JOB DESCRIPTION

Job title:Sponsorship and Exhibition Sales Manager

Directorate:Business Development

Grade:5

Post holder:Vacant

Responsible to:Head of Meetings

Liaison with:Director of Business Development
Meetings Team

Marketing

Existing and past corporate supporters

Hours:35 hours per week

The Department

The role of Sponsorship and Exhibition Sales Manager, reporting to the Head of Meetings, is located within the Business Development directorate. The role will require a close and active working relationship with the Meetings Team.

The Meetings Team is responsible for the organisation of all RCOG conferences, courses and events. This amounts to approximately 120 events per year:

  • Internal courses and conferences 60-70 per annum
  • Franchised courses 50+ per annum
  • Videoconferences 2-3 per annum
  • External courses
  • RCOG World Congress

All aspects of conference arrangements are covered by the department, from inviting speakers and chairs to effectively publicising each event, registering delegates, organising social events and on-site management of event logistics. For larger external events, external professional congress organisers are appointed and managed.

Purpose

Reporting to the Head of Meetings, the post holder will work in liaison with the Director of Business Development and other directorate directors, business partners, sponsors and potential sponsors of the College to support, manage and undertake sales activity and business development activity, prospect for new customers, respond to sales leads and generate new income in the UK and internationally.

A key element of this role is the sales and business development for exhibitors and sponsors for all RCOG events.In maximising funding from these sources, this role is critical in delivering the College’s unrestricted income strategy and thereby supporting women’s healthcare worldwide.

Main duties

  1. Actively manage the selling of sponsorship and exhibition space for all RCOG, specifically:
  2. Develop event specific sales plans and targets.
  3. Maintain and develop the prospects database of potential sponsors and exhibitors.
  4. Manage all commercial relationships.
  5. Commission marketing materials and campaigns to attract exhibitors.
  6. Manage sales campaigns.
  7. Secure contracts.
  8. Manage contracts, invoices, exhibition manuals, floor plans and forms and on-site logistics to ensure obligations are fulfilled.
  9. Collate, analyse and action points arising from exhibitor feedback.
  1. Work with Head of Meetings to design and maintain a suite of sponsorship packages that will deliver value to the corporate market, whilst in no way conflicting with the integrity of the College.
  1. Working closely with Head of Meetings and other relevant RCOG directorates, to develop business partnerships and corporate engagement to maximise opportunities and income.
  1. Achieve or surpass the sponsorship and sales targets for income from corporate relationships, exhibition space and sponsorship.Annual targets will be agreed and set with the post holder in their first 3 months.
  1. Identify, analyse and prioritise both existing corporate contacts and the development of new partnerships. Utilising the existing prospect list as a starting point, continuously develop this assessment.
  1. To develop and maintain a portfolio of companies with an interest in supporting RCOG.
  1. Responsible for ensuring the fulfilment of any contractual or informal obligations to corporate sponsors / partners.
  1. Ensure that all corporate fundraising complies with relevant legislation, polices, the UK Institute of Fundraising Codes of Practice and the APBI’s pharmaceutical Code of Practice and is in line with the RCOG’s principles and strategic objectives.
  1. Other duties compatible with employment as required.

Note: This job description reflects the present requirements of the post. As duties and responsibilities change and develop, the job description will be reviewed and be subject to amendment in consultation with the job holder.

Signed: ______Date: ______

PERSON SPECIFICATION

Education requirements

Essential criteria / Desirable criteria
  • Educated to degree level or equivalent

Experience

Essential criteria / Desirable criteria
  • Experience in sales / business development
  • Experience of relationship and account management
  • Experience in developing sponsorship packages
  • Strong track record of delivering financial and non-financial targets
  • Experience of cultivating and maintaining productive partnerships and relationships
/
  • Experience in the medical sector, education / professional development, membership organisation and/or a charity
  • Good working knowledge of database development and use
  • Experience in creating and implementing corporate relationships strategy
  • Experience in Exhibition Sales

Skills and abilities

Essential criteria / Desirable criteria
  • Strong networker, excellent negotiation skills
  • Customer focused, credible and persuasive
  • Self-motivated and target-driven
  • Strong organisational skills
  • Excellent presentation skills, first class communicator
  • Ability to manage conflicting priorities and to plan, prioritise and work to tight deadlines under pressure
  • Ability to deliver opportunities through collaboration and partnerships
  • Awareness of special considerations associated with working for a charitable organisation
  • Excellent IT skills
  • Ability to work across teams

Competencies

  1. Personal effectiveness
  • Takes ownership and organises self to deliver results
  • Is reliable, consistent and demonstrates a positive “can do” attitude
  • Solves problems by selecting from well-defined procedures but exercises discretion on the most appropriate response
  1. Quality
  • Is skilled and knowledgeable in own functional area
  • Seeks improvement and takes responsibility for self-development
  1. Communication
  • Communicates courteously, clearly and effectively with colleagues and external customers
  • Adapts communication depending on audience needs and desired outcome
  • Influences successfully across the College and beyond
  1. Working together
  • Builds good working relationships
  • Contributes to the success of the team
  • Demonstrates a commitment to equality of opportunity and dignity at work
  1. Customer focus
  • Provides a high quality customer service
  • Builds rapport with customers and treats them consistently and well
  • Adapts own ways to meet customer needs
  1. Managing change
  • Adapts to and manages change effectively and supports others in doing the same
  • Is open-minded and seeks innovation