Business Development Manager

We are looking for 6 people to relocate to Dubai as Business Developer Manager for one of the biggest exhibitions and events company.

The Business Development Manager is responsible for sales development, planning, and execution of sales activities. The role involves initiating and maintaining a relations network with stakeholders and clients. He / She is responsible for achieving and exceeding sales revenue targets by the sales plan, through the effective management of customer relationships.

B2B experience and advanced English is a must.

ROLE AND RESPONSIBILITIES

The position holder is responsible for:

• Development of Strategies and Action Plans to achieve sales revenue targets within timelines

• Attending a significant number of client meetings through calls, virtual platforms, or physically every week

• Developing proposals, quotations, and tenders for inquiries and negotiating terms to secure sales opportunities to meet targets

• Meeting with potential and existing clients to increase opportunities to increase market share and revenue within government and corporate organizations

• Deliver innovative event management services

• Attend trade and public events for networking and to secure new business opportunities to create a pipeline of sales opportunities

• Provide a high level of customer service and account management to existing and prospective clients.

• Timely & and accurate reporting of sales results and activities

• Build and maintain strong client relationships

• Participate in marketing activities to increase brand awareness and gain new clients

1) Sales Target

• achievement of monthly sales target as per the projects allocated

2) Market research

• Identifying contributors in their allocated projects

• Building a database of possible contributors

• Researching contributors in the database and estimating the value of each contributor

• Maintaining a database of contributors who participated

3) Sales & Marketing

• Establishing contact with contributors in the database through an individual approach

• Maintain contact with possible contributors through follow-up

• Negotiation of terms of participation, sending of sales contracts, receiving signed & and stamped sales

contracts

• Contacting and establishing participation contracts with previous contributors that have been acquired

from the individual sales executive

4) Operations

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• Creation of an individual pipeline outlining the activities and workload of the individual sales executive by the paramount project pipeline and timeline

• Researching and visiting relevant events and shows in the sales executive’s allocated region

• Updating floor plan regarding the availability

5) Reporting

• Creation of weekly sales report

• CRM system entry & updates

• Participating in weekly meetings

Looking for your CV and letter of intention!

@ recrutare@kapitalhr.com

Project Manager Exhibitions

We are looking for an experienced person to relocate to Dubai as a Project Manager for one of the biggest exhibitions and events companies.

The role of the Project Manager is to create a project strategy, and project plan, set achievable and project budget(s), implement said strategies, and coordinate the project team with a pipeline to achieve the mentioned strategy and goals. Furthermore, the role includes managing the project team, the project marketing, and the project sales as well as developing markets and approaching possible exhibitors.

GENERAL RESPONSIBILITIES

The position holder is responsible for

Project strategy:

• Creation of the event Format & Features

• Analysis of previous shows and market trends through statistics and market research

• Identify contributors – exhibitors, sponsors, associations, governments, other organizations

• Setting of quantitative achievable

Project plan:

• Create and implement pipeline & timeline

• Creating and implementing budget

• Allocating quantitative achievable to individual team members

Market research:

• Identifying contributors in their allocated regions

• Building a database of possible contributors

• Researching contributors in the database and estimating the value of each contributor

• Maintaining a database of contributors who participated in past events

Sales & Marketing:

• Establishing contact with contributors in the database through an individual approach

• Maintain contact with possible contributors through follow-up

• Negotiation of terms of participation, sending of sales contracts, receiving signed & and stamped sales contracts

• Contacting and establishing participation contracts with previous contributors which have been acquired from the individual sales executive

Operations:

• Creation of an individual pipeline outlining the activities and workload of the individual sales executive by the paramount project pipeline and timeline

• Researching and visiting relevant exhibitions and shows in the sales executive’s allocated region 2

• Updating floor plan regarding availability

• Team Management:

• Tracking & and evaluation of the performance of team members by achievable

• Conducting team meetings

• Identifying the training needs of team members

• Reporting:

• Creation of weekly sales report

• Participating in weekly meetings to ensure achievable set by the exhibition manager are met

• Other duties as assigned by the position’s line manager and/or the company’s management

Main Duties & Responsibilities:

EVENT MANAGEMENT

• Lead the development and maintenance of a strategic plan in collaboration with the senior management team.

• Oversee and monitor the strategic plan to ensure it is carried out on time and to budget.

• Agree on the annual exhibition budget with the senior event management team and cascade this to team

members.

• Uphold the brand reputation of Strategic as the premier exhibition & and events provider at all times.

• Ensure that the planned exhibition growth and targets are achievable with available resources.

• Create event content and features with the team that will ensure longer-term visitor interest and or

commercial success.

• Evaluate event effectiveness and recommend strategies for improvement.

EXHIBITION FINANCE AND ACCOUNTING

• Control and manage exhibition costs within budget through monthly reviews with Marketing and Exhibition Managers

• Liaise with the finance team to ensure compliance with the event budget

• Ensure all documentation required is completed accurately and on time

• Track and document all revenue and cost transactions and communicate with the accounts department

EXHIBITION SALES

• Oversee event sales targets for team members.

