Account Manager

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.

The bit about the role

Recognised by designers, fashion buyers and industry experts as one of the UK’s leading fashion trade shows, Scoop is an exclusive edit of sought-after fashion collections and emerging international designers, many of whom select Scoop as their only trade platform.

With an impressive line-up of the finest premium collections, Scoop is famed for its unique aesthetic. Carefully curating over 250 designer labels around outstanding works of contemporary art, Scoop offers visitors a unique and bespoke buying environment to discover a host of the new season collections.

Launched in February 2011, by Karen Radley, Scoop has developed into one of London’s leading fashion trade shows, encompassing an edited line up of premium women’s fashion as well as luxury home, beauty, lifestyle and men’s collections.

Job Overview

We are looking for someone to work closely with Karen Radley to secure retained, new and lapsed brands into the show whilst ensuring the brand mix remains high-end and curated. The role comes with a high level of customer service, married with a growth mindset and someone who can effectively engage with leaders of all levels and backgrounds to understand their objectives and challenges and deliver high value solutions for their customers.

Key Responsibilities

Sales and complex deals

• Grow revenue from existing customers by upselling and cross-selling other products including digital/sponsorship.
• Win new business from marketing qualified leads, competitor shows and self-sourcing.
• Drive stand and sponsorship sales and achieve/exceed specified revenue targets as agreed with your manager.
• Ensure accurate CRM and pipeline management as well as reporting as requested.
• Clear, transparent and timely execution of contracts.
• Attend competitor events to meet new prospects, non-rebooks and lapsed customers.
• Attend the event you support to rebook your customers for the next year’s event and collect feedback on the current year’s event

Credibility, relationships and account strategy

• Manage the relationship with all your customers by maintaining regular contact (via face-to-face meetings, video calls, 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.
• Continually strengthen the reputation of our brand and our company.
• Develop strong business relationships with a plethora of client stakeholders and across business functions.
• Identify and build new client relationships and win-back damaged/lapsed relationships.
• Ensure an excellent understanding of the client’s needs and how they are nuanced at a personal, divisional or regional level.
• Achieve/exceed soft targets and non-revenue KPIs relating to client engagement and satisfaction, as agreed with your manager.

Valued skills

• Experience in a similar sales or relationship-management role or telesales role.
• Ability to work to targets and KPI’s.
• A good understanding of client care and excellent customer service.
• Ability to thrive in a fast paced, dynamic environment, and make decisions on the go.
• Ability to travel, without restriction, throughout most countries, especially the EU.
• Excellent customer relationship skills - you will be expected to manage and build strong relationships with accounts assigned.
• Comfortable challenging customers and explaining benefits of partnering.
• Commercially minded being able to implement initiatives identified.
• Ability to demonstrate working with businesses of all sizes from small independents to large multi-national corporations.
• Experience managing senior stakeholders: including collaborating with, influencing, presenting to C-suite clients and internal stakeholders.
• Proven track record growing account revenues and margins.

Key Competencies Required

• Outstanding self-awareness, high levels of empathy and strong influencing skill.
• Relationship building skills that help build trust and rapport.
• Good at building effective working relationships and networks at all levels and able to deal with senior stakeholders (client side and internal).
• Ability to assimilate knowledge rapidly.
• Able to understand customer needs (implied and explicit) and adapt our portfolio of events and services to build a tailored solution for them.
• Excellent communication skills – persuasive, confident and good listening skills.
• Strong presentation skills – face to face and by phone or conference call.
• Up-to-date with trends and current issues within your business sector and the event industry as a whole.
• Strong commercial outlook and growth mindset.
• Excellent interpersonal skills with the ability to effectively and diplomatically balance conflicting needs and priorities.
• Excellent attention to detail and project management skills and ability to multi-task, especially when working fast and to tight timelines.
• Analytical approach.
• Strong desire to succeed and a positive ‘can-do attitude’.
• Resourceful, good at problem solving and able to cope under pressure.
• Strong work ethic.
• Flexible and adaptable to the needs of the client and the business.
• Skilled use of Microsoft Excel, PowerPoint, Teams, Dynamics.

Get in touch if this sounds like you.