinking about actions in line with budgets and financial targets
•Accountability – Will deliver results within our environment and will be judged by those results
•Personal Growth – Takes full responsibility to develop own operational experience and is considered competent in area of expertise. Is flexible, committed and shows integrity
•Leadership – Communicates and promotes the business vision and decisions through leading by example

Skills Required

• PC Literacy – word, excel, powerpoint, outlook
• Commercial awareness
• Open mindedness and fairness
• Project management skills
• Budget management skills
• Negotiation skills
• Presentation skills
• Attention to detail
• Excellent communication skills

People Values

•Fun – an enjoyable place to work at and for our customers to work with
•Professional – to be seen as and to be respected for our integrity and ethical behaviour at all times
•Collaborative – we listen, value, support, invest in and trust our employees and customers and work as a team to achieve best results
•Challenging – we don’t accept the norm and strive to go beyond the limits
•Creative – we seek out and deliver creative and innovative solutions that exceed our customers’ expectations
•Driven – we are motivated and engaged and rewarded for our individual achievements and also as a team
•Commercial Focus – we are internally and externally aware of budgets, price, value, procurement and results