Venue Hire and Events Sales Manager - London

Venue Hire and Events Sales Manager - Head Office, The Old Dispensary, London

Fixed Term Contract ending 31st March 2018

Overview / Purpose of Role

Responsible for the Hire and Events Sales for activeNewham, including Leisure Centres, Parks, Corporate Volunteering, Sports Events and other locations as required.

The Person:

As the Venue Hire and Events Sales Manager you will have previously worked in a venue sales team and will have excellent communication skills and management experience.  The successful candidate for the position will have sales negotiation skills, an eye for detail and the ability to work under pressure to tight deadlines in a very busy venue sales environment.  You will need to be able to compile sales forecasts and reporting at the monthly business review meetings.  You will also need to have a creative flair for the development of targeted promotional activity.  You need to be motivated by your success and achieving the sales goals and high levels of satisfaction among our hirers.

Job Context:

You will actively manage the venue hire and event sales of 4 leisure centres, parks, corporate volunteering and sports events to achieve sales, occupancy and revenue targets, whilst managing the day to day venue hire and sales business and assisting with the planning of sales strategy.  Additionally, you will maintain contact with regular clients to ensure the venues are the preferred locations and use selling techniques to convert enquires to confirmed bookings.

The post holder will report to the IT and Communications Director. The Hire and Events Sales Manager will work closely with both the stakeholders across the business as well as General Managers and other departments within the organisation to ensure that hire and events have the maximum publicity and that revenue targets are met.

• The post holder will be required to work some evenings, weekends and occasional public holidays in order to meet service requirements

Key Tasks and Accountabilities:

Key tasks and accountabilities are intended to be a guide to the range and level of work expected of the post holder.  This is not an exhaustive list of all tasks that may fall to the post holder and employees will be expected to carry out such other reasonable duties which may be required from time to time.

To undertake all responsibilities listed below:

Venue Hire and Events Management

• Responsibility for managing the financial return for all customers, to ensure all terms and conditions (financial) are adhered with
• Maximise all sales opportunities linked to stakeholder and partner organisations
• To generate and analyse sales reports leading to the identification of under occupied / vacant slots for selling opportunities
• To work closely with all activeNewham all departments including volunteers/parks and sports in relation to cross promotional selling opportunities.
• To coordinate and manage the activeNewham customer booking process with our Call Centre to ensure all bookings are on the Gladstone MRM system and Invoiced.
• To be the lead in chasing unsettled revenue accounts and have processes in place to collect debts and ensure no further bookings take place without payment.
• To have in place an active waiting list that can be utilised when spaces become available due to non-payment of existing block bookers.
• To manage all third party hire arrangements, ensuring all contracts / licences etc. are in place and updated accordingly, Ensure monthly payments are made.
• To be activeNewham’s School liaison officer, dealing with all curriculum bookings and Invoices.
• To represent activeNewham at any suitable outreach opportunity in order to generate prospect bookings and new developments

Personal Specification

The criteria listed in this Person Specification are all essential to the job.

• Outcome Focused – Understands how  the bookings and events across activeNewham, play an integral part of the financial contribution to the company and to continually strives to deliver and exceeds the financial targets,  KPI’s and business goals on a yearly basis. Has determination and desire to achieve results, is proactive in approach to work, and consistently maintains high levels of activity and productivity. Is able to bring focus, and discipline into their department, as well as inspire and lead others to behave likewise.
• Keeps up to date with industry trends, is able offer fresh ideas to “innovate” within the sales environment to enhance member and prospective customers’ experience. Is able to seek out and offer improved ways of working “Best practise”, and identify a range of solutions (products and services) to achieve better commercial results. Is creative, but able to assess commercial viability of ideas.
• Commercial Awareness & Business Acumen – Has a good level of commercial understanding and financial acumen. Is continually aware of local market conditions and the competition, and understands how to implement the information to deliver an excellent customer engagement and results based sales culture, whilst supporting the centre leadership team to maximise commercial success.
• Communication and Influence – is able to communicate openly and effectively at all levels in the business, encourages open communication across their team and wider colleagues. Demonstrates credibility, using knowledge and expertise to influence all levels to achieve results. Understands how to adapt their style and tone to the audience, and can be persuasive and decisive in approach.
• Relationship Management & Team Work – is able to build effective working relationships at all levels naturally. Is approachable and flexible in style. Is comfortable in managing stakeholders, the team and customers, using their knowledge and shows effective communication skills. Is a team player, and a visible leader in the leisure centre
• Attention to Detail – is accurate in approach to work, especially when working to deadlines. Is able to identify trends, present and take appropriate action based on the information.

Experience

• Previous experience in MRM / Bookings Systems – Processes and report generating desirable
• Understanding of local knowledge and sporting clubs within the area so that contacts can be made and assist with bookings
• Sales experience in regards to generating new leads and converting them into bookings and managing the process
• Working within budgets and achieving targets
• Ability to write and submit financial budgets for forthcoming years based on analysis and performance of past years.

OTHER SPECIAL REQUIREMENTS:

Willingness and ability to work evenings and weekends to maintain and ensure consistent service delivery.