• Lead and manage the sales team by monitoring sales activities and performance in coordination with the Sales Director.

• Schedule regular sales meetings to review performance and productivity and provide guidance and direction.

• Lead by example by bringing in sales and sponsorship deals.

• Analyze rebooking statistics and identify ways to maximize client retention.

• Strategize and produce opportunities for the exhibition teams to increase non-square-meters sales.

• Provide opportunities for growth within each exhibition profile.

EXHIBITION MARKETING

• Create useful, internal working relationships with the Marketing Department.

• Contribute to the marketing strategy and oversee the execution of marketing plans and schedules in

collaboration with the event marketing team.

• Monitor marketing activities and ensure they are executed on time and in line with marketing plans.

• Work closely with the Marketing Manager to design/create copy for marketing materials, websites, and

digital media.

• Monitor database growth in appropriate markets and feedback on improvements.

EXHIBITION OPERATIONS

• Establish a useful, internal working relationship between the Sales and Marketing team and the Operations

Department.

• Continually liaise with the Operations Department concerning floor plans and ensure client requirements are maintained.

• Closely adhere to logistics plans.

• Assist and provide support to the Operations team onsite, pre-, during a post-event

We are looking for your Cv and letter of intention!

@ recrutare@kapitalhr.com

Conference Producer in Dubai

Kapital HR is recruiting for one of its clients, one of the most well-known international companies in organizing exhibitions and conferences, an experienced Conference Producer, in Dubai.

The role of the Conference Producer is someone who extensively researches, plans and manages conferences, workshop and events making it his/her responsibility to oversee every aspect of this conference or event from start to finish. It is part of the responsibility to manage speaker inputs and acquire new connections.

You need to be fluent in English, to be able to relocate in Dubai and to travel all over the world.

You need to develop different themes and concept notes subject to the nature of the events, also to develop the Content & Topics for the Conference/Workshop and to write the Conference/Workshop program, invite speakers, liaise with speakers to ensure attendance, organize or assist in the organizing of the event, as the case may be and to attend to all matters relating to and/or ancillary to the successful conducting of the event.

Job Description

ROLE AND RESPONSIBILITIES

General Responsibilities

Market research

  • Identifying contributors in their allocated regions
  • Building database of possible contributors
  • Researching contributors in database and estimate value of each contributor
  • Maintaining database of contributors who participated

Operations:

  • Approaching selected contributors, establishing and maintaining network with said contributors
  • Market research and market development
  • Establishing and implanting branding for the exhibition/conference with regards to the Content.
  • Researching and visiting relevant exhibitions / conferences / events
  • Preparing a weekly event update report to be presented to the company’s management

Specific Responsibilities

  • Developing Different Themes and Concept Notes subject to the Nature of the Events.
  • Developing the Content & Topics for the Conference/Workshop
  • To write the Conference/Workshop program, invite speakers, liaise with speakers to ensure attendance, organize or assist in the organizing of the event, as the case may be and to attend to all matters relating to and/or ancillary to the successful conducting of the event.
  • Conducting Research within a target market to Develop Conference/Workshop Agenda
  • Analyzing research and using critical thinking to Develop Commercial Conference/Workshop programs that meet the stated needs of the market
  • Working with and supporting a cross-functional team on an ongoing basis to ensure Successful Marketing and Sponsorship of the Conference/Workshop.
  • Researching and providing the Marketing Department with Strategic Information required to market Conferences/Workshops, including detailed information on the target market both in terms of industry sectors and disciplines and geographic markets, Relevant industry associations, Industry Publications, and Competitive Event Prepare Proposals for New Businesses.
  • Establishing and Maintaining Relationships with Key Professionals, Industry Leaders, Senior Executives and Media within relevant Vertical Market
  • Meeting PR, Mailer and Social Media Deadlines. The deadlines to be discussed with the Show Project Managers and the Marketing Department.
  • Secure Partnerships
  • Develop  Network in Europe with Investment & Financial Institutions
  • Attend Meetings when Required with Potential Partners/Sponsors/Key Accounts

POSITION REQUIREMENTS

The position holder should have

  • Knowledge of MS Office
    • Ability to analyze ideas from a commercial perspective
    • Ability to conduct in-depth research via telephone, in person and using other means
    • Excellent networking and information gathering abilities
    • Working knowledge of allocated sector & industry
    • Working knowledge of key countries & regions

PREFERRED SKILLS & QUALIFICATIONS

The position holder should have

  • Communication skills (written & spoken) in English; other languages preferable
    • Time management skills
    • Prioritization skills
    • Follow-up skills
    • High degree of organization
    • Competent Appearance

Candidates interested in the position can send their CV to alina.conu@kapitalhr.com

Project Manager in Dubai

Kapital HR is recruiting for one of its clients, one of the most well-known international companies in organizing exhibitions and conferences, an experienced Project Manager, in Dubai.

