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Relationship Manager

Not Stated
Full Time/Permanent
£30,000 - £40,000
East Sussex
23-11-2021 05:57 PM

Relationship Manager

Role overview

Based in the Hosted buyer team, reporting to the Senior Relationship Manager, this role is responsible and accountable for delivering buyers to IMEX exhibitions and digital events through outstanding relationship development, industry knowledge and contacts. The role requires a proactive and confident approach to building new relationships as well as developing existing ones with the aim of proactively attracting more and new buyers to IMEX events. This role also requires active industry participation and knowledge gathering. The Relationship Manager will thrive on learning & self-development, networking and building relationships that achieve company goals.

Key Areas of Responsibility

Relationships / Sales

  • Deliver excellent client care through an in-depth understanding of intermediaries and buyers, what are their needs are and how to work with them effectively
  • Consistently demonstrate enthusiasm and collaboration with all stakeholders and team members to help find ways to attract new buyers to the show and gain an understanding of what IMEX does outside of the hosted buyer programme.
  • Responsible for developing in-depth knowledge of relevant international hosted buyer markets and constantly seeking opportunities for new business.
  • Demonstrate you can develop a new hosted buyer group to achieve success.
  • Create strategies with intermediaries to boost their number of hosted buyers
  • Proactive in collaborating across all departments of IMEX, not just the Hosted team
  • Work closely with the Knowledge & Events team to secure buyer groups from speaker relationships
  • Work closely with the Sales team to help promote the hosted buyer programme to new exhibitors
  • Active participation in social media to promote IMEX and drive participation in specialist groups
  • Take an active role on site in Frankfurt and Las Vegas – supporting the team and company where needed

Industry Participation

  • Independently attend industry events on a regular basis and feedback to the team and company when relevant. Demonstrate the benefit to IMEX and the hosted buyer programme of this participation.
  • Actively participate with an Associations / Industry partner of IMEX – such as ICCA, MPI or SITE and have a thirst to develop knowledge and skills
  • Demonstrate awareness and understanding of current issues and trends in the business events industry. Identify ways of using this knowledge to seek out new opportunities to increase buyers for the hosted buyer programme.
  • Demonstrate an In-depth understanding of the 3 main buyer markets – Corporate, Association and Agency and identify ways to attract them to the shows.
  • Build your own industry presence in key market sectors and areas

 Accountability and Responsibility

  • Willingness to lead at least one company squad or working group within a squad.
  • Proactive in initiating and managing new projects. Work to define the goals and objectives of in collaboration with others from different departments. Present feedback on a regular basis to the team and company.
  • Demonstrate the ability and willingness to look for innovative ideas and ways of working to ensure the hosted buyer programme is fit for the future.
  • Take full responsibility for own work and ensure all deadlines are met
  • Takes responsibility for mentoring others
  • Helps with the training and development of others in the team – offering support when needed


  • Competent at using IMEX systems and a willingness to take on innovative technology.
  • Responsible for the administration involved with your hosted buyer groups including approvals, travel requirements and refunds
  • Keeping CRM and Event Reference up to date with communication updates from clients
  • Manage group expectations and deliverables including hosted buyer group size, travel and accommodation options and plan accordingly
  • Reconcile and complete all administrative tasks associated with your hosted buyer groups

Person Specification Essential:

  • Proven experience in a Sales or Client Relationship role
  • Experienced in managing a large portfolio of international clientele
  • A self-starter with the ability to research new hosted buyer opportunities independently using a wide variety of sources
  • Ability to travel to industry events and engage with international stakeholders.
  • Proactive within the team – willingness to take on new projects, support other members and make decisions on own initiative while being able to look for solutions to problems and ways to integrate innovative ideas to the team
  • Confident communicator at face-to-face events and over the telephone
  • Hold an opportunistic mindset and actively seek out new connections and collaboration
  • Openness to continually expand and learn new skills for you and the team.
  • A high level of quality, detail and accuracy is required.
  • A high level of organisational skills is required including the ability to meet deadlines and work on multiple projects simultaneously – especially during busy times in the lead up to the shows
  • Proficiency in using LinkedIn and other social media platforms for business
  • Remains positive in demanding situations and sees tasks and projects through to their natural end
  • Takes ownership and strives for more responsibility
  • Takes an autonomous approach to decision making on own projects
  • Flexible to work with multiple projects if required to deliver hosted buyers to the show
  • Confidently makes own decisions without the need for checking
  • Ability to work under pressure and deal with the unexpected in a cool and calm way

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