PURPOSE OF THE ROLE WITHIN THE ORGANISATION:

P&J Live is operated and managed by ASM Global, the largest venue operator in the world, which leverages the experience of managing and operating venues to provide consulting advice to owners, to deliver world-class venues.

ASM Global is the world’s largest and most trusted venue management and services company operating the most prestigious entertainment, sports, and exhibition venues spanning five continents, with a portfolio of more than 300 stadiums, arenas, convention centres, entertainment districts, theatres, amphitheatres, and equestrian and recreational centres. From Aberdeen to Anchorage, and Sydney to Stockholm, our venues connect people through the power of live experiences.

The Association Conference Market brings together experts, researchers, professionals, and practitioners to present and discuss their work, share insights, and explore advancements in a particular field. Conferences can be academic, scientific, business-oriented, or industry-focused, and they typically involve keynote speeches, panel discussions, presentations, and workshops. Conferences can vary in size, ranging from small-scale events to large international gatherings. They can be organised by academic institutions, professional associations, corporations, or government bodies and vary in size and make up a vital part of the annual revenue streams for P&J Live.

Associations tend to meet annually with planning well in advance. Working closely with the city’s Convention & Events Bureau and Visit Aberdeenshire, the Business Development Manager is responsible for the development of the National and International Association conference market pipeline and activity for P&J Live, researching and effectively handling in-bound Association Conference enquiries, bringing these to conclusion, as well as pro-actively initiating new Association business leads and developing these opportunities through the bidding process to contract stage, over a number of years.

Main Responsibilities:

• Work in tandem with the central team, specifically the Head of Association Conferences to align strategy and initiatives.

• Proactively research, identify and develop qualified leads for the Local, National and International Association conference business.

• Build and maintain strong working relationships with existing and new Association clients to secure business for P&J Live.

• Produce fully costed proposals and bid documents for Association conferences progressing to client meeting/site visit and eventually contractual stage. Monitor the progress of sales enquiries and chase contracts to conclusion, ensuring that sales procedures are adhered to.

• Develop and secure contracted business in line with the agreed overall sales team budget and target.

• Identify and promote upsell opportunity to clients with regards to AVIT, food and beverage, production and exhibition services.

• In conjunction with the venue marketing team, develop content specific to the market sector to use in company newsletters, social media posts and on the P&J Live website, to further promote the business.

• Represent P&J Live at National and International trade shows and events, engaging in one to one meetings, networking events and social events.

• Work closely with Team Aberdeen Partners including: VisitAberdeen’s Convention & Events Bureau, Aberdeen City & Shire Hoteliers Associations, on-site Hotels, VisitScotland, University of Aberdeen and Robert Gordon’s University.

• Identify International Association leads, by using the ICCA database, and progress relevant opportunities in line with the Conference and Meetings Sales Strategy.

• Support VisitAberdeen’s Convention & Events Bureau to identify and attract ambassadors to support bids for National and International Association conferences.

• Assist with the organisation and running of familiarisation trips hosted by P&J Live, inviting potential conference clients to view the facilities and the destination as a whole, providing them with a better insight in to what the venue and the region can offer.

• Assist with the planning and delivery of client events and sales initiatives, working closely with the wider sales and marketing team.

• Ensure accurate records are kept within the venues CRM system, updating details for client and logging opportunities, sales activity and enquiries.

• Conduct show-rounds and site visits of the venue and the destination.

• Work closely with the venue operations team to ensure feedback is obtained from each client as part of the sales process, attending post event meetings with clients where possible.

• All administrative tasks related to the sales process.

• Any other tasks directed by the company.

Knowledge & Qualifications:

• Tourism Management Qualification or equivalent

• Tourism and/or Events industry knowledge

Skills:

• Sales and negotiation skills

• Initiative and enthusiasm

• Excellent communication and 'people skills'

• Good planning and organisational skills

• The ability to work calmly under pressure

• Good IT, presentation and proposal writing skills

Experience:

• Experience in a similar role in the business tourism industry

• A good track record of achieving sales targets

CV and covering letter should be emailed to Lauren Stewart – Resourcing Manager: lauren.stewart@pandjlive.com