Event Audience & Hosted Recruitment Director
23 days ago
London
Position Title: Event Audience & Hosted Recruitment Director Reports To: Group Marketing Director, Europe & APAC – Northstar Travel Group Teams responsible for: Buyer Relations Team, telemarketing staff Products responsible for: Northstar events mainly in Europe, plus USA and Asia Pacific Direct Reports: Account Manager, Buyer Relations team and temporary telesales staff Works with: Senior management plus event, marketing, hosted buyer, data and sales teams Office Location: London, hybrid working About Northstar Northstar Travel Group is the leading business-to-business media company providing information and marketing solutions for the global travel industry. The company owns 14 media brands connecting 1.3M industry professionals through a comprehensive portfolio of digital, social, print and more than 100 events in 13 countries. Purpose The role is responsible for recruitment and engagement of senior-level buyers for Northstar Travel Media across its events / products: • Recruit delegates both personally and via the buyer relations team / telemarketing team., • On-going relationship management of buyers with the aim of securing them at Northstar events., • Is responsible for building, updating, cleaning & maintaining buyer databases for this purpose., • Leads the buyer relations and telesales team including recruitment, training, budgets and hitting KPIs., • Supports the hosted buyer and event team to deliver the delegate programmes in the lead up to and onsite at the events., • Reports numbers and targets accurately on a regular basis. Key accountabilities • Is responsible for delivery of agreed hosted buyer and delegate attendees and uses necessary strategy and tactics to deliver targets., • Ownership of the hosted buyer / event delegate databases including liaising with the data team to request and return data for the campaigns., • Manages buyer relations team to strategically find and recruit buyers to Northstar events throughout the year., • To plan and manage resource as and when required. To ensure team is trained, understands the product/show, that data is handled correctly and within GDPR guidelines. This includes overseeing the team’s day to day activities and regular 121s., • Is responsible for the recruitment budget including temporary staff and incentives and ensuring spend is within limits., • Is responsible for group coordinator recruitment including all necessary documentation, administration and reporting for this channel., • To manage the relationship with the external qualifier (if using) and being the qualifier of last resort if either the external qualifier or HB recruitment team are unable to reach a decision on suitability of buyer., • Has personal target and is responsible for actively making calls during campaigns to reach this target., • Looks to deliver the highest standard of quality in inbound and outbound calls via the team., • Assists hosted buyer & event teams to drive appointment numbers on request, and where necessary, exhibitor or sponsors appointments to fill any shortfall., • Supporting the hosted buyer & event teams to deliver the programme in the lead up to and onsite at the events., • Reporting numbers and targets on a regular basis., • Is responsible for vetting buyers across the events based on each event’s buyer criteria., • Is involved with advisory boards, workshops and other events as required., • Works closely with the marketing, sales, data, operations, and hosted buyer teams to achieve goals, feeding any industry knowledge back to the departments., • Researching and canvassing for new business., • Representing the events by attending many relevant industry events to ensure targets are met, industry expertise is expanded, and industry networks are rapidly developed. SUCCESS MEASURES • A proven understanding of and commitment to, growing the hosted and other delegate programmes through a business development approach., • Ability to manage and distribute data in a priority order., • Able to plan and work to a sales strategy., • Shows ability to think creatively to find solutions to reach targets., • Shows exemplary work ethos and actively gets ‘stuck in’ by making calls to drive numbers at times when resource is low / falling behind targets., • Strong project and time management abilities when required to juggle campaigns at similar times., • Excellent communication skills – verbal and written., • Ability to respond quickly when solving problems or complaints., • During live campaigns and events where a telesales team is available, a minimum of 25% of your time is spent on making delegate recruitment calls within the managerial role., • During small events, and with no telesales team, 75-100% of your time is spent on making delegate recruitment calls. BEHAVIOURS AND KNOWLEDGE • Highly organised with significant attention to detail., • Proven ability to manage a heavy workload and conflicting deadlines., • Self-motivated and able to lead team by example., • Team player., • Good data knowledge and abilities., • In-depth knowledge of all the technology required for this role including registration systems, diary systems and telephone systems., • Understanding USPs and benefits of own and competitor products., • Monitor competitor offering and websites to seek out new ideas., • Understanding market trends and developments to maximise sales opportunities. Please send your cover letter and your resume to . We offer a competitive compensation package, strong benefits and a dynamic and exciting culture.
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