Head of CEH Sales and Delivery

Emirates Old Trafford, home of Lancashire Cricket, is an award-winning world-class stadium and venue. It is recognised as one of the UK’s most prestigious venues for sport, business, leisure and entertainment with a capacity of up to 50,000 people for concerts; 26,000 for international cricket matches; meetings and events spaces for up to 2,000 delegates; a four-star hotel with 250 rooms; and an on-site Caffè Nero.

Key Responsibilities

• Responsible for achieving the CEH Sales Budget each year
• To develop the Conference and Events Budget for each financial year
• Responsible for the weekly revenue forecasting for Conference and Events – providing commentary to support the forecast
• Work with the Assistant Director (CEH) and Senior Sales Manager to develop a Conference and Events pricing strategy that is continually updated based on an analysis of ETA’s/ATA’s, market research and competitor analysis
• Regular competitor analysis to be carried out to ensure our pricing strategy is competitive in the market
• Work with the Assistant Director and Senior Sales Manager to improve the CEH Sales Strategy based on input from trend analysis to drive CEH performance.
• Work with the Assistant Director to optimize revenue in The Point through analysis of revenue and occupancy trends achieved in The Point.
• Identify opportunities to up-sell product during the co-ordination stage of the booking process
• Analysis of weekly enquiries and conversion trends of tentative/definite business, CXL and turned down business to identify trends and shape our strategic approach to increase revenues for CEH
• Create, maintain and develop strong key client relationships, both new and existing, to optimise retention and use initiative in identifying incremental revenue opportunities that can be secured for wider business
• Work with the Sodexo Management team to continually review product/pricing in line with market insight and trends and based on client feedback review product/packages/menus
• Work with the Stadium Operations team to develop a seasonal plan to maximise opportunity for CEH revenue during the cricket/concert season
• Work with the relevant Heads of Department and their teams to maximise and enhance the customer journey and sale of all Conference and Events products
• Manage, mentor and develop the Sales Manager and Sales Agents, Conference and Events Delivery Manager and Co-ordination team and the HGI Sales Manager and Group Sales Executive.
• Work in collaboration with the Hotel GM and Senior Sales Manager to ensure the successful delivery of the CEH Budget
• Work closely with the Assistant Director, Hotel GM and Head of Event Delivery to ensure the successful delivery of the CEH budgets and the seamless delivery of all events.
• To conduct Staff Development Reviews with the Sales Manager (Venue), Sales Manager (HGI) and the Events Delivery Manager
• Work alongside the Senior Sales Manager to ensure that we are optimizing our revenue and contribution on all events, including an annual review of our pricing strategy for all existing and new products that we take to market – for example Externally catered weddings/Christmas
• Ensure regular reviews with the Senior Sales Manager to develop a Conference and Events product development plan that is in line with customer requirements/market trends
• To ensure that the Delphi CRM system is managed appropriately and that all details inputted into the system are accurate and up to date.
• Develop a comprehensive reporting system on Delphi to identify CEH trends, shape revenue/pricing strategy and support the Assistant Director (CEH) with data to support with business analysis
• Reporting of the two-weekly C & E forecast with commentary
• Preparation work for Board Report, Business Review meeting and Commercial HOD
• Monthly report to present information on sales trends – enquiries/conversion/occupancy/revenue per booking etc

Essential Requirements

• Strong leadership skills to inspire and manage a sales teams, ensuring they meet targets and perform effectively
• Ability to develop and implement effective sale strategies to drive revenue and growth
• Good knowledge of evening planning and management
• Understanding of marketing principles to promote events and venues effectively
• High level negotiation skills to secure contracts and manage clint relationships
• Experience in setting and managing departmental budgets to ensure financial targets are met along with ability to forecast future revenues
• Excellent communication skills for interacting with clients, stakeholders and team members
• Ability to build and maintain a network of professional contacts within the industry
• Strong problem solving skills
• Sales systems understanding – experience on Delphi FDC desirable

Benefits

• Holiday allowance increasing with service
• 2 x standard Lancashire Cricket season memberships
• Social events throughout the year
• Fitness classes, table tennis club and yoga
• Basic contributory pension scheme with option to join enhanced pension scheme, including life assurance, after 3 months service
• Optional health cash plan scheme
• Discounts at the Lancashire Cricket Official Store, Trafford Cricket Centre, Hilton Garden Inn Emirates Old Trafford, Caffè Nero and with the Club’s partners
• Free parking
• Opportunity for hybrid working (by agreement)