Event Audience & Hosted Recruitment Director

Job Description

Position Title: 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:

1. Recruit delegates both personally and via the buyer relations team / telemarketing team.
2. On-going relationship management of buyers with the aim of securing them at Northstar events.
3. Is responsible for building, updating, cleaning & maintaining buyer databases for this purpose.
4. Leads the buyer relations and telesales team including recruitment, training, budgets and hitting KPIs.
5. Supports the hosted buyer and event team to deliver the delegate programmes in the lead up to and onsite at the events.
6. 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 [email protected]. We offer a competitive compensation package, strong benefits and a dynamic and exciting culture.