Sales Manager – Banqueting and Meetings

Date: 17 Sep 2018


To secure new and repeat business in banqueting and small meetings for the Ricoh Arena by managing inbound enquiries and being proactive in the local and regional marketplace. To achieve personal and team targets set by the Commercial Director in line with the business strategies and identify opportunities to increase the profile of the Ricoh Arena and generate sales.

Duties and responsibilities will vary from time to time and the employee will be expected to perform other duties that are reasonably comparable and adhere to relevant health, safety and environmental policies at all times. 

Key Responsibilities

  • Typical sales of £750,000 p.a. derived from small meetings and banqueting
  • Effectively plan for future personal sales activities based on agreed KPIs and to meet individual sales targets
  • Responding to inbound enquiries in a professional and knowledgeable manner to secure business for the Ricoh Arena
  • Researching the local and regional marketplace and identifying new potential clients for the Ricoh Arena in order to secure new business wins
  • Development of relationships by having regular face-to-face meetings with clients at the Ricoh Arena and off-site
  • Attend local networking events to generate new business opportunities
  • Prepare presentation documentation which demonstrated the benefits and value proposition of the Ricoh Arena to meet clients’ needs
  • Negotiate with clients where necessary and ensure all documentation including contracts are prepared, issued and returned within the deadlines
  • Plan in regular client meetings to continue to grow the business relationships and develop long term viability partnerships
  • Develop an understanding of the costs involved in conference delivery and make recommendations where improvements can be achieved.
  • Report on activities, progress and discuss key issues
  • Maintain records on clients and sales activity
  • Maintain sales reports and complete accurately and in timely fashion
  • Ensure customers comply with company terms and conditions of trading – prepare documentation to ensure all contractual details covered off
  • Work closely with the Catering Team and Head of Sales to develop the Banqueting proposition and ensure that it is effectively sold and maximised.

Skills and Experience

  • Proven sales experience within a client focussed sales role with similar target levels
  • Drive and energy to succeed – must have a ‘hunting’ attitude and tenacity for the sale
  • Strong relationship builder
  • Experience of the local meetings and banqueting market or similar consultative sales experience
  • Ability to self-manage and be pro-active in role
  • Strong presentation and communication skills
  • Commercial acumen - ability to close deals and agree appropriate commercial terms
  • Understanding of the costs involved in conference delivery and influencing additional sales
  • Excellent interpersonal skills
  • Strong negotiator and influencing skills
  • Innovative and creative approach to sales generation
  • Ability to work effectively as a contributing team member
  • Passion, energy, drive and commitment

KPIs

  • Achievement of £750,000p.a. revenue target in Banqueting & Meetings sales
  • 40 face to face client meetings per month
  • 100 prospecting telephone calls per month
  • 8 new client introductions to Ricoh Arena per month
  • 8 site visits per month

Education

  • Ideally degree qualified with a minimum of two years conference sales or similar consultative sales experience
  • Computer literate (Microsoft office, PowerPoint, Excel)

Reports to: Head of Sales

Deadline: 28th September

Send your CV to: Jenni.ford@ricoharena.co.uk