Association Account Manager

ROLE SUMMARY

Responsible for an individual target and working towards a collective annual budget of over £10M across room hire, additional and catering commission and the delivery of up to £30M annual economic impact target, the Association Account Manager will focus on national and international association conference sales.

The post holder will assume a leadership role to achieve commercial event targets, providing direction to cross-functional project teams as well as ensuring effective account management plans are devised and executed.

The Association Account Manager will be responsible for securing business events that lead to economic impact for the City of Belfast and revenue generation across conferences and exhibitions primarily at ICC Belfast and where appropriate, the Ulster Hall. The Association Account Manager will be involved in the end-to-end process of the client life cycle from prospecting, through to conversion and eventually post-event satisfaction analysis.

The company is committed to its vision to be world class and create an environment in which our people will continue to grow and play their part in building business tourism, live entertainment and events to deliver socially, culturally and economically for Belfast and Northern Ireland. All employees are expected to commit to the company values of “Do It Right, Do It Now”.

KEY DUTIES

Business Development and Sales

1. Maximise commercial opportunities and secure events in the National and International Association market to generate revenue across room hire, production and catering.
2. Manage the commercial finance forecasts and budgets to reach in-year targets to include all additional services and catering commission revenue.
3. Ownership of commercial client relationship with in-house event organisers, PCOs and Event Agencies.
4. Devise and execute key account management plans including setting up sales calls individually and in partnership with Visit Belfast.
5. Working alongside stakeholders throughout the city, prospect, bid for and secure national and international conferences and events.
6. Represent ICC Belfast at trade shows and business development events to sell the company’s products and services and position ICC Belfast as a market leader.
7. Organise and lead on familiarisation visits for potential clients.

Management

1. Work collaboratively with event operations, production and catering teams within ICC Belfast to ensure the delivery of commercial targets of individual events.
2. Ensure accurate terms, conditions and payment plans are clearly outlined in client contracts and that all relevant documents are signed and returned in a timely manner.
3. Assist in the preparation of accurate and up to date sales pipeline reports, activity metrics and other relevant information for management and forecasting purposes.
4. Host regular calls with clients, partners and colleagues who serve the client to share insight and progress, trends, business development opportunities, idea development and firm service offerings.
5. Input all sales related data entry into CRM system (VEMS Ungerboeck) and fully utilise the CRM system to manage customer relationships and the sales pipeline.
6. Ensure quality systems are followed for correspondence and documentation, so that clients receive consistent, professional service at all times.
7. Assist in the development, implementation and administration of all relevant policies, processes and procedures

Other

1. Contribute to the strategic and overall development of ICC Belfast through participation and collaboration of the strategy with the Account Management team, Head of International Sales, Head of Sales & Marketing and Sales & Marketing Director.
2. Have in-depth working knowledge of BWUHs venues, and of the competition locally, nationally and internationally, and to keep up to date with developments within the conference and meetings industry.
3. Act in accordance with the BWUH policies and procedures including customer care, equal opportunities, health and safety and any pertinent legislation.
4. To participate in all appropriate and relevant induction and in-service training and in the induction and support of all newly appointed staff.
5. Undertake all duties in such a way as to enhance and protect the reputation and public profile of BWUH.
6. Undertake other such relevant duties as may from time to time be required.