About Hyve
We believe that when people come together, powerful things happen. Hyve Group Ltd connects global industry communities through unmissable events, online networking platforms, and hyper-productive meeting programmes.
Our decades of experience put us at the heart of industries, and we are committed to using our influence to shape innovation and drive progress across our customer communities.
Our market-leading portfolio of global brands includes Shoptalk, Spring Fair, Bett, Mining Indaba, and Retail Meetup.
#LifeAtHyve
At Hyve, we are driven by our values: brilliant work, fresh thinking, rich connections, and collective buzz. In practice, this means we value quality, work with passion, celebrate uniqueness, and are our best when we work together.
We value a diverse team and are committed to employing individuals from all backgrounds and creating a culture based around belonging.
Our hybrid working model ensures we respect our peoples’ work/life balance.
Human connections are our specialty, and we offer a jam-packed calendar of social events, inclusion workshops, and professional development opportunities to make sure #LifeAtHyve is always fulfilling and exciting.
Job overview
To increase short and long-term revenue through building & managing global key accounts and driving the key account relationship through understanding the client’s business and objectives, developing and managing the implementation of strategy, particularly in relation to revenue growth, client service excellence and product development.
We are looking for someone who can marry both the strategic consultancy mindset in terms of future opportunity and growth and the incisive commercial acumen necessary to work with major accounts and senior stakeholders. We are looking for an intellectual and sophisticated sales professional that can engage with senior leaders who can understand their objectives and challenges and have the ability to create high value solutions.
Key to this role is ensuring that client contracts deliver increasing ROI every year and as such the ability to effectively oversee delivery of complex event marketing solutions is essential. A strong background in project management is critical, as a keen appetite for seeing sales through from inception through execution and evaluation.
Key responsibilities
Credibility, relationships and account strategy
* Continually strengthen the reputation of our brand and our company.
* Develop strong business relationships with a plethora of client stakeholders, across business functions and geographies.
* Identify and build new client relationships and win-back damaged/lapsed relationships.
* Ensure an excellent understanding of the client’s needs and how they are nuanced at a personal, divisional or regional level.
* Develop strategic account plans and input for event plans.
* Achieve/exceed soft targets and non-revenue KPIs relating to client engagement and satisfaction, as agreed with your manager.
Sales and complex deals
* Develop and deliver complex event marketing solutions, with a complex deal structure.
* Drive stand and sponsorship sales and achieve/exceed specified revenue targets as agreed with your manager.
* Multi-product revenue analysis and pipeline management
* Clear, transparent and timely execution of contracts.
Project management and proposition development
* Co-ordination of the delivery team, including collaboration with Content, Marketing, Operations, Legal, Finance.
* Consult on project delivery budgets and drive margin improvement.
* Support event leaders and function heads with clear and compelling insight for proposition development and wider event strategy.
* Manage work across time-zones.
Valued skills
* Ability to demonstrate working with large multi-national corporations.
* Track record developing and delivering strategic account plans.
* Experience analysing and reporting client ROI.
* Experience managing senior stakeholders: including collaborating with, influencing, presenting to C-suite clients and internal stakeholders.
* Experience developing new business in diverse geographies including Africa, Europe, Middle East, and Asia.
* Developing, selling, and delivering complex, high value deals multi-product deals worth over £100k.
* Proven track record growing account revenues and margins
* Working knowledge of innovation and product development.
* Coordinating complex projects across multiple functions and products.
* Experience managing people, directly and indirectly.
* Confidence leading product pitches (internal and client facing) and being an integral part of product development
Key Competencies Required
* Outstanding self-awareness, high levels of empathy and strong influencing skill.
* Relationship building skills that help build trust and rapport.
* Good at building effective working relationships and networks at all levels and able to deal with senior stakeholders (client side and internal).
* Ability to assimilate knowledge rapidly.
* Able to understand customer needs (implied and explicit) and adapt our portfolio of events and services to build a tailored solution for them.
* Excellent communication skills – persuasive, confident and good listening skills.
* Strong presentation skills – face to face and by phone or conference call.
* Up-to-date with trends and current issues within your business sector and the event industry as a whole.
* Strong commercial outlook and growth mindset.
* Excellent interpersonal skills with the ability to effectively and diplomatically balance conflicting needs and priorities.
* Excellent attention to detail and ability to multi-task, especially when working fast and to tight timelines.
* Analytical approach.
* Strong desire to succeed and a positive ‘can-do attitude’.
* Resourceful, good at problem solving and able to cope under pressure.
* Strong work ethic.
* Flexible and adaptable to the needs of the client and the business.