Sales Manager (JR102079)

At Clarion, our people are at the absolute heart of what we do. We’re proud that our core values of PASSION, CARE, IMAGINATION, and TRUST define the way we carry out our work across all of our exhibitions and conferences.

If you share our values and want to be a part of a successful, dynamic, and creative global business then we want to hear from you.

The Opportunity:

Due to the continued growth of the ITC Europe portfolio, we have a very exciting opening for a Sales Manager, to help us grow the success of our European events and digital content. 

This is a rare opportunity to join an ambitious team with an ethos on building success through collaboration with each other and with customers. We have a start-up mentality and over the coming months we will be going through a re-launch of the brand, this is an exciting time to be part of the team and help shape the future of the ITC Europe brand and join us on our growth journey.  

We lead by example, by creating an inclusive environment that empowers our team, business and community to thrive.  

Who are ITC Europe

Clarion is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947. In more recent times, the firm has grown into a truly international business, with a portfolio of live and virtual events and media brands across a range of vertical markets.  

ITC Europe is a portfolio within Clarion specifically dedicated to the insurance market, providing events, market intelligence and content marketing to audiences globally within the insurance space. 

Our philosophy is that in a disruptive, cutting-edge industry like ours no single person or entity has all of the answers. By fostering a community and bringing people from across the whole industry together, we are coming ever closer to achieving the ultimate goal of bringing digital innovation to the insurance industry.  

Our mission is to connect the insurance industry, through our exceptional experiences, to help them deliver seamless experiences to their customers.  

Key Responsibilities:

The main responsibility for the role is to sell the ITC Europe suite of products, including exhibition, speaking opportunities, sponsorship, targeted branding and advertising as well as content marketing solutions.  

The role will focus on delivering new business and selling to existing accounts through face-to-face meetings, telephone, video conferencing and email proposals. Attending industry events and conferences as required.

General 

• Consistently achieve and exceed revenue targets (£1M+ annual revenue preferred).
• Deliver against key strategic objectives aligned with your focus area.
• Develop and maintain deep expertise in all ITC products, including industry demographics, content themes, customer profiles, and future strategy.
• Stay ahead of market trends by actively monitoring industry news, reports, and competitive insights.
• Drive revenue growth by executing high-impact sales activities, including new opportunity generation, pipeline management, and closing business.
• Adopt a challenger sales approach, guiding clients toward solutions that drive meaningful results.
• Collaborate effectively across marketing, content, and operations teams to enhance customer experience and maximize business outcomes.
•  Represent ITC Europe with professionalism, maintaining high standards of customer service and brand integrity.

Account management 

• Use Salesforce to manage accounts and provide accurate weekly and monthly sales forecasts. 
• Conduct regular face-to-face meetings and build strong relationships with your client base. 
• Understand customers’ business objectives and deliver tailored solutions that offer ROI.
• Demonstrate the ability to maximize investment from clients by solution selling, with a range of package elements through a tailored campaign. 
• Focus on increasing yields of existing accounts and target a retention rate of 75%+ 
• Feed into the event strategy with feedback from your customers. 
• Arrange customer service calls pre-event to ensure that your clients are prepared for events, aware of all sales, marketing and PR opportunities to deliver exceptional ROI. 
• Assist with credit control issues as required to ensure no bad debt against your accounts.
• Rebooking effectively on site at events. 

New Business Sales 

• Effective prospecting - be fully aware of the competitive event and media landscape – visit competitor shows to source leads (some international travel required). 
• Identify new vendor categories to sell to and work with the content team and show directors to build the right proposition for them in the event. 
• Generate new business accounts, this will represent ~ Approx 50% of your target.

Knowledge, Skills & Behaviours

• Previous experience in similar role, consistently achieving targets of £750K- £1M+
• Strong commercial acumen, relationship builder & contributor of ideas.
• A hungry, motivated and competitive self-starter.
• Ability to deliver new business revenues. 
• Ability to grow existing revenues. 
• Ability to work with senior stakeholders.
• Strong at networking and productive social engagement.
• Experience using Salesforce is preferred. 
• Comfortable at being a brand ambassador for ITC.
• Ability to use Sales Navigator and create targeted leads lists effectively - prospecting skills are key to this role. 
• Ability to actively listen and act and adapt accordingly.

About Clarion Events

Clarion Events is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947. (https://clarionevents.com/welcome)

Clarion Events embrace diversity and equal opportunities in all that we do. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Clarion is private equity backed and owned by Blackstone. Blackstone is one of the world’s leading global investment funds, investing capital for the long term to build successful, resilient businesses. (https://www.blackstone.com/) 

Our purpose is to deliver exceptional customer outcomes and experiences, by making every connection count.

Our vision is we want every one of our products to be a market leader in customer satisfaction and delight.

• 25 days’ holiday plus bank holidays
• End of year wellbeing shutdown (closed for the last week of the year)
• Celebration day off (e.g. birthday, Diwali, Eid, etc)
• Summer Hours in August (3pm finish on Fridays)
• Helping Our World (HOW) Days – one paid day per quarter to carry out charity work
• Pension Scheme
• Private Medical Insurance
• Health Cash Plan
• Wellbeing Library (MYNDUP)
• Mentoring Programme
• Subsidised Café
• Season Ticket Loan
• Cycle to Work Schemes
• Free on-site gym and shower facilities
• Free eyesight tests
• Free flu vaccination – offered on site once a year for all employees