Commercial Director - Exhibition & Conference

Working closely with the ED/SVP 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 Dubai sales and marketing teams as well as stakeholders, government and associations 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 ACCOUNTABILITIESCreate and implement a global sales strategy in coordination with the sales and marketing teams, ED and SVP.Take ownership of 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 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 feedbackAgent 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 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 opportunities across the exhibition to ensure it remains relevant and in line with industry developments.Develop strategies across 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, with attention to price point analysis and competitor positions.Work closely with 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.QUALIFICATIONS, EXPERIENCE, & SKILLSMinimum Qualifications and KnowledgeDegree 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.Healthcare / Health sector and industry knowledge would be an advantage but is not essential.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 SkillsGood written and presentation abilitiesKey account and stakeholder managementFinancial management and planningSales cycle management and implementationStrategy creation and implementationStaff and team managementExhibition and floor plan managementProven track record with sales and sponsorship deliveryNeeds to develop an understanding of Salesforcedmg 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.#J-18808-Ljbffr