About the Role
We are seeking an experienced individual to lead the commercial performance of a portfolio of international B2B events by driving sponsorship, exhibition, partnership, and event-related revenue. In this role, you will combine hands-on business development and strategic account management with sales team leadership to achieve individual and team revenue targets. You will secure high-value sponsors and partners, develop new markets, and support event launches across the Middle East, Europe, Asia, and other international territories. Collaboration with senior management and cross-functional teams will be key as you develop compelling commercial propositions, sponsorship packages, and market-specific sales strategies.
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Key Accountabilities
- Sales Leadership and Team Development
- Lead, motivate, and develop the sales team to achieve individual and collective revenue targets.
- Set clear objectives, priorities, and activity expectations.
- Conduct regular one-to-one meetings, performance reviews, and pipeline discussions.
- Coach team members on prospecting, qualification, proposals, negotiation, and closing, addressing performance gaps through targeted development plans.
- New Business Development
- Proactively identify, qualify, and convert new sponsors, exhibitors, and partners through market mapping, targeted outreach, networking, and referrals.
- Build a consistent pipeline across local, regional, and international markets.
- Personally drive new business opportunities from initial engagement through to signed agreement.
- Event Sales and Commercial Planning
- Develop and execute sales strategies for assigned events, translating revenue objectives into account priorities and measurable activity.
- Sell sponsorships, exhibition space, branding opportunities, and bespoke commercial packages aligned with client objectives.
- Identify revenue gaps and implement corrective action to maintain performance against budget.
- Sponsorship and Strategic Partnerships
- Lead the sale of high-value sponsorship and partnership opportunities, including headline sponsorships, session sponsorships, and multi-event agreements.
- Develop tailored propositions, communicate commercial value, negotiate terms, and close complex agreements.
- Strategic Account Management
- Personally manage selected key accounts and high-value client relationships.
- Build connections with senior decision-makers, develop account plans, and increase client investment through rebooking, upselling, and cross-selling.
- Identify opportunities for long-term and multi-event partnerships.
- Revenue and Profitability
- Deliver agreed individual and team revenue targets and individual profitability objectives.
- Monitor commercial performance, prioritize opportunities, and take action to address shortfalls.
- Work with senior management on pricing, sponsorship structures, and commercially viable propositions appropriate to each event and market.
- Pipeline, CRM, and Forecasting
- Maintain accurate CRM records and ensure consistent team usage.
- Review pipeline value, opportunity stages, conversion rates, sales cycles, and expected closing dates.
- Challenge opportunity quality and forecast assumptions, providing management with reliable revenue forecasts and clear visibility of risks, gaps, and corrective actions.
- Market Intelligence and Opportunity Development
- Monitor industry trends, competitor events, sponsorship demand, and client investment priorities.
- Assess market demand, industry growth, competition, and commercial potential to identify opportunities for new events, sectors, and territories.
- Present evidence-based recommendations to senior management.
- New Event Launches and Growth
- Support the commercial launch of new events through prospect identification, market engagement, and sales of sponsorship, exhibition, and partnership packages.
- Secure first-edition revenues and build sustainable growth through client retention, rebooking, upselling, and account development for subsequent editions.
- Cross-functional Collaboration
- Work closely with event management, marketing, content, operations, production, and finance to align commercial strategy with event delivery.
- Clearly communicate contractual commitments and client expectations, supporting a high-quality sponsor and exhibitor experience.
- International Representation
- Represent the organization at international events, conferences, industry meetings, and client engagements.
- Build relationships with senior executives, industry leaders, and strategic partners, identify commercial opportunities, and support on-site event delivery.
Qualifications, Experience, & Skills
- Minimum 3–4 years’ experience in B2B event sales, preferably within exhibitions, conferences, sponsorships, or commercially driven international events.
- Fluency in Arabic and English is essential, with strong written and verbal communication skills in both languages.
- Proven achievement of significant individual and team revenue targets, supported by clear examples of new business wins and commercial results.
- Demonstrated ability to lead, coach, and develop sales professionals, establish expectations and manage performance.
- Experience selling high-value sponsorships, exhibition packages, partnerships, branding opportunities, and tailored event solutions.
- Strong proactive prospecting and consultative selling skills, with the ability to understand client objectives and convert opportunities into revenue.
- Experience developing business across international markets and building relationships with senior decision-makers, C-suite executives, and industry stakeholders.
- Strong strategic account management skills, including retention, upselling, and long-term partnership development.
- Excellent proposal development, presentation, negotiation, and closing skills, including experience securing complex commercial agreements.
- Sound commercial judgement, with the ability to assess opportunity value, identify revenue gaps, and contribute to pricing decisions.
- Strong sales planning, pipeline management, and forecasting capabilities, including understanding pipeline value, conversion rates, and the activity required to achieve targets.
- Experience using Salesforce or a comparable CRM for sales activity, opportunity management, forecasting, and reporting.
- Strong organization and time management, with the ability to manage multiple events, markets, accounts, and commercial priorities.
- Proficiency in Microsoft Office and willingness to travel internationally.
- Experience supporting new event launches or market entry is advantageous.
- Experience in energy, infrastructure, technology, or related B2B sectors is advantageous.
