Purpose / Role

To win, retain, account manage and strengthen membership in Italy and other Southern Europe countries, to be agreed

Key aims and objectives

• To recruit EIC member companies in the Southern Europe region and maintain a good working relationship with them.
• To retain and account manage new and existing member companies by providing excellent customer service, responding to member needs in a timely fashion and encouraging member engagement.
• To represent the EIC brand well by creating a good first impression, promoting the benefits of our products and services, and maintaining a high degree of professionalism and networking.
• To work closely with all colleagues within the Membership and Marketing team and key colleagues across the EIC to achieve recruitment and retention targets.

Prime responsibilities and duties

Recruitment
• Generate leads from various sources. Specifically web enquiries, referrals from colleagues and contacts from events. Ensure all leads are recorded in the CRM.
• Convert as many leads as possible by proactively identifying and segmenting relevant companies for membership, setting up meetings within agreed time spans, putting together tailored company presentations, promoting the benefits of membership and following up with contacts. Enter all interactions in the CRM.
• Achieve membership recruitment targets based on quarterly and annual regional forecasts.
• Once recruited, follow up with new member companies within agreed time frame to provide training, support and information required so that members can maximise their membership. Enter all interactions in the CRM.
Retention
• Schedule E-Business meetings and meetings with existing member companies in response to requests for training, information or assistance.
• Using the CRM and other in-house data sources, develop a good understanding of members in your region and interact with member companies to:

a) Ensure that they are fully aware of the range of member benefits on offer;
b) Encourage them to use or participate in EIC services and activities via our international offices;
c ) Enter all interactions in the CRM.

• Proactively identify companies with low engagement levels and follow EIC guidelines to resolve any issues and reverse as many potential resignations as possible.
• Work in conjunction with the Membership team and relevant colleagues to ensure that all requested resignations are dealt with immediately. Continue to monitor and work closely with outgoing member companies to try to turn around resignations. Record all interactions in the CRM.
General
• Ensure a full understanding of all EIC member benefits, and any enhancements to products or services, to promote them to existing and potential members.
• Attend relevant internal and external industry events. Help to set up regional events and exhibition stands, and support members and companies when required.
• Carefully manage expenditure, keep accurate financial records and submit monthly expenses on time. Provide input into internal reporting as required.
• To liaise with member companies to ensure payment of annual membership subscriptions are paid in line with our terms and conditions relating to outstanding debt until the point at which we go legal.
Allied occasional duties
• Participate in or lead on any special projects that may be required (these may also include the occasional trip to UK and overseas exhibitions depending on the needs of the business).

Key internal interfaces

• Director of Global Membership
• Regional Director
• Head of Global Membership Operations
• Head of Marketing
• Membership Managers and/or Business Development Managers
• Membership co-ordinators
• Heads of overseas offices
• Other senior managers within the organisation

Key external interfaces

• EIC members
• Supply chain companies in the Southern Europe region
• Other trade associations
• National and regional Government bodies

Core competencies

• Fluent in English, Italian, Spanish – oral and written
• Ideally, but not essential, a good standard of knowledge of the oil, gas, power, nuclear and renewable sectors and of the needs of supply chain companies operating within these sectors
• At least 5 years’ experience in a senior role of B2B direct sales and business development
• Excellent presentation skills and the ability to present to large audiences professionally, clearly and with confidence
• Excellent relationship management skills and the ability to work with individuals on all levels, both internally and externally
• Proactive self-starter and experienced project manager able to structure, prioritise and organise your own workload
• High degree of professionalism and commitment to promoting the EIC, its values and the benefits of membership
• Able to work as a team
• Excellent IT skills and the willingness to become familiar with the EIC’s IT systems and databases, including CRM

Send an email to shirley.george@the-eic.com to apply.

