Delinian
Delegate Sales Team Manager
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Delegate Sales Team Manager
techoraco, a long-standing and trusted provider of large-scale, international networking events, memberships, and news, that cover the complete digital infrastructure ecosystem from fibre, data centres, wireless access, subsea, and satellite. For over two decades, our events have connected the leaders from more than 150 countries at our series of events including: ITW, Metro Connect USA, Capacity Middle East, Datacloud Global Congress, and Capacity Europe.
The techoraco team is responsible for delivery of these events and exhibitions, across North America, South America, Europe, Africa, and Asia, with the events ranging from intimate leadership gatherings of 300 attendees to our flagship events of 7000+ attendees.
Role Overview
We are seeking a high-performing Delegate Sales Team Leader to drive delegate revenue across our portfolio of global events. This is a hands-on, player-manager role, combining leadership of a small telesales team (4 FTE) with active personal sales responsibility.
You will be accountable for team performance, pipeline generation, and individual sales delivery, ensuring targets are exceeded through strong leadership, coaching, and front-line selling.
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Key Responsibilities
Team Leadership & Performance
- Manage, motivate, and develop a team of 4 telesales executives
- Set daily/weekly activity and revenue targets (calls, connects, conversions)
- Monitor performance through KPIs, call quality, and pipeline tracking
- Provide ongoing coaching, call listening, and feedback to improve conversion rates
- Run regular team meetings, sales huddles, and performance reviews
Delegate Sales
- Personally sell delegate passes across key events via outbound telesales
- Build and manage a high-quality pipeline of prospects and repeat buyers
- Engage senior-level decision-makers across digital infrastructure
- Consistently achieve and exceed individual revenue targets
Campaign Execution
- Work closely with marketing to execute targeted telesales campaigns
- Follow up on inbound leads, campaigns, and database segments
- Optimise messaging and sales scripts based on campaign performance
Data & Reporting
- Maintain accurate CRM records (pipeline, contacts, activity)
- Track team and individual sales performance against targets
- Provide insights on conversion rates, lead quality, and market feedback
- Provide weekly pipeline updates and revenue forecasting to management
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Key Metrics
- Team revenue vs target
- Individual revenue vs target
- Call/activity levels
- Conversion rates (lead → sale)
- Pipeline value and velocity
Skills & Experience
- Understanding of sales processes and structures, and the ability to apply them tactically in client identification and outreach, as well as identify when the team needs development in particular aspects of the sales process.
- Proven track record in telesales or delegate sales (events experience preferred)
- Experience managing or mentoring a small sales team
- Strong closing skills and confidence selling over the phone
- Highly driven, target-focused, and commercially minded
- Ability to coach, motivate, and improve team performance
- Strong Salesforce CRM and sales data skills
Personal Attributes
- Hands-on, lead-from-the-front mentality
- Competitive and results-driven
- Strong communicator with energy and resilience
- Organised, disciplined, and accountable
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