| Job Title |
Senior Account Manager (Corporate Sales) |
| Department | ERH Corporate Sales Team |
| Reports To | ERH Sales Director |
| Job Level | Team Member – ERH Corporate Sales |
| Location | Twickenham |
| Closing Date | Open |
Key Stakeholders:
The Rugby Football Union (RFU) is the governing body for grassroots and elite rugby in England, with 2,000 rugby clubs in its membership. Its income is made up of funding from sponsorship, government, ticket sales, merchandising, hospitality and catering, a hotel, travel and leisure companies and TV rights.
Twickenham Experience Ltd (TEL) is the RFU’s joint venture with Compass Group Plc, which manages and operates all match day catering, hospitality and bar services as well as non-match day catering, conference and event management services at Twickenham Stadium.
Keith Prowse (KP) is TEL’s official match day hospitality sales partner and has the responsibility for hospitality sales within the stadium.
England Rugby Hospitality (ERH) is the entity being set up by the RFU and supported by KP that sits within TEL to market and sell all match day hospitality within Twickenham Stadium ( including the new east stand )from 2018/19, to include all Boxes (2000 guests) and all Suites ( c 8655 guests).
Nature and Scope:
Moving forward, the only place that official hospitality for England Rugby can be purchased is via ERH. The ERH Corporate Sales Team will build Twickenham business by promoting the new East Stand Development project and existing facilities.
The ERH Senior Account Manager is a fundamental player with significant revenue expectations and ambitions. This is a critical role contributing to the growth and success of the business, given that a large % of the overall revenue target will be delivered by this team and where the holder is personally responsible for a stretching but achievable individual sales target.
Accountabilities and Responsibilities:
- Further building on an existing client portfolio. Subject to ERH/ KP ways of working.
- Client retention through established strong existing relationships.
- Annual sales target of c. £1million.
- Maximising revenue by utilising the ERH/ KP database and managing the sales process.
- Creating and attending appointments / customer show rounds, with both new and existing customers.
- Implementing new initiatives to drive new business.
- Making sure individual and team KPI’s are hit.
- Provide a weekly sales report to the relevant person.
- Presenting the ERH inventory to both new and existing customers. Maximising the marketing suite and entertaining opportunities to introduce the new facilities at Twickenham.
- To identify new customers and areas of growth, maximising potential around customers who haven’t bought within the stadium previously.
- To extend relationships beyond hospitality bookers i.e. procurement and finance etc.
- Responding to and being the point of contact for all sales and non-sales issues and enquiries, resolving within the agreed time frames.
- Creating bespoke sales plans by account – where required.
- Meeting both annual and match specific sales targets.
- Maintaining required sales pace.
- Building and managing a sales pipeline and managing this to the agreed standard.
- Logging all sales activity within the CRM system and managing this to the agreed standard.
- Staying on top of campaign activity.
- Being aware of market intelligence and competitor activity.
- Actively collaborate with ERH, RFU & KP colleagues to contribute to the development and delivery of strategic, business and operational plans.
- Act as an ambassador for, and promote the best interests of ERH, RFU & KP at all times, including the promotion of the Core Values.
- Undertake such other duties as maybe required from time to time as are consistent with the responsibilities of the post and the needs of the organisation.
Person Specification
Qualifications, Experience, Skills and Personal Attributes:
- Credible hospitality industry experience
- A track record of hospitality sales delivery and achievement of growth targets.
- Experience of performing within a commission based sales environment.
- A keen networker with the ability and ambition to hunt out sales prospects.
- Strong communication skills at all levels.
- Experienced customer relationship manager with strong evidence to demonstrate.
- Excellent interpersonal skills- adept at questioning and listening.
- Results driven and motivated to achieve targets.
- Resilient and calm under pressure.
- Commercial awareness.
- Experienced in CRM, ideally Microsoft Dynamics.
- Strong IT skills.
- Strong numerical skills.
- Excellent presentation and reporting skills.
- Excellent administrative, organisational and time management skills.
- Educated to Degree standard or equivalent.
- Flexible working hours to cover business needs.
- Will be required to entertain and meet customers on event days.
Additional Information:
- All role holders must maintain an appropriate standard of confidentiality. Any disclosures of confidential information (including personal information kept on computer or other media) made unlawfully outside the proper course of duty will be treated as a serious disciplinary offence
- Personal circumstances must allow the candidate to work extended hours on occasion during times of peak activity including evenings and weekends
- The role description, person specification, role grade and role title may be subject to change at the discretion of ERH, the RFU & KP and in accordance with business developments. Any changes will be communicated to the role holder as appropriate
How to Apply: Please send CV and Cover Letter to: