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 future talent in place and that comprehensive training, development, and succession plans are devised, working with the VP and HR
•    Develops individual and team capability
•    Managing and motivating a high-performance sales team
•    Supporting the team in managing clients, handling objections, brainstorming proposals to ensure they deliver on their targets
•    Collaborating with other departments to ensure initiatives implemented
•    Developing sales team’s incentive schemes to focus efforts on target attainment
•    Conducting of bi-annual appraisal system and review career development of each member of the team
•    Managing people through the internal processes e.g. return to works, appraisals etc.
Working with Marketing 
    Supporting the development of an aligned marketing strategy and subsequent tactics, for both international and China markets, including detailed execution plan, in conjunction with Marketing
    Ensuring marketing is aligned with global best practice
    Supporting database development in conjunction with marketing and database teams
    Supporting the development of the show branding, narrative and message house
    Supporting the development of appropriate sales and marketing collaterals
    Devising opportunistic marketing campaigns to drive additional performance, in conjunction with Marketing
    Supporting the delivery of an appropriate registration and onsite badging process
    Supporting the delivery of targeted quantity and quality of visitors
Working with Content
•    Supporting the development of conference programmes featuring optimal topics and speakers, as per agreed content direction
•    Supporting the delivery of Executive and Technical Committee meetings, in conjunction with the Content and Operations team
•    Ensuring the appropriate integration of Suppliers into programmes, and as per contract terms
•    Ensuring speakers on the programme amplify their involvement
Working with Delegate Sales
    Identifying the optimal start time for the delegate sales campaign
    Delivering initial training of value proposition(s) for the show, in conjunction with Content team
    Ensuring the regular review of performance and creation of appropriate strategies for optimised outcomes
Working with Operations
    Ensuring the physical set up of the event, including staging, lighting, AV, seating, catering, registration, manpower planning, signage, branding, networking & meeting areas etc are as per dmg standards
    Supporting the development of appropriate exhibitor manual
    Ensuring appropriate protocols are in place for management of VIPs and clear plans are development for their onsite management
    Ensuring seamless running of the event
    Ensuring delivery of an excellent visitor, exhibitor, sponsor and delegate experience

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Minimum Qualifications and Knowledge:  
No minimum qualifications necessary, however a proven track record in large-scale international Events Management is essential 

Minimum Experience:  
•    7-10 years’ experience within Events in China
•    5-7 years People Management experience
•    3-5 years project management experience
•    Full budget control and forecasting experience
•    Business Mandarin/Chinese language skills

Job-Specific Skills: 
•    Exhibition management
•    Proven track record with sales and sponsorship delivery
•    Financial management and planning
•    Staff and team management
•    Use of CRM systems such as Salesforce

Behavioural Competencies: 
•    Engaging, professional, and diplomatic demeanour
•    Superior oral and written communications skills
•    Strong analytical and critical thinking skills with an ability to break down complex concepts, make logical comparisons, and identify underlying patterns and connections
•    Conceptual ability to rapidly develop in-depth technical knowledge on diverse topics and an understanding of key commercial drivers underlying your products
•    Time and priority management skills necessary to complete work within established timeframes
•    Excellent organisational skills and multi-tasking abilities
•    Deadline- and results-oriented
•    A positive, proactive, mature, flexible attitude, including initiative and common sense, with a willingness to work both independently and as part of a team
•    Enthusiastic with a strong desire to succeed
•    Ability to analyse ideas from a commercial perspective
•    Strong attention to detail
•    Creativity, resourcefulness, and an innovative approach
•    A willingness to travel around six to eight times a year
•    A degree of flexibility over working hours, but particularly important when onsite for events 

DMG Events is an Equal Opportunity Employer. If you have not heard back from us within 14 days, please consider your application as unsuccessful.