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Buyer Account Manager - North America

Buyer Account Manager - North America

Posted 5 April by Reed Exhibitions Limited Ended

Job Title: Buyer Account Manager - North America

Reports to: Industry Relationship Manager, IBTM portfolio

Based at: Richmond, Surrey, UK

Reed Exhibitions is the world’s leading events business, enhancing the power of face to face through data and digital tools. Every year we run over 500 events in 30 countries, bringing together over 7 million event participants worldwide. With 4000 employees we serve 43 industries in 38 offices around the globe. Reed Exhibitions is part of RELX Group. RELX Group is a global provider of information and analytics for professional and business customers across industries. The Group serves customers in more than 180 countries and has offices in about 40 countries. It employs approximately 30,000 people of whom almost half are in North America.

Team Structure: IBTM events Buyer team: Head of Buyer Programmes, Buyer & Industry Relation Managers, Buyer Account Managers and Buyer Account Executives

Job Purpose: Responsible for the North America strategy for event and meeting planner professionals (Buyers), including the recruitment of these to IBTM events

Scope: The role of a Buyer Account Manager specialises in working with high level event and meeting professionals. They will strive to build new and existing relationships, and take ownership of their market.

Key Responsibilities:

• Always have the Buyers and customers best interests in mind whilst keeping in line with the event strategy
• Develop and implement a comprehensive Buyer Strategy plan for North America (US and Canada) with a key focus on IBTM World and IBTM Americas
• Build solid relationships with the North American Events Industry
• Cultivating new and existing relationships with event and meeting professionals
• Grow the IBTM database by 30% YoY with key focus on the Corporate market; including the necessary business development initiatives and costs to achieve these goals
• Achieve other North American buyer targets set for the IBTM Portfolio Events with key focus on IBTM World
• Regular communication with buyers on the telephone, via e-mail and at face-to-face meetings where required
• Cleaning and reviewing Buyer Data to ensure invite lists for IBTM events are accurate and meet the qualifying criteria set by the event strategy
• Using the database (Certain) to monitor registrations and maintain an accurate database of industry contacts for analysis and future recruitment
• Management of new and existing accounts (suppliers who exhibit at the show) who invite buyers on behalf of IBTM
• Identify potential Key Industry partnerships to support recruitment
• Attendance to industry events and client meetings to establish new contacts and network with industry professionals
• Delivering an exceptional experience for customers and buyers
• Production and presentation of weekly, monthly and other regular management reports


Required Skills and Qualifications

• Outstanding commercial awareness, confidence, drive and initiative
• The desire to ensure customer and buyer satisfaction
• Exceptional negotiating and social skills:
- Being able to network effectively, meet new people and building relationships with professionals in the field; and
- Being confident and persuasive while networking with industry contacts
• Excellent interpersonal and communication skills:
- Communicating clearly, both verbally and in writing, in order to create a clear and communicative environment between the accounts and or the buyers;
- Being able to work independently with minimal supervision
- Being able to deal with a diverse group of people , potentially adversarial situations using a calm, polite, tactful, discrete and effective approach
• Organisational and time management skills, ability to prioritise and plan effectively:
- Having strong multitasking skills; being organised enough to handle a number of buyers/accounts at the same time; and
- Coping with pressure and working to tight deadlines
• Analytical, problem solving, and decision making skills
- Identifying issues and resolving problems in a timely manner exercising good judgement and critical thinking and
- Being a clear thinker
• Good knowledge and understanding of the North America Meetings, Events and Incentive Industry
• A proven understanding and commitment to growing the programme through a business development approach.
• Excellent database/IT skills
• Enthusiastic team player who can work collaboratively in an international environment.
• A flexible approach to working methods and hours of attendance.

Required skills

  • Business Strategy
  • Client Meetings
  • Commercial Awareness
  • Planner
  • Group Buying

Reference: 34833355

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