Sales Manager, Arts & Entertainment

Job Description Contract Summary
Who We Are: IMG is a global leader in events, fashion, sports and media. The company manages some of the world’s greatest athletes and fashion icons; owns and operates hundreds of live events annually; and is a leading independent producer and distributor of sports and entertainment media. The Arts & Entertainment division of IMG owns and runs some of the UK’s biggest festivals and events, from The Big Feastival, Taste of London, Hampton Court Palace Festival, Greenwich Summer Sounds, Hyde Park Winter Wonderland and Glyde at Battersea Power Station. We are looking for an experienced salesperson to join our team to sell brand activations and sponsorship packages for The Big Feastival. The Big Feastival is a family, food, drink, and music festival held on Alex James’ Farm in The Cotswolds over the August Bank Holiday weekend, which attracts over 65,000 people over the 3 days. The candidate must have a passion for live events and have sales experience. What You’ll Do The Sales Manager will be for the sales management and delivery of exhibitor and sponsorship revenues for Taste of London, as well as cross-selling into The Big Feastival, Hampton Court Palace Festival, Glide, Winter Wonderland and any other required events Key Responsibilities Include:

• Generate leads and sell exhibitor stands and sponsorship for Taste of London
• Responsible for developing sales opportunities by establishing new networks and effective account management of existing clients
• Have responsibility for individual and team exhibitor targets
• Maximise all potential revenue to achieve/exceed event targets
• Achieve and maintain high activity of outbound communication
• Help the Senior Sales Manager with regular training and feedback
• Help drive business development
• Manage your schedule effectively, incorporating regular client meetings and key networking windows
• Management of CRM and key accounts
• Maintain, develop and manage sales database including record of key contacts and sales communication
• Work closely with members of the sales team to develop ideas and approaches
• Report on sales activity and sales results on demand
• Contribute ideas – read industry press, exploit knowledge to spot new opportunities
• Update and monitor available inventory
• Liaise with internal departments productively including event management, marketing, operations, finance etc.
• Retain integrity of events by adhering to set processes and maintaining high yield
• Develop an in depth understanding of the market landscape
• Contribute ideas to develop the event – read trade press, knowledge to spot new opportunities
• Responsible for taking briefs, managing agendas and delivering on set objectives
• Ensure all agreed processes are adhered to and implemented with excellent attention to detail
• Work with the Senior Sales Manager to create a customer care programme to maintain strong client relationships, ensure excellent on-site delivery of packages and drives show loyalty

Key Results Areas

• All personal targets are achieved and exceeded
• Work with the Senior Sales Manager to ensure that team exhibitor targets are achieved and exceeded
• All communication is answered within the agreed timeframes
• All clients have a dependable and personal service
• All development responsibilities are delivered to set performance targets
• You are an active contributor to the entire sales team
• Creative thinker, able to enhance client experiences through detailed conversations and unique ideas to and develop client relationships and expand client expenditure
• Comprehensive knowledge of campaign with weekly and monthly accurate sales forecasting

You will have the following strengths

• Sales experience.
• Ability to negotiate, close deals and influence key stakeholders;
• Strong telephone sales skills, engaging clients, making leads happen;
• Ability to work independently;
• Ability to build a strong rapport with clients;
• Experience of managing pipelines and databases
• Experience of managing CRM databases
• Able to work efficiently and effectively under pressure
• Personal gravitas and the ability to work with key senior stakeholders
• Confidence and expertise to solve problems and issues
• Excellent attention to detail and communication skills, both written and verbal
• Commercially aware and customer-focused
• High level of motivation and drive with the ability to initiate and deliver sales
• Target driven & a team player with excellent time management and planning skills

Our Values:

• We are fueled by Persistence, adapting and seeking solutions in the face of challenges.
• We support and elevate diverse voices, promoting equity and Inclusion within our company, industries and community.
• We operate with a spirit of Entrepreneurialism, a willingness to take risks and mindset that is built to disrupt.
• We rely on Collaboration across our network to power culture and unite people around the world.
• We hold ourselves to the highest standards of Excellence in every aspect of our work, including how we interact with one another, our clients and our partners.

Our Work Ethic: We know the world has changed, and we want to offer our employees the chance to collaborate at our unique office spaces, whilst enjoying the convenience of working from home. We've adopted a hybrid working approach to give more flexibility on where and how we work. You'll find out more about what this means for this role during the recruitment process, but we are currently excited to have our employees experience our office culture as much as possible. Endeavor unites and brings people together in our love of sport, culture, and entertainment. We understand this can only be accomplished when we harness the entirety of our company and lead with a lens of diversity, equity, and inclusion in everything we do. It means that we engage in anti-racism and ally-ship the way we do anything. Fiercely and fearlessly. As a global company that drives culture we endeavor to reflect the world’s diverse voices both internally and externally to ensure success in our mission. If you require reasonable accommodation during the application and selection process, please let us know. We will work together to best meet your needs. IMG is part of Endeavor, a global entertainment, sports and content company, home to the world’s most dynamic and engaging storytellers, brands, live events and experiences. The company is comprised of industry leaders including entertainment agency WME; sports, fashion, events and media company IMG; and premier mixed martial arts organization UFC. The Endeavor network specializes in talent representation; marketing and licensing; content development, distribution and sales; event management; and a number of direct-to-consumer offerings. Benefits:

• Income protection
• Life insurance
• Private medical insurance
• Pension contribution
• 23 days holiday + x-mas week off + bank holidays
• Dental insurance
• Green car scheme
• Season ticket loan
• Cycle to work scheme
• Eye Care
• Endeavor Wellness - lunch and learn events
• EAP - range of practical and emotional support services
• Dependent care - 5 days subsidized emergency child, pet, elder care
• Subsidized gym membership / Class-pass
• Health Screening
• Dynamic office environment with great people!
• Regular team and company networking events/celebrations
• Access to free tickets to sporting and entertainment events

The Process: We appreciate the time take to apply for the role and your recent interest in IMG. We will review all applications within five working days and be in touch with those who have been shortlisted to the next stage. Unfortunately, due to volume we are not able to get back to everyone individually so if you have not heard back from us unfortunately you have not been successful on this occasion and wish you all the best in your search. Endeavor LinkedIn - https://www.linkedin.com/company/endeavor-co/mycompany/ Endeavor Website - https://www.endeavorco.com/ IMG Media LinkedIn - https://www.linkedin.com/company/img-media/ IMG Media Website - https://img.com/expertise/media/ Your Career at IMG IMG is highly invested in the career development of its employees. If successful in your role, it should provide you with a stepping stone to the next stage and beyond. Examples of roles that people previously advanced to from the role or the level of this position are Sales Manager or Senior Sales Manager. It is important to note that while most people look at the position of their line manager as the next step, there is significant opportunity for cross-promotion across the many different divisions of the company. This is possible because of the vast scope of our company and will be strongly encouraged. As a valued employee you will have access to development tools including the Events Leadership Academy and the Events Mentoring scheme to support your career and personal development with IMG. Working Conditions:

• The work location is Chiswick Park, London.
• This is a fixed term contract.
• Working hours are 09:00 - 17:00.
• Regular weekend work where you may be required to travel to events in line with the Arts & Entertainment portfolio.
• Outside of event travel there will be a requirement to travel for meetings as part of the role.

Endeavor is an equal opportunity employer committed to a diverse and inclusive work environment.