Description
The bit about us
We’re Hyve, a global events company that does things differently.
Our events deliver game-changing impact for people, businesses and beyond. That might mean winning a major contract, securing transformational investment, getting on the shelves of a giant retailer or hearing from thought leaders who are changing the future. The purpose of every one of our events is to bring the people who power major industries together – and open a world of potential.
At the same time, we’re using our events as platforms for progress, to drive the conversation across the world’s biggest industries on crucial topics like sustainability, diversity and ethical business.
These moments can change lives. And making those connections motivates us every single day.
But creating those human connections doesn’t just happen at our events. It’s part of everyday life when you work at Hyve. There are all sorts of socials, inclusion workshops and professional development opportunities to get your teeth into. And then there are the benefits. From gym memberships to private medical care, season ticket loans to healthy pensions, we’ve got you covered in all kinds of ways. (We’ll even give you an extra day off on your birthday!)
The bit about you
First of all, whatever your background and whatever your beliefs, there’s a culture of belonging here at Hyve and everyone is welcome. The question isn’t where you are from – it’s where you want to go.
We’re a positive bunch and if you’re a “glass half full” kind of person you’ll fit right in. Our values are brilliant work, fresh thinking, rich connections, and collective buzz. And just to be clear, these aren’t just words we put on the walls and forget about. They pull everyone together and help us all produce work that we’re proud to put our names to. If that resonates with you, great: we’re on the same page.
About Breakbulk
The Breakbulk events portfolio consists of three market-leading shows, each with a unique focus on industries including energy, engineering and construction, industrial manufacturing, maritime, transportation, and logistics. Located in Dubai, Breakbulk Middle East is the fastest growing of the three shows; it reflects the region’s rising destination for project investment. Breakbulk Europe is renowned as the world’s largest gathering for the project cargo and breakbulk industry. And lastly, Breakbulk Americas is held in Houston; it boasts the largest number of energy and EPC participants, making it a powerful resource for companies looking to find new project business.
Breakbulk Middle East is the fastest growing event of the portfolio, achieving 95% increase in visitors in 2023 and attracting attendees from 97 countries. The growth trajectory is projected to continue for 2024 with more project opportunities and investment in the region which are all addressable by Breakbulk Middle East.
The bit about the role
Our global series of Breakbulk events is fuelling the global project cargo revolution. It’s THE meeting place for the industry’s movers and shakers, who come to hear the latest breakthroughs, help to shape the future, and make connections that could take their business to the next level.
Now we’re looking for a strong Account Manager to join the team to focus on both new business and retention sales on Breakbulk Middle East, Europe and Americas.
Key Responsibilities
About you
The Breakbulk Account Manager will be expected to meet and exceed show sales targets, driving revenue from key global regions. Key levers for success include:
Ambassadorial:
To be able to confidently showcase the series of Breakbulk events as the largest in the world for the project cargo and breakbulk industry, as a must for international businesses, whilst also conveying authority in presenting our portfolio of world class events to key clients.
A consultative approach will allow you to develop a deep knowledge of the region you operate in. Expertise you can share internally and externally.
Building sales plans for countries/sectors that you will work on, truly understanding needs, and executing these plans to maximise revenue opportunities.
Achieve sales targets via direct sales to major companies, F2F, and my telephone.
Accurate sales forecasting and reporting of sales revenue across the portfolio.
Key Responsibilities
To secure new and rebook existing revenue across the exhibitions, digital and sponsorship solutions.
Define and develop new sales to meet agreed revenue and profit targets.
Achieve and exceed event and personal targets by direct selling to existing and new clients.
Ensure full understanding of customers’ businesses and requirements.
Identify new sales opportunities and develop them into long-term relationships.
Self-source leads by networking at industry conferences and meetings, Hyve Group events, and competitor events, or through online research.
Work with the international offices and the Sales team assigned to the relevant event
Follow-up promptly on self-sourced leads and leads generated by the Marketing team, which may require calling people whom you have not previously met.
Manage the relationship with all your customers by maintaining regular contact (via face-to-face meetings, phone calls, or emails), acting as their first point of contact, responding to their requests and queries directly, and keeping them informed of developments on the event.
Manage and keep up to date the list of contacts at all your customers, as many customers have more than one person with whom we interact.
Attend the event you support to re-book your customers for the next year’s event and collect feedback on the current year’s event.
Work closely with and support the sales team in all matters concerning the Company’s business.
Updating weekly pipelines/reports and ensuring they are accurate.Skills Required
Skills Required
Experienced salesperson (min 3 years selling)
Strong background in telephone and face to face sales.
Experience selling within exhibitions or conferences; digital solutions in a consultative manner.
Evidence of showing resilience, adaptability and self-motivation.
Project Management and Organizational Skills.
Team player who can work collaboratively.
Experience of achieving growth of existing portfolio by generating new ideas.
Proven hunger and resilience in new business sales development
Proven track record of meeting and exceeding individual sales target is a key requirement.
Strategically and commercially minded being able to implement initiatives identified.
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