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About the Role
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.
Responsibilities
- Lead, motivate and develop the sales team to achieve individual and collective revenue targets.
- Set clear objectives, priorities and activity expectations for the sales team.
- Conduct regular one-to-one meetings, performance reviews and pipeline discussions with team members.
- Coach team members on prospecting, qualification, proposals, negotiation and closing.
- Address performance gaps through targeted development plans.
- Proactively identify, qualify and convert new sponsors, exhibitors and partners.
- Build a consistent pipeline across local, regional and international markets.
- Personally drive new business opportunities from initial engagement through to signed agreement.
- Develop and execute sales strategies for assigned events.
- Translate revenue objectives into account priorities and measurable activity.
- Sell sponsorships, exhibition space, branding opportunities and bespoke commercial packages.
- Identify revenue gaps and implement corrective action to maintain performance against budget.
- Lead the sale of high-value sponsorship and partnership opportunities.
- Develop tailored propositions, communicate commercial value, negotiate terms and close complex agreements.
- Personally manage selected key accounts and high-value client relationships.
- Build connections with senior decision-makers, develop account plans and increase client investment.
- Identify opportunities for long-term and multi-event partnerships.
- 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.
- 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.
- Provide management with reliable revenue forecasts and clear visibility of risks, gaps and corrective actions.
- Monitor industry trends, competitor events, sponsorship demand and client investment priorities.
- Assess market demand, industry growth, competition and commercial potential to identify opportunities.
- Present evidence-based recommendations to senior management.
- Support the commercial launch of new events through prospect identification, market engagement and sales.
- Secure first-edition revenues and build sustainable growth for subsequent editions.
- Work closely with event management, marketing, content, operations, production and finance to align commercial strategy.
- Clearly communicate contractual commitments and client expectations.
- Support a high-quality sponsor and exhibitor experience.
- 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.
Requirements
- 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.
- Proven achievement of significant individual and team revenue targets.
- Demonstrated ability to lead, coach and develop sales professionals.
- Experience selling high-value sponsorships, exhibition packages, partnerships, branding opportunities and tailored event solutions.
- Strong proactive prospecting and consultative selling skills.
- Experience developing business across international markets and building relationships with senior decision-makers.
- Strong strategic account management skills.
- Excellent proposal development, presentation, negotiation and closing skills.
- Sound commercial judgement.
- Strong sales planning, pipeline management and forecasting capabilities.
- Experience using Salesforce or a comparable CRM for sales activity, opportunity management, forecasting and reporting.
- Strong organisation and time management skills.
- Proficiency in Microsoft Office.
- 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.
Skills
- Arabic language proficiency
- English language proficiency
- Written communication skills
- Verbal communication skills
- Sales leadership
- Team development
- New business development
- Event sales
- Commercial planning
- Sponsorship sales
- Strategic partnerships
- Strategic account management
- Revenue generation
- Profitability analysis
- CRM management (Salesforce or comparable)
- Forecasting
- Market intelligence
- Opportunity development
- New event launches
- Cross-functional collaboration
- International representation
- Proposal development
- Presentation skills
- Negotiation skills
- Closing skills
- Commercial judgement
- Sales planning
- Pipeline management
- Organization skills
- Time management
- Microsoft Office proficiency
Experience Level
- 3-4 years in B2B event sales
About the Company
- dmg events is an equal opportunity employer.
Equal Opportunity
- If you have not had feedback from us within 14 days, please consider your application as unsuccessful for this round.