Events & Exhibitions

Division:  Conferences Department:  Group Sales - Telesales Reports to:  Telesales Manager The Telesales team oversees all delegate sales for IIR conferences and training programmes and achieves over 60% of the total delegate sales revenue.  Within the team there are two main functions – conference delegate sales and training delegate sales.  Their purpose is to position IIR as the leading provider of conferences and training in the region through the sales campaign in a B2B environment. We aim to initiate, plan, develop, manage and sell delegate places for events within the UAE, the broader Middle East region and the rest of the world.  The objective is to meet challenging revenue and profit targets for the unit and work in line with goals of growth and continued success. With over 370 conferences and training courses a year we sell on various industry sectors including Finance, Business Management, Human Resources, Sales and Marketing, Property, Technology and Health & Safety.  With over US$7 million in sales revenue in 2007 the department plays a pivotal role in the development and success across the board of IIR ME's events Job Purpose  To invite and drive through the sales process of selling delegate places for a wide range of conferences and training courses and to achieve pre-determined revenue and profit targets whilst ensuring strong relationships are built with new and existing customers.  It is important you are competent in all aspects of the conference sales process including urgency, sales pitch creation, qualifying the right prospects, time management, handling objections, reaching decision makers, conducting sales briefs and understanding the key elements in closing the sale. Key Performance Indicators • Achievement of sales revenue/profit targets • Number of calls made per day • Time of call duration • Effective co-ordination with production and marketing • Growth of existing portfolio by generating new leads • Up selling and cross selling of companies and events Main Tasks & Responsibilities Sales • Drive through the achievement of delegate numbers and sales revenue targets • Continue to build strong relationships with current and potential clients both pre and post event • Effectively convert and up sell inquires into sales • Provide ongoing constructive feedback to the marketing team General • Continually monitor and research the market to increase market knowledge • Identify competitive events and familiarise with competitor events • Database clean and build • Perform any other duties commensurate with the grade and level of responsibility • Completion of weekly sales reports and daily updates of the daily planner • Provide event feedback to production and marketing on a regular basis Person Specification Minimum Education Level Required: • Educated to UK GCE â€کA’ level or equivalent Background Skills, Knowledge & Experience Essential • Minimum of one year working experience in a business environment • Minimum of one years sales experience with demonstrated successful sales record of high value sales activity • Understanding of event sales cycles • Computer literate and proficient in the use of Microsoft Word and Excel • Speaks and writes clearly and fluently in English to both individuals and groups • Numerate Desirable • Spoken Arabic • Related Industry knowledge Behavioural Competencies Essential • Effective communication at all levels internally and externally • Trustworthy and discrete with sensitive information • Positive approach to team work • Effective negotiation and persuasion skills • Remains calm and approachable under pressure • Flexible and adaptable • Creative thinking skills for problem solving • Ability to work under pressure and within changing priorities and deadlines • Customer focus • Decision making • Results driven • Attention to detail and accuracy • Planning and organising • Ability to multi task • Interpersonal skills • Time management • Self motivated • Networking skills