Head of Venue Sales
Application Deadline: 11 April 2025
Department: Sales
Employment Type: Permanent - Full Time
Location: Silverstone
Reporting To: Sales Director
Description
As Head of Venue Sales, you will lead and drive the sales strategy for our venue sales, including our awarding winning MICE product, Escapade Accommodation and Track sales. This role will oversee all aspects of venue sales, focusing on developing new business opportunities, enhancing customer relationships, driving revenue growth, whilst leading a high-performing sales team.
Key Relationships
* Executive and Director Leadership Team
* Heads of Commercial/ Management Team
* Work closely with the hospitality operations teams to ensure product innovation, customer satisfaction and retention.
* Collaborate with the marketing department to develop promotional campaigns, collateral and ensure that Silverstone’s brand is effectively represented in the marketplace.
* Work closely with the operations and customer service teams to ensure smooth coordination and execution of contracts and events.
Key Responsibilities
Financial Responsibilities
* Responsible for delivery of the annual budget and associated targets.
* Set clear KPI targets for the sales team to ensure they deliver / exceed budget. Monitors all day-to-day activities of direct reports.
* Compile management information including pipeline, forecasting and activity ratios and report to board.
Strategy Curation and Delivery
* Create and execute a long-term Sales Strategy that identifies how profitability for Silverstone can be achieved.
* In partnership with the Sales Director, develop the overall sales strategy for Silverstone, ensuring alignment across Leisure development, Hospitality Sales, MICE Sales and Business Development to drive revenue growth, enhance customer engagement, continue to support innovation and develop a high performing, engaged Sales team.
* Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
* Using knowledge of the market and competitors to identify and develop the company’s unique selling propositions and differentiators.
* Identify new commercial opportunities within different sectors that will lead to an increase in revenue.
* Implement a Conference Agency strategy to drive business and introduce new corporate clients to Silverstone. Where appropriate implement commercial arrangements to drive more revenue.
* Organise and deliver continuous familiarisation site inspection trips of Silverstone by key corporate and agency bookers.
* Research and implement an Exhibition Market strategy and plan to attain large scale exhibition bookings.
Pipeline Generation and Client Engagement
* Lead source new clients to fill the pipeline by growing, maintaining and leveraging existing contacts and turning them into commercial opportunities.
* Nurturing existing client relationships to deliver increased revenue.
* Ensure all client information is logged in the Silverstone CRM database to the agreed standards.
* Maintain a full account database, account information, activities & bookings in sales CRM system.
* Planning of conversion days and identifying relevant conversion tools.
* Effective management of sales diary to ensure maximum conversion.
Team Leadership
* Lead, mentor, and manage the team to maximise their potential and achieve individual and team sales goals.
* Provide coaching and ongoing professional development to the sales team, ensuring they have the necessary tools and resources for success.
* Conduct regular performance reviews and manage the recruitment and onboarding of new team members.
* Create an environment and proactive culture within the department which supports the year-on-year increase of sales performance.
* Put in place a development plan for each team member.
Skills, Knowledge and Expertise
* Extensive experience within the MICE industry.
* Proven leadership experience in MICE sales, with a record of delivering exceptional results.
* Inspirational leadership with the ability to foster a culture of innovation and high performance in a fast-paced environment.
* Strong communication and collaboration skills to engage with diverse stakeholders effectively.
* A degree in Business, Tourism, Hospitality, or a related field is preferred, but equivalent professional experience will also be considered
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