WINSIGHT, LLC
Event Director, FHA
WINSIGHT, LLC, Robinson, Illinois, United States, 62454
Informa Markets is one of Informa's B2B Markets and Digital Services divisions. We are a highly international business, with a significant presence in the US, Brazil, the Middle East, India and China.
We work in over a dozen growing, specialist and international markets, with hundreds of leading brands across Health & Nutrition, Healthcare & Pharmaceuticals, Aviation, Beauty & Aesthetics, Infrastructure & Construction, Agriculture and Fashion.
Informa Markets delivers smart events, including must-attend trade-focused exhibitions, specialist content, specialist data and targeted digital services, including lead and demand generation solutions powered by our depth of first-party customer data.
Our live products and digital platforms and services enable buyers, sellers and decision makers in specialist markets to meet, discover and showcase new products and do business.
Job Description
The Event Director for FHA is responsible for overall Brand ownership, delivery of quality customer experience, and continuous growth of products to develop and maintain the Brand as a market leading entity. The role will be accountable for identifying growth opportunities in adjacent markets and sectors, employing a keen eye for M&A through new product launches, geo-adapts and acquisitions. The Event Director will own and manage the P&L of a brand, while being responsible for the financial, operational and customer performance of each product. Working with the Marketing and Operations, he/ she will drive revenue growth and improve margin year-on-year. Responsible for a 3-5 year long term Brand / Event plan, the Event Director will lead in innovative thinking, enabling stronger evolution of Brands / Events in the market. He / she will be a known leader in the industry, holding deep insight into market trends and customer needs. PRINCIPAL DUTIES AND RESPONSIBILITIES: Own and develop the strategy and direction of products as part of a market leading brand to enrich the value proposition Informa provides Accountable for the development and improvement of customer experience for each product / event Grow existing brands through M&A strategies such as, new product launches, geo-adapts and acquisitions Responsible for successful execution of complementary products for each Brand / Event including conferences and seminars Identify new white space opportunities in adjacent markets which can be incorporated into brand and product development Create and develop long term (3-5 year) product / brand strategies to achieve product objectives and growth across all brands Own the P&L of each Brand in the portfolio and hold accountability for financial, operational and customer performance of products Develop and lead Business Unit sales strategies and revenue forecasts in collaboration with Sales Director Maintain and strengthen key customer relationships through demonstrating detailed understanding of customer business strategy and needs Work with Sales lead to set budgets and targets for Sales team and individuals Set strategic approach with the Sales leadfor use of sales agents / Joint Venture sales teams to deliver local and international revenue where relevant Ensure successful execution of Marketing and Operations elements of product delivery Be a figurehead in the industry, understanding the market and developing Informa’s eminence Build personal relationships on behalf of the brand, Salesand Informa as a whole Engage the most strategically important customers to ensure needs are met and loyalty is rewarded Strategic ownership of floorplan, responsible for initial design and significant strategic changes each year Business and Product development – add new formats and features with a view to enrich customer experience, attract more buyers and monetise. Develop partnerships to scale up the event Implement pricing measures to increase revenue and margins Consistently grow visitor numbers and buyers over previous years ILLUSTRATIVE ROLE METRICS: Brand (Event/Product) P&L performance
Gross revenue by event / brand Brand (Event/product) revenue performance against target Gross Margin Year over Year (YoY) by event / brand Profit by event / brand
Shared metric with Sales and Marketing leadership
Customer Satisfaction Loyalty % Re–book NPS New product launch success rate
Brand eminence
Customer engagement Market ranking / positioning
Cost of sales / Return on Sales Employed (ROSE) Event employee performance
Event churn Event satisfaction (internal survey)
Sales adoption and process performance
Sales process cycle time improvement Key CRM system adoption metrics Sales Excellence process adoption
Qualifications
University Bachelor’s Degree / University of Applied Sciences qualification 5-8 years’ experience in
leading
a Brand / Product team with 12-15 years in a Brand / Product role with a multinational organization Significant experience in a developing brand and sales strategies with strong sales acumen Strong experience in managing relationships with international customers across various regions and cultures Ability to act as an independent, inspirational leader with charisma and energy Ability to develop relationships at senior levels and support the management of and interaction with high value customer accounts Ability to define a sales strategy and supporting campaigns to execute against a set of targets Experience of reporting, budgeting / forecasting and associated processes and policies Experience of building trusted internal relationships Strong communication and follow-through skills Ability to collaborate with multiple internal stakeholders and other functions to ensure successful implementation of a matrixed business model
