Job Description
About Hyve
We believe that when people come together, powerful things happen. Hyve Group plc 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, Africa Oil Week, 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 speciality, 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.
Spring & Autumn Fair are the UK’s most vibrant marketplaces for wholesale home, gift and fashion. It’s where retailers, large and small, come together to make the connections that could change everything. Getting stocked by a major retailer, hearing from the industry’s leaders, and finding the next bestseller – these are just some of the game-changing possibilities we deliver to our customers.
Now we’re looking for a Key Account Director to join the team.
As part of your job, you will:
* Take ownership of your Destination – this involves creating and executing the sales strategy for the sector and ensuring everyone working on the sector is following suit
* To drive growth within your Destination from Retention, Lapsed and New Business opportunities
* Drive international growth within your Destination through a strategic plan and working and closely managing relationships with our network of international agents
* Drive revenue growth within your Destination through upselling exhibitors additional opportunities – sponsorship
* Support sales team members with sales activities where appropriate. This could include developing sales strategies, helping prepare for client meetings, and attending meetings with key accounts.
* Identify and build new client relationships and win-back damaged/lapsed relationships
* Develop strong business relationships with a plethora of client stakeholders, across business functions and geographies
* Report sales and team performance to Head of Growth/Event Director/Portfolio Director, and when appropriate lead sales meetings.
* Ongoing sector development, performance and analysis
* Project management supporting Head of Growth/Event Director/Portfolio Director with all selected aspects of show delivery.
* You are expected to generate your own leads through networking both on and offline and through keeping up to date with retail trends, as well as act on those that are inbound through our sales lead generation marketing.
* You do not manage lead generation, but your insight and advice will help feed the outreach.
* You will create proposals for clients that represent their wants and budget.
* Maximise yields through limiting discounting across your destination.
* You will be creative with your solutions to ensure no money is left on the table.
* To grow account spend from 2024 to 2025.
* You will be good at problem solving and be able to deal with client challenges in a professional, prompt and customer-centric manner.
* Continually build on the knowledge of the clients’ organisations and understanding of their markets & strategies, both at HQ and local level.
* Ensure an excellent understanding of the client’s needs and how they are nuanced at a personal, divisional or regional level.
* Achieve/exceed soft targets and non-revenue KPIs relating to client engagement and satisfaction, as agreed with your manager
And here’s what we’re looking for from you:
* Outstanding self-awareness, high levels of empathy and strong influencing skill
* Good at building effective working relationships and networks at all levels and able to deal with senior stakeholders (client side and internal), ability to build trust and rapport
* 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
* Proven track record in new business development with large multi-national companies and in strategic account development
* Strong presentation and communication 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
* First rate communicator with proven business development and negotiation skills
* Strong commercial outlook and growth mindset
* Sales and results driven
* Highly numerate
* Excellent pipeline management and business planning
* Excellent interpersonal skills with the ability to effectively and diplomatically balance conflicting needs and priorities
* Excellent organisation and planning skills
* 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
* Personality and drive
* Ability to work in a high performing, fast paced matrix environment
* Flexible and adaptable to the needs of the client and the business
* Skilled use of Microsoft Excel, PowerPoint, Teams, Dynamics
* Innovation mindset with desire for continuous improvement
Let us know if this sounds like you!
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