Event Director - MAT Cover

JOB PURPOSE: To direct, manage and develop the relevant Exhibition and Conference product(s) for China, encompassing team leadership and people management and direction, strategy and industry positioning/brand enhancement, budget creation and management, financial performance and budget/plan delivery, sales and agent management, and marketing and operational direction. KEY ACCOUNTABILITIES: Description Strategy  Based on the direction of the VP, responsible for creating the overall show vision and strategic objectives for the show  Designing the short and long-term sales direction of each event, by identifying revenue opportunities for both existing and new clients, in conjunction with VP and Content team  Developing pricing strategies for year-on-year increases in revenue per client with the VP  Developing sales targets and detailed revenue pathways, in conjunction with the VP  Supporting of formation of Executive and Technical Committees, including the recruitment of key members of each, as well as other influencers, in conjunction with Content team  Working with the VP on the development of potential new launches  Ensuring post-event meetings for each event are held and a list of objectives and improvements for future events created Stakeholder Management  Identifying, developing and managing key stakeholder relationships, including with senior level Chinese government officials and local industry stakeholders  Understanding and monitoring venue relationships for maximum benefit  Understanding and monitoring supplier relationships for maximum benefit  Overseeing floor planning and event operations to ensure stakeholders needs are addressed Industry  Developing, analysing and interpreting significant developments and/or trends in the industry and initiating changes when necessary  Participating in 3rd party events that will promote the company as a critical member of the industry and community Finance  Establishing annual budget based on finances’ direction on targets and approved rate card  Monitoring of ongoing performance against budget via monthly review of revenue and costs  Establish monthly forecasting process to determine likely show result in budget tracker  Ensuring debtors are collected in accordance with contract and in full prior to the show  Reporting to management of weekly project progress for each of sales, marketing, content, operations  Preparing budgets to support show growth Sales Management  Delivering on the overall sales revenues and key account management  Market mapping, including identifying appropriate segments for the purposes of designing targeted sales & marketing strategy  Analysis of existing data conducted to identify data availability and any gaps in the database in conjunction with marketing  Securing services of appropriate agents  Securing international country pavilions through partnerships with trade associations and agents  Analysis of leads and their effective distribution  Tracking leads against Salesforce opportunities  Designing of appropriate sponsorship inventory and associated pricing, in conjunction with Ops  Setting of price books, contracts, booking forms  Effectively uses sales tools such as Salesforce and Power BI for performance management and opportunities analysis  Provision of sales reports, including detailed forecasting pipeline  Designing of an optimal exhibition floorplan for each show for maximum yield  Politically managing the locations of stands and key aspects of the exhibition floorplan  Ensuring the execution of contracted deliverables for sponsors and exhibitors Personal Sales • Delivering personal exhibition and sponsorship sales revenues and key account management People Management • Planning of resource requirements for the sales function, working with the VP and HR • Recruiting of all sales employees, including interviews & hiring, working with the VP and HR • Ensuring that the sales team has appropriate current and futu…