Head of Growth: Production & Sales

CX | Ecommerce | Gaming

The Retail portfolio head of growth position is a combination of the traditional conference producer and sales manager roles. Given that the retail portfolio is in its growth phase with only two ongoing events to produce and a third to conceptualise, the combined function will serve well to create a sales driven approach to production.
A sales driven producer who conceptualises and grows events based on the ability to sell early in the event cycle is essential to the 2027 retail event growth target of ZAR40m. This individual will focus on content 14 months ahead of event dates and drive sales by booking sponsorship him/herself.

PRODUCER RESPONSIBILITIES:

Market research and analysis

  • Stay informed about industry trends, competitive landscape and emerging technologies relevant to the retail portfolio
  • Conduct market research and analysis to identify new opportunities for conference topics, formats and audience engagement strategies
  • Utilise data and insights to make informed decisions and drive continuous improvement to our content

Key event theme and content breakdown

  • Content validation by a panel of industry leaders (advisory board)
  • Ensuring content is topical, well researched, not derivative and vetted by potential delegates

Agenda development

  • Research and identify emerging trends, challenges and opportunities within the digital commerce, CX and gaming sectors
  • Collaborate with industry experts, associations and advisory boards to ensure that content is relevant, informative and engaging
  • Continuously refine and enhance conference agendas based on feedback, market research and industry developments
  • Agenda structure
    • Create a structure that flows and creates a great delegate, sponsor and
      speaker experience

Speaker acquisition

  • Identify and recruit high-profile speakers who are industry experts and/or thought
    leaders to participate at our conferences

    • The speakers can be local or international, however a pre agreed budget will apply
    • Speaker acquisition includes securing a moderator to anchor the event, as well as panel discussion chair people to guide the discussion flow
  • Coordinate with speakers to develop compelling presentations and panel discussions that align with the conference agenda that you have created and validated
  • Maintain ongoing communication with speakers to ensure their participation
  • Facilitate logistics to the event
  • Early marketing and promotion of speakers to the industry at large
    • Social input
    • Email input
    • Media
    • Association partners

Event Management

  • Work closely with the events team to coordinate all aspects of conference planning
    and execution, including venue selection, logistics, marketing and promotion
  • Provide support during the event, ensuring smooth operations and addressing any issues or concerns as they arise
  • Foster a positive and engaging experience for attendees, speakers, sponsors and other stakeholders
  • On the day speaker management
    • Coordinating closely with the AV team to ensure keynote, panel and workshop delivery is seamless
    • Gather speaker content/slides well ahead of event day/s
    • Prepare for speaker arrival

SALES & SALES MANAGEMENT RESPONSIBILITIES:

Sponsorship Sales

  • Identify and engage potential sponsors through targeted outreach, networking and
    relationship-building activities
  • Customise sponsorship packages to meet the needs and objectives of sponsors,
    ensuring alignment with conference themes and the audience demographic
  • Negotiate sponsorship agreements and contracts, ensuring mutually beneficial
    partnerships
  • Identify marquee sponsors who are likely to sign multi-year and/or multi event deals

Sales management

  • Manage the retail sales team cadence, pipeline and targets
  • Develop a bottom up revenue model and sales strategy for achieving our 2027 revenue goal of ZAR40m
    • Break this down event by event and by year
    • Brief the team and secure their buy-in
  • Develop an annual and by event sales strategy for the team to execute 14 months in
    advance of the events sales cycles
  • Monitor sales targets on a weekly, monthly and quarterly basis
  • Manage complex negotiations with senior-level executives for team members, when
    called upon
  • Build rapport and establish long term relationships with key partners and clients
  • Maintain accurate record keeping in HubSpot CRM
  • Manage the DS sales team numbers and strategy for increasing sales beyond cold
    calling, booking of warm leads and rebookings
  • Develop at-event rebooking strategies for the following year

BASIC QUALIFICATIONS & EXPERIENCE:

  • Minimum 3 years experience in corporate strategy or other strategic roles
  • Experience leading large cross-functional and data driven projects
  • Residing in Cape Town
  • Advanced skills in Excel/Google Sheets
  • Experience and/or knowledge of the industry sector/s is highly advantageous
  • Experience and working knowledge of HubSpot advantageous
  • Proficiency in Microsoft Office suite and event management software
  • Experience in sponsorship sales and relationship management is highly desirable
  • Strong verbal and written communication

PREFERRED SKILLS:

  • Strategic thinking balanced with a pragmatic approach
  • Critical thinking – the ability to understand strategic business needs and align them with our
    strategic expansion
  • Ability to work with ambiguity in a fast-paced environment
  • A customer centric approach when unpacking tasks at hand and problem solving
  • Grit. This role necessitates a ‘can do’ attitude in a frenetic industry within a rapidly growing
    evolving industry
  • Event and digital media sales experience is highly valued in the digital retail market
  • Ability to organise, breakdown and clearly articulate complex thoughts, ideas and instruction in written form

Apply for this position

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