Job Description

JOB TITLE / Airports+ Account Director, North America
DEPARTMENT / DIVISION / Airports+, Routes
REPORTS TO (Job title) / Airports+ Sales Director
OVERALL JOB PURPOSE
To secure and increase the attendance and revenues at Routes events from airports, airlines, suppliers and other customers in North America.
RESPONSIBILITIES
§  To deliver delegates and revenues from airports, airlines, tourism authorities and suppliers to attend Routes events through telephone sales, face to face sales meetings and through meetings at trade events;
§  To secure sponsors and exhibitors at Routes events;
§  Assist Routesonline sales team in securing Routesonline revenues through advertising, Route Exchange profiles and sponsorship;
§  To develop a clear sales strategy for the North America region for the Airports+ team;
§  To improve our penetration of customers participating in Routes events and Routesonline and deliver new business and increase revenues;
·  To develop productive business relationships with our customers, oversee the relationship they have throughout the Routes business and increase their spend and attendance at Routes events and online;
·  To liaise closely with and support the Airports +, Airline Relations, Registration, Marketing, Scheduling and Finance teams to ensure the smooth processing of delegate registrations, execution of sponsorship and exhibition contracts, receipt of payment, scheduling of meetings and delegate “Keep on Board” procedures;
·  To use Maximizer on a day to day basis as the dedicated Customer Relationship Management System and keep up to date with notes following sales call, emails, meetings. Also to keep Maximizer up to date with customer contact information;
·  To use the exhibition sales order processing system (ESOP) to register delegates;
·  To produce targeted lists of customers from Maximizer for the USA market in order that the Marketing department may carry out marketing campaigns to the region;
·  To participate in ad hoc projects related to sales and product development.
All Employees
§  To comply with Company policies and procedures
§  To carry out any reasonable project work / ad hoc task as requested by line management
§  To attend training as required.

PERSON SPECIFICATION

This section stipulates the knowledge, skill and experience required for this role in relation to the Company’s competence framework. Please note not all competence areas will be relevant for all roles.

Business Minded - Understanding the relationship between the Company’s goals and vision and how these impact on individual roles and the overall fit within the company / ·  Knowledge of the aviation sector or a business to business sales background is preferable.
·  Must establish an understanding of the concept of Routes events and Routesonline and be able to understand our vision in terms of product development
·  Knowledge of the American aviation market would be beneficial
Full Of Integrity - Rational and reliable style considering the needs and impact on others. / ·  Dynamic individual with an ability to think fast and able to deal with customer needs at very short notice
Initiator - Developing and implementing creative solutions to deliver the business goals. / ·  Must be able to identify sales opportunities from through research and networking.
Impactful - Effective influencing through communication, individual style and knowledge. / ·  Experienced sales person with proven sales ability and track record. Able to focus on hitting targets
·  A self starter, with the ability to work on own initiative.
·  Must be pro-active and driven and able to pick up where the predecessor has left off and hit the ground running.
·  Should be able to organise extensive sales missions, setting up meetings, client hospitality where appropriate and carry out the missions either alone or accompanied by a colleague, where appropriate
Relationship Smart - Building excellent internal and external relationships, understanding personal impact on others. / ·  Should forge business-focused relationships with customers (both existing and new) readily and easily and have the ability to communicate from CEO level down.
·  Should be able to nurture and evolve relationships with trade associations on behalf of Routes
·  Build excellent working relationships with internal departments based in Manchester: Airports +; Airlines; Scheduling; Marketing; Registration; Finance; Operations and with OAG and other businesses within UBM
Nimble – Demonstrates logic and flexibility whilst thinking “outside the box” to deliver the desired outcome. / ·  The ability to plan one’s own time effectively and prioritise is essential
·  Need to be flexible and able to manage change in a business and industry that is constantly undergoing change.
·  Able to travel and comfortable with working in an international environment
Talent Builder – Maximising the abilities of team members to stretch and develop them whilst maintaining motivation and delivering results. / Not applicable

AIRPORTS+ ACCOUNT DIRECTOR, NORTH AMERICA – NOVEMBER 2011