JOB PURPOSE:
Lead the commercial performance of a portfolio of international B2B events, driving sponsorship, exhibition, partnership and event-related revenue. Combine hands‑on business development and strategic account management with sales team leadership to achieve individual and team revenue targets.
Secure high‑value sponsors and partners, develop new markets and support event launches across the Middle East, Europe, Asia and other international territories. Work with senior management and cross‑functional teams to develop compelling commercial propositions, sponsorship packages and market‑specific sales strategies.
KEY ACCOUNTABILITIES:
Sales Leadership and Team Development
Lead, motivate and develop the sales team to achieve individual and collective revenue targets. Set clear objectives, priorities and activity expectations. Conduct regular one‑to‑one meetings, performance reviews and pipeline discussions. Coach team members on prospecting, qualification, proposals, negotiation and closing, addressing performance gaps through targeted development plans.
New Business Development
Proactively identify, qualify and convert new sponsors, exhibitors and partners through market mapping, targeted outreach, networking and referrals. Build a consistent pipeline across local, regional and international markets. Personally drive new business opportunities from initial engagement through to signed agreement.
Event Sales and Commercial Planning
Develop and execute sales strategies for assigned events, translating revenue objectives into account priorities and measurable activity. Sell sponsor ships, exhibition space, branding opportunities and bespoke commercial packages aligned with client objectives. Identify revenue gaps and implement corrective action to maintain performance against budget.
Sponsorship and Strategic Partnerships
Lead the sale of high‑value sponsorship and partnership opportunities, including headline sponsor ships, session sponsor ships and multi‑event agreements. Develop tailored propositions, communicate commercial value, negotiate terms and close complex agreements.
Strategic Account Management
Personally manage selected key accounts and high‑value client relationships. Build connections with senior decision‑makers, develop account plans and increase client investment through rebooking, upselling and cross‑selling. Identify opportunities for long‑term and multi‑event partnerships.
Revenue and Profitability
Deliver agreed individual and team revenue targets and individual profitability objectives. Monitor commercial performance, prioritise opportunities and take action to address shortfalls. Work with senior management on pricing, sponsorship structures and commercially viable propositions appropriate to each event and market.
Pipeline, CRM and Forecasting
Maintain accurate CRM records and ensure consistent team usage. Review pipeline value, opportunity stages, conversion rates, sales cycles and expected closing dates. Challenge opportunity quality and forecast assumptions, providing management with reliable revenue forecasts and clear visibility of risks, gaps and corrective actions.
Market Intelligence and Opportunity Development
Monitor industry trends, competitor events, sponsorship demand and client investment priorities. Assess market demand, industry growth, competition and commercial potential to identify opportunities for new events, sectors and territories. Present evidence‑based recommendations to senior management.
New Event Launches and Growth
Support the commercial launch of new events through prospect identification, market engagement and sales of sponsorship, exhibition and partnership packages. Secure first‑edition revenues and build sustainable growth…
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