Head of Corporate Sales

At the Edinburgh International Conference Centre (EICC) our vision is to create an environment which inspires ideas that change the world
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We are looking to add an exceptional individual to lead our Corporate Sales team, drive revenue growth, and position the EICC as the destination of choice for national and international business events.

You are a confident, driven, and strategic sales leader with a proven track record in the conference and events industry, alongside commercial insight and strong leadership and relationship management skills.

You bring experience in the business events sector; proven ability to deliver revenue growth, strong understanding of the national and international conference market, excellent communication, negotiation, and analytical skills, as well as experience in strategic planning, team development, and CRM systems.

The Head of Corporate Sales is expected to exceed EICC revenue and economic impact targets effectively and efficiently in conjunction with other Sales team members. They will identify, target and secure new and repeat business opportunities and revenue streams for the short, medium and long term. The role is accountable for creating a strategic plan for the Corporate Sales market to achieve revenue targets and optimise venue occupancy.

Working with the Head of Association Sales and the Head of Business Development and Partnerships they will continuously measure team success, adjusting strategy as required, to position the EICC as a world‑class destination for conferences and events.

• Develop and implement a results-oriented sales strategy aligned with the EICC’s business plan and long-term objectives.
• Drive commercial growth by identifying new markets, clients, and partnership opportunities.
• Personally manage key clients and sales opportunities to secure high-revenue events.
• Generate and contract new business through research, networking and sales activities, with a focus on key high worth accounts.
• Responsible for keeping abreast of market trends and competitor information to ensure team knowledge is current and strategy adjusted as required.
• Accountable for strategic projects to support the Team and Sales and Marketing Director.

• Analyse sales data, forecasts, and pipeline to ensure targets are met and opportunities maximised.
• Monitor venue yield, segmentation, and diary occupancy to deliver optimal event mix and revenue.
• Oversee conversion performance from enquiry through to contract, and implement team improvements where necessary.
• Report at the bi-monthly forecast meeting to CEO, Finance Director, Sales and Marketing Director – identifying short and long term strategy adjustments.
• Creation of the business plan, with the Sales & Marketing Director, Assistant Sales Director, Head of Association Sales and Head of Business Development and Partnerships.

• Build and sustain strong relationships with key clients, partners, and industry stakeholders.
• Lead proactive business development efforts to attract national and international conferences and events.
• Oversee the strategic management of all Corporate client accounts, ensuring long-term value and retention.
• Provide clear direction, coaching, and support to the Corporate Sales Team.
• Set performance goals, manage appraisals, and address development needs in line with EICC policies.
• Champion a culture of high performance, collaboration, and customer excellence.

• Work closely with Finance, Operations, Technical and Nourish catering teams to ensure sales are deliverable and commercially sound.
• Align sales and marketing activities with broader business priorities and event delivery planning.
• Promote integration of the sales function with the wider EICC team.

• Ensure team accuracy and integrity of sales data in CRM (e.g. EBMS) and reporting tools.
• Liaise with Finance to align forecasting, budgeting, and revenue tracking.
• Report insights to the CEO and LT, and create bi-monthly board reports that contribute to strategic decision-making.

• Strong analytical,…