New Business Sales Manager – Conference and Events at Tottenham Hotspur FC

Founded in 1882, Tottenham Hotspur Football Club is an English Premier League Club, based in North London.

The New Business Sales Manager – Conference and Events role is based out of the Club’s headquarters in Lilywhite House and will be focused on securing event sales through face-to-face meetings at the Stadium and also offsite at business locations. Due to the nature of the role, the position may include shift-work to include mornings, evenings, weekends and/or Bank Holidays, so a flexible candidate is sought.

JOB PURPOSE

We are looking for an experienced, dynamic and dedicated New Business Sales Manager with at least three years’ experience of identifying and cultivating new accounts for both Corporate and Event Agencies.

The key responsibility is to support the commercial growth of the department by pro-actively engaging with new B2B audiences with a major focus on corporate and agency based event buyers.

You will maximise sales across 15 major events spaces at Tottenham Hotspur Stadium. The nature of events include : meetings, conferences, exhibitions, private events and brand activations for 20-10,000 guests.

You will be working with the Commercial Manager to set goals and develop plans for business and revenue growth. Researching, planning, and implementing new target market initiatives. Researching prospective agency and corporate accounts in target markets. Pursuing leads and moving them through the sales cycle.

KEY RESPONSIBILITES

• To maximise revenue by selling across other events and opportunities from within the Tottenham Hotspur Stadium portfolio
• Deliver on individual and team sales targets and business objectives including growing the database with contact information across the corporate and agency sectors
• Deliver weekly and monthly sales reports to line manager
• Track weekly performance against agreed targets, identifying risks and opportunities to exceed monthly targets
• Cultivate key new B2B relationships in both the agent and corporate event sectors
• Creation of creative and compelling proposals from inbound enquiries
• Proactively instigate and conduct client meetings/interactions via calls, teams, onsite and offsite meetings
• Suggest new innovative ways to engage with Corporates and Agents and raise these ideas weekly with the Commercial Manager and marketing team
• Negotiate closure of all sales enquiries and manage handover to event operational team
• Manage delivery of targeted initiatives to secure maximum sales
• Represent the Club positively at offsite meetings, venue showcases, match days, PR events, exhibitions and conferences, with a view to maximising sales
• Create and invite prospects to a bi-monthly fam trip events/hosted breakfasts/lunches or dinners every month for Corporates and for Event agencies to showcase the venue
• Work with the Commercial manager on product development, identifying new shows, events or white label events based on market trends and understanding the needs of our customers

PERSONAL ATTRIBUTES

• Thinks ahead, generates ideas
• Values & respects others, builds relationships, collaborates
• Gets things done, delivers to high standards, takes responsibility
• Excellent communicator with strong inter-personal and networking skills
• Gifted negotiator and influencer with the ability to work autonomously
• Creative, energetic and target driven
• Thrives under pressure
• A self motivated individual who can use their own initiative but is also supportive team member
• Strong personal work ethic
• Leadership ability

SKILLS AND EXPERIENCE

• Proven experience within a senior pro-active sales role
• Experience within entertainment and events venues is essential for this role
• A strong track record in sales and consistently exceeding individual targets and objectives
• Consistently exceeds activity levels and KPIs
• Ability to build strong working relationships with both clients and the sales team
• Have a consultative selling approach to new customers
• Expertise in developing sales strategies and developing new business
• A strong professional network within the agency and corporate marketplace, with exceptional contacts and relationships within event agencies and corporate event bookers
• Excels in strategic prospecting and can nurture relationships at executive level
• Excellent presentation-writing and presenting skills