Purpose / Role

• To lead the EIC Mainland Europe regional team covering membership, events, stakeholder management, office management, in line with EIC’s stated values and behaviours.
• To recruit new EIC member companies in the Mainland Europe region, in line with the budget.
• To retain existing member companies by providing excellent customer service, responding to member needs in a timely fashion and encouraging member engagement.
• To lead key stakeholder management and networking in the region.
• To represent EIC’s vision, products, services, and messaging’s across Mainland Europe into all energy sector, and across other related key stakeholders such as national Governments and the EU in Brussels, as well as with trade associations and thought leaders.
• To be responsible for EIC’s Mainland European hub’s profit and loss, operating as an efficient and positive- surplus business, with smart, friendly, fun and high-quality commercial and service delivery outcomes.
• This role will initially be working from home.
• To be responsible for setting up an EIC office in the region as and when agreed by the EIC Board.

Key aims and objectives

• To identify, pursue, and forge strong relationships with the project decision makers across all energy sectors in the Mainland Europe region, such as energy companies, utilities, developers, and EPC contractors in the region.
• To develop long term relationships and maintain close and regular contact with trade and government organisations.
• To understand the needs of members and their business strategies and advise them on market conditions.
• To develop and promote the EIC's profile.
• To maintain a close working relationship with your peer group, namely the EIC’s Head of Departments and all other EIC offices to achieve the EIC’s vision and objectives.
• To ensure that the region’s office(s) are run effectively and efficiently and to manage the commercial and financial operations taking full P&L responsibility.
• To formulate an annual business plan for the region aligned with a three-year regional strategy.
• To lead the region’s membership team on all aspects of recruitment, upgrading members and retention, and to grow absolute member numbers and market share.
• To grow the hub’s regional revenues and margins.
• To build strong bonds with the Mainland Europe energy community and our members.
• To grow EIC’s reputation and brand, as the voice of the energy supply chain.
• To ensure full CRM utilisation, and to record all membership activity and contact information.
• To deliver a full, properly researched, innovative and profitable programme of events which will provide business and networking opportunities for the members with the key players and procurement teams in the region.
• To assist in securing relevant presenters for EIC Events in the region – proactively auditing their suitability and assisting with their participation in line with the Mainland Europe brief.
• To externally represent the EIC key messaging to stakeholders and media.
• To carry out public speaking duties as needed in the role.
• To understand and effectively communicate the key high-level aspects of all energy sectors technologies and strategies.
• To operate equally across all the region’s energy sectors and countries.
• To lead the region’s Survive and Thrive process, and other key EIC research projects.
• To build a strong, professional, high quality and highly motivated team, in line with EIC’s stated values and behaviours.

Allied occasional duties

• Attending Global Membership Management meetings (in person), Senior Management Meetings (remotely), and Board meetings as needed.
• Deputising for the CEO or other members of the SMT.
• Preparing staff PDR appraisals and regional reports.
• As approved in the annual budget process, recruiting, developing staff as appropriate.
• Operating fully in line with EIC’s vision, values, and stated behaviours.

Key internal interfaces

• The CEO, SMT, and the wider EIC staff, as needed.

Key external interfaces

• EIC members
• Companies interested in membership
• Other Trade Associations
• National and Regional Government Bodies
• Operators and Contractors working in the sector
• Thought Leaders
• Universities
• Speakers
• Media and Press
• Inward delegations
• Supply chain companies

Core competencies

• Fluent English and German – oral and written.
• Business development and managerial experience, preferably with a global company in the energy sector.
• Strong commercial and financial track record.
• Interested in energy policy, government, and net zero.
• Comfortable working under pressure and on multiple projects at the same time.
• Excellent knowledge of the energy sector, the key players, project structure and where products and services fit within the entire energy value chain.
• At least 5 years’ experience in a senior role of B2B direct sales and business development, or equivalent.
• The ability to talk to and understand the members / potential members’ products and services and their market requirements.
• Ability to present to large audiences professionally and with confidence, and to work with all levels of staff.
• Understand and talk with confidence about the EU Market place and the key players that work within it.
• To be self-motivated and can structure and organise the EU team.
• A passionate and natural networker and relationship builder. A Diplomat with the ability to work with government, media and industry stakeholders.
• Good knowledge of the region’s customs and culture.
• To have a good understanding and be comfortable with EU, European and global cultures.
• Good computer skills.
• Professional, presentable, and personable.
• Enthusiastic and energetic.

Send an email to shirley.george@the-eic.com to apply.