Commercial Manager, FT Live
Across the FT Group, our people are united by a mission to deliver world-class information, news and services to our global audiences. We're a digital-first organization made up of journalists, technologists, product managers, event planners, strategists, commercial and finance experts, marketing and communications specialists - and much more. Our strength is in our employees, who hail from all different backgrounds and walks of life.
Our commitment to diversity and inclusion in the workplace
At the FT, we aim for employees across all regions to have a voice so that diverse perspectives are heard and valued. We believe that a supportive workplace is one where employees feel they can be themselves at work and have the flexibility they need to meet their personal needs. We'll continue to remove barriers for all, and in particular barriers facing employees from underrepresented groups.
FT Live Overview
Financial Times Live (FT Live) is the conferences and events division of the Financial Times newspaper and its group publications. Our mission is to bring our global executive audiences the very latest in knowledge and opinion, and connect them to one another.
Chaired by senior FT journalists, the 200-plus core events, strategic forums and digital webinars organised by FT Live every year gather pre-eminent public and private sector decision-makers, visionaries and strategists from the world’s most important economies and industries for agenda-setting debates that cover the key issues of our time.
From unique experiences such as the FTWeekend Festival to our senior-level business summits such as the award winning Global Boardroom, FT Live has become one of the FT Group’s most successful and fastest-growing divisions, and is at the forefront of the FT’s accelerated development as an essential, interactive information source across numerous platforms.
The Role / Position Overview
FT Live is looking for an individual to join our commercial team to develop and grow the US events portfolio, maximising revenue from existing and newly sourced clients, and helping with new product development efforts within the Americas region. This is an exciting opportunity to contribute to expansion plans within the region for a market leader.
Support the development of the events portfolio within FT Live US.
Collaborate with the US content portfolio manager and internal stakeholders to generate new revenue streams and launch events.
Organize and attend regular client meetings with the US content portfolio manager to keep abreast of market opportunities.
Work across FT Live’s entire portfolio of products which includes bespoke events, webinars, half and full day conferences, and industry leading awards.
Be responsible for all stages of the commercial cycle, including: prospect identification, extensive market outreach, client consultation, proposal creation, contract negotiation and signing.
Prospect, pitch, and close new business in excess of annual targets.
Keep precise records of conversations with all targets and clients.
Maintain and strategically develop a number of existing key accounts.
Identify and generate new leads to drive revenue.
Analyse the territories in assigned sectors and prioritise new business.
Exceed monthly activity levels.
Work closely with the events delivery team; editorial/content, marketing, design and operations.
Manage the client relationship throughout the event lifecycle.
Attend and network at industry events, once these are held in-person.
Required Skills / Experience
Excellent level of initiative, self-motivation, pro-activeness and a strong passion for sales.
Comfortable with conducting the necessary calls and outreach efforts to contact all key stakeholders within a sell-side ecosystem.
Experience of creating new revenue streams and increasing the value of existing ones
Proven commercial track record within a B2B sales environment
Commercial awareness and ability to adapt your sales approach based on industry sector and job function.
Awareness of wider industry segment business issues and ability to converse credibly with clients on a range of national and international business topics.
Strong negotiation skills and ability to use influencing strategies to gain commitment both with peers and colleagues.
Excellent presentation and communication skills.
Extensive research skills.
Proficient in MS Office suite, LinkedIn and Salesforce CRM.
Educated to degree level.
Experience creating revenue streams within a B2B environment or a commercial events business through sponsorship sales.
Ability to work within a large, dynamic and fast moving international business.
Proven ability to deliver new business against performance related targets.
Demonstrated ability to adapt approach based on client’s needs.
Experience of dealing with senior level management professionals.
Understanding of wider industry segment business issues and ability to converse credibly with clients on a range of national and international business topics.
Experience of working internationally.
Task and time management proficiency.
A minimum of 2-3 years sales experience in a B2B sales environment is essential. Events sponsorship sales experience at a recognised media owner or conference company would be preferable.
This role would be suitable to a Sales Executive wishing to move to the next level.
What’s in it for you? Our Benefits
Our benefits vary depending on location, but we are committed to providing best in class perks across all our offices as well as an inclusive environment to develop your career. Examples of our benefits include; generous annual leave allowances, flexible working (including working from home), health coverage (medical, dental & vision insurance), 401k and company match, enhanced maternity & paternity packages, and Giving Back opportunities. Full details of our benefits can be found here.
The FT are committed to providing an inclusive working environment for all. We are an equal opportunities employer who seeks to recruit and appoint the best talent regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion and/or belief. We also promote flexible working and will consider specific requests around flexibility for all roles where it can be accommodated. Please let us know if you require any adjustments as part of the application process or to enable you to attend an interview. If you would like to discuss your requirements, or have any questions, please contact a member of our HR team who will be happy to help.