Commercial Director

About This Role

Job Purpose:

Working closely with the VP 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 managing a team of Sales Managers, working closely with the marketing team and 3rd party stakeholder entities at both governmental and Association 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.

Key Accountabilities:

Create and implement a global sales strategy in coordination with the marketing team and VP. Take ownership of the overall revenue sales targets

Management of sales team including driving performance and setting individual sales targets across the campaign cycle.

Cultivate strong relationships with a cross-section of stakeholders with a consultative approach including key accounts, agents, trade associations and government departments

Oversee and manage the pipeline; from lead generation to sales conclusion, working closely with marketing and database teams to ensure adoption of best practice across CRM and data acquisition, providing actionable feedback

Agent management with the responsibility of growth, account management and protecting 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.

Work closely with the finance teams on exhibitor and sponsor debt management to offset risk.

Lead, manage and motivate 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.

Job Context:

We are looking for an experienced and influential individual , ideally with excellent existing relationships within both the energy and event organisation sectors, with proven event leadership, management experience and business development skills.

The successful candidate will be expected to drive high out-bound call levels from across the sales team in a demanding player/coach role and specifically driving new business revenues. The candidate will need to have a determined and committed attitude, standing out as a top performing commercial specialist capable of managing and growing a high value sales team.

Qualifications, Experience, & Skills:

Minimum Qualifications and Knowledge:

Degree educated with a proven track record in a senior commercial role across medium/large scale B2B events is essential

Demonstrate strong management skills across key accounts and stakeholder engagement.

Sector and industry knowledge would be an advantage but is not essential.

Minimum Experience:

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

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

Job-Specific Skills:

Commercial strategies

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

Behavioural Competencies :

Leadership

Flexibility/Adaptability

Communication

External Awareness

Influencing

Team work/Delegation/Decisiveness

Positive attitude

dmg events is an equal opportunity employer. If you have not had feedback from us within 14 days, please consider your application as unsuccessful for this round.