The role of the Project Manager is to create a project strategy, project plan, set achievable and project budget(s), implement said strategies and coordinating the project team with a pipeline in order to achieve mentioned strategy and goals. Furthermore, the role includes managing the project team, the project marketing, the project sales as well as developing markets and approaching possible exhibitors.

Job Description

GENERAL RESPONSIBILITIES

The position holder is responsible for

•              Project strategy:

–              Creation of the event Format & Features

–              Analysis of previous shows and market trends through statistics and market research

–              Identify contributors – exhibitors, sponsors, associations, governments, other organizations

–              Setting of quantitative achievable

•              Project plan:

–              Create and implementing pipeline & timeline

–              Creating and implementing budget

–              Allocating quantitative achievable to individual team members

•              Market research:

–              Identifying contributors in their allocated regions

–              Building database of possible contributors

–              Researching contributors in database and estimate value of each contributor

–              Maintaining database of contributors who actually participated in past events

•              Sales & Marketing:

–              Establishing contact with contributors in database through individual approach

–              Maintain contact with possible contributors through follow up

–              Negotiation of terms of participation, sending of sales contracts, receiving signed & stamped sales contracts

–              Contacting and establishing participation contracts with previous contributors which have been acquired from the individual sales executive

•              Operations:

–              Creation of an individual pipeline outlining the activities and workload of the individual sales executive in accordance with the paramount project pipeline and timeline

–              Researching and visiting relevant exhibitions and shows in the sales executive’s allocated region

–              Updating floor plan in regards of availability

•              Team Management:

–              Tracking & evaluation of performance of team members in accordance with achievable

–              Conducting team meetings

–              Identifying training needs of team members

•              Reporting:

–              Creation of weekly sales report

–              Participating in weekly meetings to ensure achievable set by the exhibition manager are met

•              Other duties as assigned by the position’s line manager and/or the company’s management

Main Duties & Responsibilities:

EVENT MANAGEMENT

•              Lead the development and maintenance of a strategic plan in collaboration with the senior management team.

•              Oversee and monitor the strategic plan to ensure it is carried out on time and to budget.

•              Agree the annual exhibition budget with the senior event management team and cascade this to team members.

•              Uphold the brand reputation of Strategic as the premier exhibition & events provider at all times.

•              Ensure that the planned exhibition growth and targets are achievable with available resources.

•              Create event content and features with the team that will ensure longer term visitor interest and or commercial success.

•              Evaluate event effectiveness and recommend strategies for improvement.

EXHIBITION FINANCE AND ACCOUNTING

•              Control and manage exhibition costs within budget through monthly reviews with Marketing and Exhibition Managers

•              Liaise with the finance team to ensure compliance with event budget

•              Ensure all documentation required is completed accurately and on time

•              Track and document all revenue and cost transactions and communicate with the accounts department

EXHIBITION SALES

•              Oversee event sales targets for team members.

•              Lead and manage the sales team through monitoring sales activities and performance in coordination with the Sales Director.

•              Schedule regular sales meetings in order to review performance and productivity and provide guidance and direction.

•              Lead by example by bringing in sales and sponsorship deals.

•              Analyze rebooking statistics and identify ways to maximize client retention.

•              Strategize and produce opportunities for the exhibition teams to increase non-square-meters sales.

•              Provide opportunities for growth within each exhibition profile.

EXHIBITION MARKETING

•              Create useful, internal working relationship with the Marketing Department.

•              Contribute to the marketing strategy and oversee the execution of marketing plans and schedules in collaboration with the event marketing team.

•              Monitor marketing activities and ensure they are executed on time and in-line with marketing plans.

•              Work closely with the Marketing Manager to design/create copy for marketing materials, websites and digital media.

•              Monitor database growth in appropriate markets and feedback on improvements.

EXHIBITION OPERATIONS

•              Establish a useful, internal working relationship between the Sales and Marketing team and the Operations Department.

•              Continually liaise with Operations Department with respect to floor plans and ensure client requirements are maintained.

•              Closely adhere to logistics plans.

•              Assist and provide support to the Operations team onsite, pre-, during a post-event.

POSITION REQUIREMENTS

The position holder should have

•              Knowledge of CRM system

•              Knowledge of MS Office

•              Knowledge of a Project Management Software

•              5-6 years’ experience in managing exhibitions

•              Working knowledge of allocated sector & industry

•              Working knowledge of key countries & regions

PREFERRED SKILLS & QUALIFICATIONS

The position holder should have

•              A project management degree (PMP or equivalent)

•              Communication skills (written & spoken) in English; other languages preferable

•              Time management skills

•              Prioritization skills

•              Follow-up skills

•              High degree of organization

•              Sales personality

•              Ability to lead and motivate other

Candidates interested in the position can send their CV to alina.conu@kapitalhr.com

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