JOB PURPOSE:
Lead the commercial performance of a portfolio of international B2B events, driving sponsorship, exhibition, partnership and event-related revenue. Combine hands-on business development and strategic account management with sales team leadership to achieve individual and team revenue targets.
Secure high-value sponsors and partners, develop new markets and support event launches across the Middle East, Europe, Asia and other international territories. Work with senior management and cross-functional teams to develop compelling commercial propositions, sponsorship packages and market-specific sales strategies.
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, prioritise 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 organisation 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 organisation 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.
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.