Head of Sponsorship

Job Purpose:

The Head of Sponsorship will report to the Commercial Director and be responsible for driving partnership relations to drive revenue and create more value for our new and existing customers. 

The Head of Sponsorship will be responsible for managing all existing sponsors, will attract additional revenue and partnership opportunities through the Global Energy Club, Leadership Roundtables and other partnership revenue streams before, during and after the event. 

You’ll be developing a multi-channel sponsorship strategy to sell opportunities across the global natural gas, hydrogen, low carbon solutions and energy transition supply chains on an international basis. As well as developing new opportunities for regulators, power and utilities and high intensity energy end users such as the cement, ceramics, and steel industries.
 
You will work closely with Content, Marketing, Commercial Director and Vice President in maximising the conference and exhibition sponsorship revenue. You will need to develop an effective strategy to target clients to sell the event and special features within the event, on the integrity of the programme itself, follow up on marketing campaigns, manage and oversee fulfilment of sponsorship contracts, oversee the process to ensure sponsorships are not double booked and help achieve optimum attendance results for the conference and exhibition.  
 
You will be responsible for strategy and oversee the execution of B2B sponsorship sales campaigns for Gastech. The ideal candidate will have management experience and a proven track record of managing junior team members.  Be both analytical and creative and can successfully deliver against multiple elements of the Gastech programme throughout the year – efficiently and effectively following a plan to meet targets and ensure a premium customer experience.  You are an ambitious yet sociable individual who wants to grow in a role alongside an energetic, entrepreneurial, and vibrant team.

Key Accountabilities:

-Develop strategy alongside the Commercial Director to maximise sponsorship revenues. Conduct thorough analysis of the vendor landscape (including but not limited to, market research to ensure that you understand the dimensions of the vendor/client relationships in the market relevant to your events, target market segmentation, identification of industry trends; and monitoring competitive event performance, cost, and market penetration)
-Manage direct report and relationship with the sales team to successfully execute sponsorship strategy. Develop a smooth process to track and monitor the delivery of sponsorship opportunities, monitor who has contracted what and oversee the fulfilment of the sponsorship agreements.
-Build and manage sponsorship inventories aligned to commercial strategy 
-Lead strategic key account management with strong commercial intuition and a consultative approach 
-Work with our internal database to select and accurately target vendor organisations, including building and/or filling in the gaps in our vendor database and specific contact list development. Prepare analysis of new target markets to support this.
-Prepare key sponsorship talking points for use with customers when selling sales packages. Train direct report and sales team to use these, ensure direct report and sales team are using a consistent template to deliver compelling and creative packages/proposals that deliver against the budget and manage your own timelines to deliver against pre-agreed objectives. Develop and deliver high quality presentation decks for clients and internal stakeholders
-Assess current and prospective customer retention and acquisition strategies. Review customer satisfaction surveys. Develop strategy to provide improved customer service for key accounts.
-Develop sales plans as specified as well as coordinating on-going sales initiatives, including coordination with the conferences and exhibition Marketing Managers of the sponsorship marketing (online and offline) campaign and relationships with relevant external partners that can help promote the events to vendors
-Responsibility for managing budget for each event sand sponsorship sales campaign
-Attend events and liaise with sponsor clients onsite to ensure that their contract is fulfilled, and all of their concerns and needs are addressed
-Attend the conference with the objective of rebooking and/or gaining commitment from a high proportion of the current sponsors for the following year’s event
-Keep up to date via a wide range of material including various industry publications relevant to the topic areas and audiences of Gastech for developments and trends in the industry and to develop new sponsorship opportunities

Job Context:

Internal Relationships: 
•    Commercial Director – regular contact to provide updates on strategy, execution and progress towards sponsorship revenue targets
•    Content Teams to support the marketing of the Leadership round tables, Gastech future leaders and the Gastech Live conference
•    Work closely with exhibition sales team who will also be selling sponsorship to ensure all strategies and communications are aligned and sales are tracked
•    Liaise regularly with marketing to ensure marketing programmes are supporting sponsorship objectives.
•    Frequent contact with all Heads of Departments, required to aid Commercial Director and VP in development and implementation of their short-long term related goals.

External Relationships:
•    Clients from the natural gas, hydrogen, low carbon solutions and energy transitions supply chains as well as other ‘out of the box’ sponsors - regular contact by phone, email and face to face

Qualifications, Experience, & Skills:

Job-Specific Skills/Knowledge: 

•    Experience of managing, developing, and training team
•    Ability to prepare detailed strategies and strategic key accounts managing large deals
•    Strong strategic sales background with extensive experience in B2B sponsorship, exhibition, or event sales, ideally in the energy sector (generally speaking, candidates that will be considered should have at least 24 months of experience in this sector)
•    Ability to translate commercial opportunities into compelling, client ready propositions 
•    Commercially astute, with experience negotiating and structuring high value deals
•    Experience in the use of Salesforce in both mass and targeted sales campaigns
•    Knowledge of the oil & gas industry a distinct advantage
•    Excellent negotiation and relationship building skills 
•    Customer focused 
•    Budget management
•    Contract management
•    Writing proposals
•    Excellent command of written and spoken (business) English – other languages could be an advantage.
•    Sound commercial awareness, excellent organisational skills 
•    Ability to simultaneously manage multiple projects to tight deadlines
•    Strong analytical and critical thinking skills 
•    Solid numeric abilities and experience with quantitative analysis 
•    Highly motivated and proactive 
•    Strong sense of urgency and results orientation 

Behavioural Competencies:

•    Attention to detail
•    Communication – excellent written and verbal English 
•    Ability to work under pressure and to deadlines
•    Self-motivated
•    Good team working ethics
•    Ability to generate ideas
•    Analytical/Lateral thinking
•    Ability to travel

dmg events is an equal opportunity employer. If you have not had feedback from us within 14 days, please consider your application as unsuccessful for this round.