Commercial Director

To direct, manage and develop all aspects of the sales campaign lifecycle from the creation of the exhibition and sponsorship sales strategies to lead generation, pipeline management, churn analysis, agent management and key account relationships.  The role involves working closely with the marketing team and 3rd party stakeholder entities at governmental levels and comes with full responsibility for the revenue management of the budget, including forecasting, report writing, business development of new sectors and identification of new revenue streams.

Accountabilities:

• Create and implement a global sales strategy in coordination with the marketing team.

• Oversee and manage the pipeline management from lead generation to sales conclusion with an emphasis on working closely with the database team to adopt best practice in data acquisition, build and cleaning. 

• Agent management with the responsibility of growth, account management and protecting the revenue generation from the agent base.

• Key account management across a core number of high revenue accounts across both the exhibitor and sponsor base.

• Work closely with the admin and operations teams on the floorplan management to ensure maximised yield.

• Identify, validate, and implement new sector development across the exhibition component of the event to ensure the exhibition remains relevant and in line with industry developments.

• Develop strategies across the competitor landscape to ensure the event position is protected.  This involves working with the marketing team to implement disruptive campaigns around identified events.

• Undertake continuous analysis of all revenue channels and identify new channels and sources of revenue generation, paying particular attention to price point analysis and competitor positions.

• Manage and set the overall revenue sales targets, including annual price setting on both sponsorship and the exhibition, as well as drafting and setting individual sales targets across the campaign cycle.

• Lead, manage and motive the sales team, paying attention to incentive plans, commission structures, setting of KPI’s as well as coaching and mentoring members of the team throughout the year.

Minimum Experience:  

• 5-7 years’ experience within medium to large scale B2B events with 2-3 years project and sales management experience. 

• 3-5 years’ experience of managing and leading established commercial teams.

• Key account and stakeholder management

• Financial management and planning

• Sales cycle management and implementation

• Strategy creation and implementation

• Staff and team management

• Exhibition and floor plan management

• Proven track record with sales and sponsorship delivery

• Needs to develop an understanding of Salesforce