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The Event Director for FHA is responsible for overall Brand ownership, delivery of quality customer experience, and continuous growth of products to develop and maintain the Brand as a market leading entity. The role will be accountable for identifying growth opportunities in adjacent markets and sectors, employing a keen eye for M&A through new product launches, geo-adapts and acquisitions. The Event Director will own and manage the P&L of a brand, while being responsible for the financial, operational and customer performance of each product. Working with the Marketing and Operations, he/ she will drive revenue growth and improve margin year-on-year. Responsible for a 3-5 year long term Brand / Event plan, the Event Director will lead in innovative thinking, enabling stronger evolution of Brands / Events in the market. He / she will be a known leader in the industry, holding deep insight into market trends and customer needs. PRINCIPAL DUTIES AND RESPONSIBILITIES: Own and develop the strategy and direction of products as part of a market leading brand to enrich the value proposition Informa provides Accountable for the development and improvement of customer experience for each product / event Grow existing brands through M&A strategies such as, new product launches, geo-adapts and acquisitions Responsible for successful execution of complementary products for each Brand / Event including conferences and seminars Identify new white space opportunities in adjacent markets which can be incorporated into brand and product development Create and develop long term (3-5 year) product / brand strategies to achieve product objectives and growth across all brands Own the P&L of each Brand in the portfolio and hold accountability for financial, operational and customer performance of products Develop and lead Business Unit sales strategies and revenue forecasts in collaboration with Sales Director Maintain and strengthen key customer relationships through demonstrating detailed understanding of customer business strategy and needs Work with Sales lead to set budgets and targets for Sales team and individuals Set strategic approach with the Sales leadfor use of sales agents / Joint Venture sales teams to deliver local and international revenue where relevant Ensure successful execution of Marketing and Operations elements of product delivery Be a figurehead in the industry, understanding the market and developing Informa’s eminence Build personal relationships on behalf of the brand, Salesand Informa as a whole Engage the most strategically important customers to ensure needs are met and loyalty is rewarded Strategic ownership of floorplan, responsible for initial design and significant strategic changes each year Business and Product development – add new formats and features with a view to enrich customer experience, attract more buyers and monetise. Develop partnerships to scale up the event Implement pricing measures to increase revenue and margins Consistently grow visitor numbers and buyers over previous years ILLUSTRATIVE ROLE METRICS: Brand (Event/Product) P&L performance
Gross revenue by event / brand Brand (Event/product) revenue performance against target Gross Margin Year over Year (YoY) by event / brand Profit by event / brand
Shared metric with Sales and Marketing leadership
Customer Satisfaction Loyalty % Re–book NPS New product launch success rate
Brand eminence
Customer engagement Market ranking / positioning
Cost of sales / Return on Sales Employed (ROSE) Event employee performance
Event churn Event satisfaction (internal survey)
Sales adoption and process performance
Sales process cycle time improvement Key CRM system adoption metrics Sales Excellence process adoption
Qualifications
University Bachelor’s Degree / University of Applied Sciences qualification 5-8 years’ experience in
leading
a Brand / Product team with 12-15 years in a Brand / Product role with a multinational organization Significant experience in a developing brand and sales strategies with strong sales acumen Strong experience in managing relationships with international customers across various regions and cultures Ability to act as an independent, inspirational leader with charisma and energy Ability to develop relationships at senior levels and support the management of and interaction with high value customer accounts Ability to define a sales strategy and supporting campaigns to execute against a set of targets Experience of reporting, budgeting / forecasting and associated processes and policies Experience of building trusted internal relationships Strong communication and follow-through skills Ability to collaborate with multiple internal stakeholders and other functions to ensure successful implementation of a matrixed business model
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