Event Audience & Hosted Recruitment Director

Reports To: Group Marketing Director, Europe & APAC – Northstar Travel Group

Teams responsible for: Buyer Relations Team, telemarketing staff

Products responsible for: Northstar events mainly in Europe, plus USA and Asia Pacific

Direct Reports: Account Manager, Buyer Relations team and temporary telesales staff

Works with: Senior management plus event, marketing, hosted buyer, data and sales teams

Office Location: London, hybrid working

About Northstar

Northstar Travel Group is the leading business-to-business media company providing information and marketing solutions for the global travel industry. The company owns 14 media brands connecting 1.3M industry professionals through a comprehensive portfolio of digital, social, print and more than 100 events in 13 countries.

Purpose

The role is responsible for recruitment and engagement of senior-level buyers for Northstar Travel Media across its events / products:

• Recruit delegates both personally and via the buyer relations team / telemarketing team.
• On-going relationship management of buyers with the aim of securing them at Northstar events.
• Is responsible for building, updating, cleaning & maintaining buyer databases for this purpose.
• Leads the buyer relations and telesales team including recruitment, training, budgets and hitting KPIs.
• Supports the hosted buyer and event team to deliver the delegate programmes in the lead up to and onsite at the events.
• Reports numbers and targets accurately on a regular basis.

Key accountabilities

• Is responsible for delivery of agreed hosted buyer and delegate attendees and uses necessary strategy and tactics to deliver targets.
• Ownership of the hosted buyer / event delegate databases including liaising with the data team to request and return data for the campaigns.
• Manages buyer relations team to strategically find and recruit buyers to Northstar events throughout the year.
• To plan and manage resource as and when required. To ensure team is trained, understands the product/show, that data is handled correctly and within GDPR guidelines. This includes overseeing the team’s day to day activities and regular 121s.
• Is responsible for the recruitment budget including temporary staff and incentives and ensuring spend is within limits.
• Is responsible for group coordinator recruitment including all necessary documentation, administration and reporting for this channel.
• To manage the relationship with the external qualifier (if using) and being the qualifier of last resort if either the external qualifier or HB recruitment team are unable to reach a decision on suitability of buyer.
• Has personal target and is responsible for actively making calls during campaigns to reach this target.
• Looks to deliver the highest standard of quality in inbound and outbound calls via the team.
• Assists hosted buyer & event teams to drive appointment numbers on request, and where necessary, exhibitor or sponsors appointments to fill any shortfall.
• Supporting the hosted buyer & event teams to deliver the programme in the lead up to and onsite at the events.
• Reporting numbers and targets on a regular basis.
• Is responsible for vetting buyers across the events based on each event’s buyer criteria.
• Is involved with advisory boards, workshops and other events as required.
• Works closely with the marketing, sales, data, operations, and hosted buyer teams to achieve goals, feeding any industry knowledge back to the departments.
• Researching and canvassing for new business.
• Representing the events by attending many relevant industry events to ensure targets are met, industry expertise is expanded, and industry networks are rapidly developed.

SUCCESS MEASURES

• A proven understanding of and commitment to, growing the hosted and other delegate programmes through a business development approach.
• Ability to manage and distribute data in a priority order.
• Able to plan and work to a sales strategy.
• Shows ability to think creatively to find solutions to reach targets.
• Shows exemplary work ethos and actively gets ‘stuck in’ by making calls to drive numbers at times when resource is low / falling behind targets.
• Strong project and time management abilities when required to juggle campaigns at similar times.
• Excellent communication skills – verbal and written.
• Ability to respond quickly when solving problems or complaints.
• During live campaigns and events where a telesales team is available, a minimum of 25% of your time is spent on making delegate recruitment calls within the managerial role.
• During small events, and with no telesales team, 75-100% of your time is spent on making delegate recruitment calls.

BEHAVIOURS AND KNOWLEDGE

• Highly organised with significant attention to detail.
• Proven ability to manage a heavy workload and conflicting deadlines.
• Self-motivated and able to lead team by example.
• Team player.
• Good data knowledge and abilities.
• In-depth knowledge of all the technology required for this role including registration systems, diary systems and telephone systems.
• Understanding USPs and benefits of own and competitor products.
• Monitor competitor offering and websites to seek out new ideas.
• Understanding market trends and developments to maximise sales opportunities.

Please send your cover letter and your resume to cfresumes@ntmllc.com. We offer a competitive compensation package, strong benefits and a dynamic and exciting culture.

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