JOB TITLE: Trade Sales and Marketing Manager. SECTION/BRANCH: Communications and Business Development Marketing

Transcription

1 JOB DESCRIPTION JOB TITLE: Trade Sales and DEPARTMENT: Royal Collection Trust SECTION/BRANCH: Communications and Business Development LOCATION: St James's Palace REPORTING TO: Head of Job Context Royal Collection Trust is a department of the Royal Household and the only one that undertakes its activities without recourse to public funds. It incorporates a charity regulated by the Charity Commission and the Office of the Scottish Charity Regulator, The Royal Collection Trust, and its subsidiary trading company, Royal Collection Enterprises Limited. Royal Collection Trust is charged with the care and preservation of the Royal Collection and its presentation to the public. The Royal Collection is one of the largest and most important art collections in the world. It comprises almost all aspects of the fine and decorative arts, runs to more than a million objects and is spread among some thirteen royal residences and former residences across the UK. At The Queen s Galleries in London and Edinburgh and in the Drawings Gallery at Windsor Castle aspects of the Collection are displayed in a programme of temporary exhibitions. Many works from the Collection are on long-term loan to institutions throughout the UK, and short-term loans are regularly made to exhibitions around the world as part of a commitment to broaden public access and to show parts of the Collection in new contexts. The works of art in the Royal Collection are held by The Queen in trust for her successors and the nation. Royal Collection Trust is responsible for the management and financial administration of the public opening of Buckingham Palace (including The Queen s Gallery, the Royal Mews and Clarence House), Windsor Castle (including Frogmore House) and the Palace of Holyroodhouse (including The Queen s Gallery). The monies generated from admissions, and from associated commercial activities are invested in the care and conservation of the Royal Collection and the promotion of access and enjoyment through exhibitions, publications, loans and educational activities. The section sits within the Communications and Business Development branch. It is responsible for the planning, delivery and evaluation of marketing activity to promote visits to the sites in London, Windsor and Edinburgh. This comprises online and offline campaigns to attract audiences from the UK and overseas to a range of heritage and/or gallery-focused visits across consumer, group and travel trade markets. The team also manages and protects the Royal Collection Trust brand. Royal Collection Trust, York House, St James s Palace, London SW1A 1BQ T. +44 (0) , F. +44 (0) , Royal Collection Enterprises Ltd is a company registered in England and Wales ( ). Registered office: York House, St James s Palace, London SW1A 1BQ This document is not contractual and may be subject to change following consultation with the post-holder

2 Organisational Chart The Royal Household Head of Trade Sales and Digital Sales and Coordinator The post-holder works with colleagues at all levels within the Royal Household and collaborates closely with Visitor Services staff at each site, and with Royal Collection Trust s Press Office, Finance section and central Ticket Sales and Information Office. They deal regularly with senior representatives of business partners on behalf of Royal Collection Trust. Job Purpose The post-holder is Royal Collection Trust s main point of contact for the travel trade and group organisers in the UK. With the support of the Head of, they are responsible for the development and management of commercial relationships within these markets, and for promoting the royal residences managed by Royal Collection Trust to these audiences. In Scotland this is done in collaboration with the Business Development and Communications (Edinburgh). Principal Accountabilities Travel Trade and Group Sales To initiate and manage relationships with all sections of the travel trade, including researching potential new revenue streams, management of existing trade accounts, planning and holding sales meetings, and negotiating and implementing contract terms for companies using the Royal Collection Trust voucher scheme. In Scotland this is done in collaboration with the Business Development and Communications (Edinburgh). To monitor travel trade sales and the performance of voucher-scheme companies, working with Ticket Sales and Information, Finance and Visitor Services in order to help shape the annual pricing and yield reviews. Produce an annual yield strategy for trade sales at Buckingham Palace Summer Opening.

3 In partnership with Ticket Sales and Information, to manage and develop the structure of the contact database on the ticketing system, so that all relationships and business can be accurately and efficiently tracked. To develop the annual plan for Royal Collection Trust's attendance at trade shows and group fairs, manage the team's attendance, ensuring Royal Collection Trust is appropriately represented and opportunities are maximised, and produce regular reports on resulting business, making recommendations for future strategies. To oversee the management of familiarisation visits and follow-up activity. To represent Royal Collection Trust at tourism industry events, such as UK Inbound, CTC, GTOA and ETOA, and at VisitBritain s sales missions overseas. To recommend, organise and host marketing events to promote Royal Collection Trust sites and exhibitions to the travel trade. Travel Trade and Groups To oversee the creation and management of the groups advertising plan, liaising with external designers and media organisations. To manage the database of group travel organisers and all marketing mailings. To produce the annual Group Visits and Private Tours brochure, managing the overall brochure design, content and distribution, ensuring it is produced on time and within budget. To review the groups-product offering and propose new or alternative products on an annual basis to encourage interest from this market segment. To work with the Retail and Learning sections on product development and sales opportunities within the travel trade and groups markets. Digital To develop new and engaging content for the travel trade and groups sections of the website. To work with the Digital to deliver e-marketing communications to the travel trade and groups markets. To work with Ticket Sales and Information on the set up of travel trade and groups products on the ticketing system to meet marketing deadlines and to use the system to report on marketing campaigns. General duties To deputise for the Head of at meetings and assist in the work of the Communications team as required.

4 To communicate and collaborate with the Business Development and Communications (Edinburgh) to ensure a co-ordinated approach to travel trade and group business on behalf of the organisation. To manage the timely and accurate posting of purchase orders and invoices within area of responsibility. Job Dimensions The post-holder manages the budget for travel trade shows and groups marketing of c 50k. The post-holder has line-management responsibility for the Sales and Co-ordinator. Decision Making Responsibilities The post-holder makes day-to-day decisions without referral, but would refer strategic/complex matters to Head of. Practical Requirements Based at St James s Palace, London, the post-holder is required to travel to other royal residences throughout the UK and to attend trade shows around the UK and occasionally overseas. Owing to the nature of this post, additional hours may be required, and the post-holder should be available to make early starts and work into the evening and at weekends, when required. Person Specification Essential Education to degree level. The ability to work under pressure and to prioritise workload to meet tight deadlines. Demonstrable sales and marketing experience, preferably in the cultural heritage sector. Experience of working with travel industry businesses, e.g. ticket agencies or tour operators. A highly planned and organised approach to work. Excellent written communication skills, grammatical accuracy and attention to detail. Proven negotiation skills and an eye for contractual details. A proficient networker with the confidence to deal with people at all levels. Proficient in the use of Excel and spreadsheet analysis. Ability to work in a close knit team.

5 Desirable A flair for design and typography. An understanding of CMSs, ideally Drupal. An interest in the arts and history.