Sales Manager

Role Overview

Sales Manager at dmg events. Lead the commercial performance of a portfolio of international B2B events, driving sponsorship, exhibition, partnership and event-related revenue across the Middle East, Europe, Asia and other international territories.

Role 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.

Key Responsibilities

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.
• Address 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 and 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 and develop account plans.
• 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.
• Provide 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.
• 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 and market engagement.
• Secure sales of sponsorship, exhibition and partnership packages for first editions.
• 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.
• Support 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

• Minimum 3–4 years' experience in B2B event sales, preferably within exhibitions, conferences, sponsorships or commercially driven international events.
• 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.
• 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 supporting new event launches or market entry is advantageous.
• Experience in energy, infrastructure, technology or related B2B sectors is advantageous.

Skills & Competencies

• Fluency in Arabic and English is essential, with strong written and verbal communication skills in both languages.
• Strong proactive prospecting and consultative selling skills, with the ability to understand client objectives and convert opportunities into revenue.
• 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.

Additional Information

• Willingness to travel internationally is required.
• dmg events is an equal opportunity employer.