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About the Role

The Head of Sales Role leads the ICE commercials as a member of the Clarion Live senior leadership team, reporting to the ICE Portfolio Director. This role also sits on the Gaming Events management board.

Responsibilities

• Lead and execute the commercial strategy and revenue performance for ICE.
• Own end-to-end sales strategy, including rebook planning, go-to-market initiatives, targets, and KPIs across all events and manage and develop a high performing sales team.
• Develop and implement pricing strategies aligned to market demand, competitive positioning, and revenue objectives.
• Set, track, and deliver against revenue targets, ensuring consistent performance across all portfolios.
• Maintain full ownership of sales pipelines, ensuring accurate forecasting and risk management.
• Drive continuous optimisation of commercial performance through data-led insights and post-event analysis.
• Deliver weekly and monthly reporting on key metrics (revenue pacing, sqm sales, pipeline health, and risk) to senior stakeholders including Event Director, Managing Director, and Finance.
• Represent the commercial function in senior leadership and project meetings, providing clear performance updates and strategic input.
• Lead on forecasting stages during the event key milestones.
• Lead, coach, and develop a high-performing ICE Sales team.
• Oversee collaboration with the wider B2B sales function during key campaign periods.
• Act as escalation point for complex client issues, ensuring high standards of customer experience.
• Manage and grow a portfolio of key accounts, driving retention and revenue expansion.
• Build strong cross-functional relationships with Portfolio Director, Operations, Marketing, and Customer Success teams to maximise commercial outcomes.
• Lead floorplan strategy and optimisation in partnership with Operations, aligning with growth objectives.
• Provide on-site commercial leadership during live events, driving rebook performance and team engagement.
• Conduct post-event analysis to identify opportunities and inform continuous improvement.

Requirements

• Previous experience in a senior sales management role is a requirement.
• Solid Salesforce use and forensic pipeline management, sales forecasting and highly accurate reporting skills, a must.
• Highly self-motivated, driven, resilient and thrives in exciting, pressurised and challenging environments.
• Excellent communication skills. The right candidate will be authoritative, confident, creative and be able to tailor their approach to ‘the room’, both with clients and stakeholders.
• Outgoing individuals, with excellent social skills, who are used to dealing with a broad range of people at every level will be able to make the best of this opportunity.
• A hunger to reach and exceed sales targets with a positive, ‘can do’ approach to work will deliver rewards.
• Self-starting, self-motivated, pro-active and comfortable with taking responsibility and work on own initiative to achieve personal targets.
• Demonstrates a strong ability to source new leads.
• Strong negotiation skills, utilised for driving sales.
• Be able to build trust and credibility amongst our potential customer base.
• Strong objection avoidance and objection handling skills.
• Excellent self-starting, organisational and time management skills.

Skills

• Salesforce
• Pipeline management
• Sales forecasting
• Reporting
• Communication
• Negotiation
• Organisational skills
• Time management

Location

• Remote
• Hybrid
• Onsite

Work Type

• Full-time

Experience Level

• Senior

Benefits

• 25 days’ holiday plus bank holidays
• End of year wellbeing shutdown (closed for the last week of the year)
• An extra day of leave that can be used for a celebration of your choosing, e.g. birthday, Eid, Diwali, etc.
• Summer Hours in August (3pm finish on Fridays)
• Helping Our World (HOW) Days – one paid day per quarter to carry out charity work
• Pension Scheme
• Private Medical Insurance
• Health Cash Plan
• Wellbeing Library (MYNDUP)
• Mentoring Programme
• Season Ticket Loan
• Cycle to Work Schemes
• Free on-site gym and shower facilities
• Free eyesight tests
• Free flu vaccination – offered on site once a year for all employees

About the Company

• Clarion Events is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947.
• Clarion Events embrace diversity and equal opportunities in all that we do.
• We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.
• The more inclusive we are, the better our work will be.
• Clarion is private equity backed and owned by Blackstone.
• Blackstone is one of the world’s leading global investment funds, investing capital for the long term in order to build successful, resilient businesses.
• Our purpose is to deliver exceptional customer outcomes and experiences, by making every connection count.
• Our vision is we want every one of our products to be a market leader in customer satisfaction and delight.

Equal Opportunity

• We encourage employees to be open and confident and recognise that every member of the team makes a vital contribution.
• Clarion embraces equality, diversity and inclusion and seeks to promote these principles in all of our business activities.
• When recruiting new employees or providing opportunities for promotion, we will:
• Recruit, develop and retain the most talented people, regardless of background, and make the best use of their talents;
• Ensure that no person is unlawfully discriminated against;
• Select the best person for the role based on their skills, qualifications and abilities.
• This statement sets out our commitment to equal opportunities and to preventing discrimination in the workplace.