Gartner Worldwide Events is the leading producer of IT conferences globally producing over 65 “must attend” events across 6 continents. Gartner Events attracts over 50,000 attendees, including more than 8,000 CIOs. Our audiences comprise of the world’s leading IT decision makers and buyers. When you join Gartner Event Sales, you will be a member of the fastest growing business unit and set your career on track for outstanding achievement with a company that knows no limits. POSITION SUMMARY This position is responsible for the implementation of our retention & growth strategy for clients and associates. It ultimately culminates in securing double digit revenue growth rates across the assigned events portfolio. This position requires an outstanding ability to recruit, motivate, coach and retain associates who flawlessly execute our global growth strategy. POSITION ACCOUNTABILITIES AND SPECIFIC DUTIES Develop and implement a strategy to achieve business development goals while ensuring continuous improvement in client retention rates Hire, coach and manage a team of 6-8 field sales associates Guide team members in developing their annual territory sales strategy Coach Account Executive's (AE's) in building, developing and maintaining relationships with key accounts and continuously improve their skill-set Drive visible pipeline activity and growth by creating a high activity sales environment Assist in complex contract negotiations with clients and prospects Conduct regular review and plan sessions with each AE Create individual development plans for all team members and execute against it Apply a continuous performance management approach with all associates Develop lead generation initiatives to continuously enhance our prospect database Guide your team members on pricing structures for large and bespoke deals Collaborate with International Sales Directors to maximize cross selling opportunities Develop, deepen and leverage relationships with all other Business Units Partner with the program development team, delivery team and marketing to develop new products and services we can go to market with Manage weekly/monthly sales reporting, roll-up forecasts and commission calculations Participate in planning and operations forums (i.e. Ops Review) to present your retention / growth strategy and business performance. EXPERIENCE Minimum 7 - 10 years proven sales and/or management experience Demonstrated ability to lead and mentor Proven track record of continuous overachievement Requires Experience in IT and/or events environment Ability to develop and execute a plan to achieve set corporate sales goals and implement strategies Proven ability to structure innovative, customized solutions Comprehensive understanding of buying centres in High-Tech and Telco companies Excellent communication skills Outstanding ability to collaborate and work with virtual teams #LI-DA1 Job Requirements:
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