Head of Sales - Exhibitions

Job Title: Head of Sales – Exhibitions and Events

Location: Olympia Events, London, W14 8UX

Reports to: Sales Director – Conference and Events

Description: Olympia Events is more than an exhibition venue, conference centre and live-event space - it’s an inspiration. Against a backdrop of grand Victorian architecture, the seven connected spaces inspire engagement and enjoyment. Olympia Events is recognised in the industry for exceptional levels of customer service and support, and our numerous awards are testament to our clients' satisfaction. Beyond the walls of our venue, Olympia is on the ground, working to invest in people, strengthen our communities, and protect the environment. Olympia Events is undergoing a period of change. In 2017, the venue was bought by a consortium led by Yoo Capital and Deutsche Finance international. Work is currently underway to transform the wider estate into a cultural hub of which Olympia Events will be the central part. Once complete, the estate will include a new theatre, music venue, two hotels, over 30 eateries, world-class office space and over two acres of public realm. More information can be found at https://olympia.co.uk/

Job Purpose: Reporting directly to the Sales Director – Events you will be responsible for delivering the strategy to secure Exhibition sales that align with Olympia’s ambitious commercial growth plan and business objectives. You will possess a deep understanding of market trends and competitive landscapes to cultivate key relationships and drive revenue growth.

Key Responsibilities

• Maximise revenue opportunities and ensure sell out for all agreed event spaces within the Exhibition Halls (Grand Hall, National Hall, West Halls - Ground and Lower, and the new Central Hall (new venue linked to the International Convention Centre) in line with EBITDAR business expectations.
• Work with the Sales Director – Events to execute strategies to support business objectives and maximise awareness for all Exhibitions and guest experiences.
• Deliver and execute a sales strategy to deliver your agreed targets in line with the company Masterplan
• Cultivate and develop key relationships within a corporate and consumer marketplace in the UK and Internationally.
• Build and maintain strong relationships with lapsed and new clients to ensure repeat business.
• Create proposals and negotiate contracts.
• Build processes to support business growth and monitor and maintain these processes to drive efficiencies.
• Manage and develop staff and implement KPI`s and targets to meet the growth expectations of the business.
• Recruit staff and develop an aspirational hierarchy which offers high performers the opportunity to progress within the business.
• Deliver a profit and loss process and implement these processes into the sales delivery to ensure that all events meet the required profitability in line with the Masterplan.
• Create sales collateral, including brochures, presentations, case studies, and pitch decks.
• Work positively and collaboratively with colleagues across Olympia Estates Services and wider estate partner and suppliers to ensure all work and efforts are aligned to the wider destination opportunities.

Person specification

• Demonstrated experience of high level and value event experience and sales.
• Proven experience of delivering and exceeding revenue targets.
• Proven delivery of successful sales strategies.
• Proven experience of event industry trends and market place.
• Proven experience in managing complex internal and external stakeholder relationships.
• Excellent written and verbal communication skills, with the ability to craft clear and compelling sales messaging.
• Strategic thinker with the ability to develop and execute plans that align with business objectives.
• Ability to work under pressure and navigate fast-paced environments.
• The ability to work autonomously.
• A committed team player.
• A high level of integrity and an ability to be discrete and tactful with due respect for confidentiality.
• Highly organised and efficient with excellent attention to detail.
• Ability to analyse situations quickly and respond to those seeking advice/guidance.
• A confident public speaker with the ability to present information to a wide range of audiences.
• A self-starter with a positive, enthusiastic attitude.
• Highly proficient in MS Office software.

Sustainability Responsibilities

• Continuously improve your knowledge of Olympia Events’ sustainability programme - the ‘Grand Plan’.
• Complete all training provided and promote sustainability practices to meet our Grand Plan objectives
• Follow and promote all sustainable workplace policies and procedures and seek ways to make your department more sustainable by taking an active role to initiate change

Olympia Events is fully committed to ensuring the safety and wellbeing of all children, young people and adults at risk (vulnerable groups) that attend our premises. As a consequence, Olympia Events may require any successful applicant to complete a DBS Check prior to working in our business. Olympia Events is committed to Equality, Diversity and Inclusion and excepts all its people to have a positive commitment to EDI by treating others fairly and not committing any form of discrimination, victimisation or harassment and to promote positive working relationships amongst employees and stakeholders.

This Job Description is not intended to be exhaustive; the duties and responsibilities may therefore vary over according to the changing needs of the business.