Commercial Director

Key Responsibilities

• Own and drive the commercial performance of a large-scale international business event, with full accountability for delegate and sponsorship revenue delivery and growth.
• Lead revenue generation across multiple commercial products, managing a substantial annual revenue target in the eight-figure range.
• Secure new business while protecting and expanding value from strategic accounts through long‑term relationship development.
• Design and deliver tailored commercial proposals that maximise client investment and partnership value.
• Set, monitor, and achieve annual and quarterly revenue targets through disciplined pipeline and opportunity management.
• Define and execute a clear commercial strategy for delegate and sponsorship sales, aligned with wider organisational objectives.
• Identify new markets, partnership models, and monetisation opportunities to support sustained growth.
• Provide market insight and client feedback to inform product positioning, pricing, and future development.
• Ensure a compelling and differentiated commercial proposition that maintains a premium market position.
• Build detailed market plans and territory strategies, including account mapping and prioritisation across regions.
• Oversee the creation of high‑quality commercial sales materials that reflect a premium brand and can be deployed consistently across teams.
• Lead, mentor, and develop a high‑performing commercial team, setting clear expectations and driving accountability.
• Create a collaborative, performance‑driven culture focused on continuous improvement and talent retention.
• Deliver accurate forecasting, pipeline reporting, and commercial performance updates to senior leadership.
• Monitor return on investment across major initiatives and partnerships, ensuring governance and compliance standards are met.
• Maintain strong awareness of global industry trends, translating insights into competitive and commercial advantage.
• Work closely with marketing, content, operations, and leadership teams to ensure aligned delivery and an integrated client experience.

Required Experience and Skills

• Bachelor’s degree in business, marketing, economics, or a related discipline; postgraduate qualification preferred.
• Extensive experience (10+ years) in senior commercial, sales, or business development leadership roles within large‑scale B2B events, media, or exhibition environments.
• Proven success delivering and scaling multi‑million revenue portfolios across sponsorship, delegate sales, and partnerships.
• Demonstrated ability to lead, inspire, and retain high‑performing commercial teams across multiple markets.
• Strong background in developing and executing commercial strategies that deliver sustainable, long‑term growth.
• Experience managing complex, high‑value negotiations with senior decision‑makers.
• Exceptional commercial acumen, with the ability to identify, structure, and monetise new opportunities.
• Strategic thinker capable of balancing long‑term vision with short‑term execution.
• Highly effective negotiator and influencer with strong stakeholder management skills.
• Advanced analytical and financial capability, including forecasting, budgeting, and performance analysis.
• Confident communicator with strong presentation and relationship‑building skills at executive level.
• Comfortable operating in fast‑paced, high‑pressure environments with evolving market dynamics.
• Collaborative leadership style with a strong cross‑functional mindset and results‑driven approach.

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