Sponsorship Manager (JR101238)

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At Clarion, our people are at the absolute heart of what we do. We're proud that our core values of PASSION, CARE, IMAGINATION, and TRUST define the way we carry out our work across all of our exhibitions and conferences.

If you share our values and want to be a part of a successful, dynamic, and creative global business then we want to hear from you.

The Opportunity:

We are seeking a dynamic and results-driven Sponsorship Manager to lead the sponsorship sales efforts for our premier defence exhibitions: DSEI (Defence and Security Equipment International) and DSEI Japan.

This role will be instrumental in driving revenue through the sale of high-value sponsorship packages to exhibiting customers within the global defence and security sector. You will be responsible for identifying and engaging key clients, building strong relationships, and ensuring that our sponsorship offerings meet client objectives and align with industry trends.

Key Responsibilities:

• Develop and implement a comprehensive sponsorship sales strategy targeting exhibiting customers for DSEI and DSEI Japan.
• Meet and exceed sales targets by identifying, approaching, and securing sponsorship deals with defence sector clients.
• Cultivate relationships with senior decision-makers and influencers within the defence and security sectors.
• Focus on new business opportunities to broaden the customer base for DSEI/DSEI Japan sponsorship revenue.
• Manage a portfolio of existing and prospective sponsors, nurturing long-term partnerships.
• Understand clients' business goals and propose tailored sponsorship packages that align with their marketing strategies.
• Maintain regular communication with sponsors to ensure seamless delivery of sponsorship benefits.
• Account manage exhibition stand sales and zone responsibility (as required) on the DSEI floorplan.
• Work with internal teams to develop innovative sponsorship packages that enhance brand visibility, lead generation, and market positioning for exhibiting customers.
• Customise sponsorship packages for individual clients, balancing their objectives with the commercial needs of the exhibitions.
• Stay informed about key trends, innovations, and challenges within the defence and security industries.
• Leverage industry knowledge to identify new sponsorship opportunities and advise clients on strategic engagement.
• Collaborate with cross-functional teams, including marketing, operations, and event management, to deliver sponsor objectives.
• Prepare regular reports on sales performance, market trends, and customer feedback to provide insights for future strategy adjustments.

Requirements

Knowledge, Skills & Behaviours:

• Proven Sales Success: Demonstrated experience in sponsorship sales, business development, or account management within the defence, security, or a related B2B exhibition sector.
• Industry Knowledge: Strong understanding of the defence sector and its key players is highly advantageous.
• Communication Skills: Excellent interpersonal, negotiation, and presentation skills, with the ability to communicate effectively at all levels of an organisation.
• Target-Driven: Results-oriented with a proven track record of meeting and exceeding sales targets.
• Relationship Building: Strong ability to build and maintain lasting relationships with clients, understanding their needs and translating them into tailored sponsorship solutions.
• Project Management: Experience in managing multiple clients and projects simultaneously, ensuring timely and high-quality delivery.
• Flexibility: Willingness to travel domestically and internationally as needed to attend exhibitions, client meetings, and industry events.

About Clarion Events

Clarion Events is one of the world's leading event organisers, producing and delivering innovative and market-leading events since 1947. (https://clarionevents.com/welcome)

Clarion Events embrace diversity and equal opportunities in all that we do. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Clarion is private equity backed and owned by Blackstone. Blackstone is one of the world's leading global investment funds, investing capital for the long term to build successful, resilient businesses. (https://www.blackstone.com/)

Our purpose is to deliver exceptional customer outcomes and experiences, by making every connection count.

Our vision is we want every one of our products to be a market leader in customer satisfaction and delight.

Benefits

• 25 days' holiday plus bank holidays
• End of year wellbeing shutdown (closed for the last week of the year)
• Celebration day off (e.g. birthday, Diwali, Eid, etc)
• Summer Hours in August (3pm finish on Fridays)
• Helping Our World (HOW) Days - one paid day per quarter to carry out charity work
• Pension Scheme
• Private Medical Insurance
• Health Cash Plan
• Wellbeing Library (MYNDUP)
• Mentoring Programme
• Subsidised Café
• Season Ticket Loan
• Cycle to Work Schemes
• Free on-site gym and shower facilities
• Free eyesight tests
• Free flu vaccination - offered on site once a year for all employees