Trustpilot
Commercial Director, Jobs, 108

Commercial Director

Sponsorship Sales Director

Ref: 108Monday 6 September 2021

£110-160k plus benefits

A fantastic opportunity has arisen for a market-leading Exhibitions specialist in Dubai for an experienced Commercial Director preferably with a background in Energy.

The Client hosts its most important flagship Energy Event in the World. The event is critical to the positioning of the UAE. The event provides a platform to convene the worldwide industry and is a reflection of the UAE’s position as an international energy hub where policy and the future of the industry are shaped and where comments made by global Ministers and CEO’s, affects the pricing across the oil trading markets.

This is a key role that delivers significant revenues and as such, the candidate will have a direct report into the SVP with a dotted line report to the President of the business. Due to the nature and complexities of the stakeholder relationships with numerous Ministries, government bodies and associations across the event, a high level of integrity, diplomacy, flexibility and tact is imperative.  

Essentially you will be tasked 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 both governmental and NGO 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 RESPONSIBILITIES:

Specify the output required from the job. Identify not more than 8 Key Accountabilities & their performance indicators. NB-Focus on the outcomes, not tasks

Description

  • 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 practices 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.
  • Contribute to and ensure the adoption of the event message house across all collateral outputs with a particular focus on sales collateral, website, post-show reports and sponsorship outputs.
  • 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.
  • Work closely with the finance teams on exhibitor and sponsor debt management to offset risk.
  • 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 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.

 

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.

 

Job-Specific Skills:

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

 

 

Trustpilot