The posting
JOB PURPOSE:
The Head of Sales is responsible for leading the commercial sales function across an assigned portfolio of products and services, developing and executing sales strategies that drive sustainable revenue growth, profitability and market share.
The role provides strategic leadership across business development, key account management, sales operations and customer retention while ensuring the successful delivery of commercial objectives through high-performing sales teams.
The Head of Sales is accountable for developing long-term commercial strategies, building strategic client partnerships, identifying new revenue opportunities and creating a culture of accountability, collaboration and continuous improvement.
Working closely with senior stakeholders across Commercial, Marketing, Content, Operations and Finance, the Head of Sales ensures that commercial strategy is aligned with wider business objectives while delivering an exceptional customer experience.
FUNCTIONAL RESPONSIBILITIES & KEY ACCOUNTABILITIES:
Commercial Strategy • Develop and implement the overall commercial sales strategy for the assigned portfolio. • Identify new revenue streams, commercial opportunities and growth initiatives. • Develop annual sales plans, forecasting models and business development strategies. • Monitor commercial performance and adapt strategy to maximise revenue and profitability. Revenue Growth • Deliver and exceed portfolio revenue and profitability targets. • Drive customer acquisition, retention and account expansion strategies. • Develop new commercial products and partnership opportunities alongside internal stakeholders. • Identify opportunities to increase customer lifetime value. Leadership & People Management • Lead, coach and develop a high-performing sales team. • Set clear objectives, KPIs and performance expectations. • Conduct regular performance reviews and coaching sessions. • Create succession plans and identify future commercial talent. • Foster a positive, accountable and collaborative sales culture. Strategic Account Management • Maintain executive-level relationships with key customers and strategic partners. • Lead negotiations on high-value commercial agreements. • Support the team in closing complex, strategic opportunities. • Ensure excellent customer retention and long-term account growth. Business Development • Drive proactive new business generation across the portfolio. • Identify emerging markets, customer segments and commercial opportunities. • Build relationships with senior decision-makers and industry stakeholders. • Promote consultative selling methodologies across the team. Sales Operations & Performance • Own pipeline management, forecasting and revenue reporting. • Monitor KPIs and sales performance to ensure delivery against targets. • Ensure CRM data integrity and sales process compliance. • Continuously improve commercial processes and operational efficiency. Market Intelligence • Monitor industry trends, competitor activity and customer behaviour. • Identify risks and opportunities within the marketplace. • Share commercial insights that influence product development and sales strategy. • Ensure the sales team remains informed of market developments. Cross-functional Collaboration • Partner with Marketing, Content, Operations and Finance to align commercial objectives. • Support product launches and go-to-market strategies. • Ensure seamless customer delivery throughout the sales lifecycle. • Contribute to wider business planning and strategic initiatives. Event Leadership • Represent the organisation at industry events, exhibitions and conferences. • Meet key clients and develop executive-level relationships. • Identify new commercial opportunities during live events. • Ensure customer commitments are successfully delivered. KEY ACCOUNTABILITIES • Develop and execute commercial sales strategies. • Deliver portfolio revenue and profitability targets. • Lead and develop high-performing sales teams. • Grow strategic customer accounts and new business. • Build sustainable commercial pipelines. • Negotiate high-value commercial partnerships. • Maintain accurate forecasting and sales reporting. • Improve customer retention and account growth. • Drive operational excellence across the sales function. • Collaborate effectively with senior internal stakeholders. • Represent the business externally with professionalism and credibility.
QUALIFICATIONS, EXPERIENCE, & SKILLS: The successful candidate will demonstrate: • Minimum 8–10 years' experience in B2B commercial sales. • Significant leadership experience managing high-performing sales teams. • Proven record of delivering substantial revenue growth. • Extensive experience developing commercial sales strategies. • Strong background in strategic account management. • Demonstrated ability to negotiate complex, high-value commercial agreements. • Experience managing commercial budgets and forecasts. • Excellent understanding of CRM platforms (preferably Salesforce or equivalent). • Strong commercial and financial acumen. • Experience analysing sales performance data and market intelligence. • Excellent presentation, negotiation and communication skills. • Strong stakeholder management with experience engaging executive-level clients. • Advanced organisational and project management skills. Behavioural Competencies • Commercially driven and results focused. • Strategic thinker with excellent business judgement. • Inspirational leader who develops high-performing teams. • Customer-centric with strong relationship management skills. • Collaborative and influential across functions. • Highly accountable with excellent decision-making capability. • Resilient and adaptable in a changing environment. • Innovative with a continuous improvement mindset. • Professional with high integrity and credibility. • Organised with exceptional planning and prioritisation skills. • Positive, energetic and solution-oriented. Technical Competencies • Commercial strategy development • Sales leadership • Business development • Strategic account management • Revenue forecasting • Financial reporting • CRM management • Commercial negotiation • Budget management • Sales planning • Market analysis • Pipeline management • Proposal development • Executive presentation skills • Data-driven decision making
The Head of Sales is expected to: • Lead by example and demonstrate strong commercial leadership. • Build an engaged, accountable and high-performing team. • Coach and develop future leaders. • Promote collaboration across departments. • Encourage innovation and continuous improvement. • Drive a culture of customer excellence and commercial accountability.
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.
