Flight Centre Travel Group
Global Head of Sales FCM Meetings & Events
London
Posted about 19 hours ago
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Role Summary
The Global Head of Sales is responsible for leading and scaling the commercial growth engine of FCM Meetings & Events globally. This role drives new business acquisition, client expansion, and revenue performance across FCM M&E’s full product portfolio — including FCM Venue Finder, Managed Meetings, Group Travel, Event Management, Production and Creative Services, and Strategic Meetings Management (SMM) for enterprise clients. The role is accountable for delivering profitable growth with a strong focus on margin mix optimisation globally.
What You'll Do
Commercial Leadership
- Own and drive the global sales strategy for FCM Meetings & Events, aligned to the M&E 2030 growth ambition and $1B TTV target.
- Set and govern revenue targets across all markets, with accountability for growth across each service line.
- Drive a deliberate margin mix strategy, optimising profitability with targeted growth in higher-margin services including Event Management, Production and Creative Services.
- Lead the global sales team with accountability for new business acquisition and existing client growth across FCM and Corporate Traveller brands.
- Define and embed a consistent global sales methodology, including CRM discipline, opportunity staging, deal qualification and service-line positioning.
- Act as senior commercial sponsor on strategic pursuits, on high-value and complex opportunities.
New Business Development
- Build and maintain a robust global pipeline of qualified prospects, with clear ownership and pipeline health accountability across regions and service lines.
- Drive targeted acquisition strategies across priority industries, client segments and geographies to maximise deal value and margin contribution.
- Lead the go-to-market approach for Strategic Meetings Management (SMM), targeting enterprise clients where a programmatic, policy-driven meetings management solution creates competitive advantage and strengthens long-term retention.
- Develop client entry strategies that progress accounts from transactional services into broader, higher-value M&E relationships.
- Lead or support senior client pursuits, RFP responses and pitch presentations for strategic accounts.
- Leverage FCM’s broader corporate travel relationships to create warm entry points for M&E conversations, particularly SMM and Group Travel opportunities within existing enterprise accounts.
- Establish a repeatable, market-ready pitching approach that scales across regions with local commercial relevance.
Client Growth and Retention
- Partner with regional operations and client services to ensure existing clients are retained, grown and actively referenced in sales activity.
- Own the commercial relationship for strategic global accounts, working with account teams to identify and convert expansion opportunities across the full M&E product suite.
- Govern the upsell and cross-sell framework, equipping and incentivising BDMs and account managers to grow wallet share, with focus on higher-value, higher-margin services.
- Ensure SMM programme clients receive proactive account ownership, regular business reviews and continuous programme expansion opportunities.
Marketing and Brand Collaboration
- Partner closely with FCM M&E Marketing to ensure campaigns, content and client-facing materials are commercially aligned and support pipeline generation.
- Collaborate on product and service-line positioning, ensuring each FCM M&E offering has a compelling and differentiated value proposition.
- Align sales priorities and marketing investment to target the right segments, geographies and service lines at the right time.
- Champion the FCM M&E brand and ‘Where Worlds Meet’ narrative across all commercial activity.
- Represent FCM Meetings & Events at industry events, client forums and partner engagements.
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Sales Enablement Partnership
- Work closely with Sales Enablement and Onboarding to ensure the sales team has the right tools, content, training and intelligence throughout the sales cycle.
- Provide commercial input into enablement programmes, identifying capability gaps, service-line knowledge requirements and field feedback to shape BDM training and coaching.
- Drive consistent adoption of the five-moment sales framework, SPICED methodology and Salesforce CRM discipline across the global sales team.
Team Leadership and Capability
- Lead, coach and develop a high-performing global sales team across AMER, EMEA, APAC and AU.
- Set clear performance expectations, KPIs and accountability frameworks, including revenue, margin and pipeline quality.
- Foster a high-energy, results-focused sales culture balancing ambition with commercial rigour and client-first thinking.
- Ensure regional sales leaders have the clarity, tools and support to execute effectively in their markets.
Market Intelligence and Positioning
- Maintain a deep understanding of the Meetings & Events competitive landscape, buyer trends and market dynamics.
- Translate market intelligence into refined go-to-market strategies, value propositions and client narratives.
- Feed competitive intelligence into Sales Enablement and Marketing to strengthen positioning and response quality.
Revenue and Reporting
- Own global sales reporting, forecasting for the Global General Manager and senior leadership.
- Provide regular commercial performance updates, including win/loss trends, pipeline health, conversion rates and margin mix by region and service line.
- Partner with Finance and Operations on pricing governance, deal structuring and commercial risk management.
- Ensure Salesforce CRM is used consistently and accurately as the single source of commercial truth across all markets.
Cross-Brand and Stakeholder Collaboration
- Build strong relationships across FCM’s global commercial leadership, including Corporate Traveller, to maximise shared client and pipeline opportunities.
- Collaborate with the Global General Manager, regional GMs and product leadership to align sales strategy with operational capability and portfolio development priorities.
- Act as a senior voice of the customer internally, feeding client intelligence and competitive insights into strategic planning.
What We're Looking For
- Proven track record of leading and scaling B2B sales teams in a global environment, with direct accountability for revenue targets.
- Minimum 10 years’ experience leading successful sales teams, with a track record of exceeding revenue targets.
- Experience in Meetings & Events, corporate travel, professional services or a high-growth service business, with working knowledge of M&E product categories across venue finding, managed meetings, event management, group travel, production and/or SMM.
- Demonstrated success selling or positioning SMM programmes to enterprise clients, navigating complex procurement, legal and stakeholder environments.
- Proven success winning complex, multi-stakeholder enterprise accounts and managing senior client relationships through long sales cycles.
- Experience leading diverse, geographically distributed sales teams with accountability for both revenue and margin performance.
- Strong experience working with Marketing and Sales Enablement teams to align commercial activity with go-to-market strategy and capability development.
- Familiarity with CRM platforms, preferably Salesforce, and modern sales methodologies such as SPICED or Challenger.
- Experience operating within a global matrix organisation and across brand, product and operational functions.
- Comfortable operating in multi-cultural environments, with the ability to lead, influence and adapt across diverse teams and geographies.
- Proven ability to oversee the full sales process end-to-end.
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Qualifications
- Bachelor’s degree in Business Administration, Marketing or a related field required.
- Master’s degree or equivalent postgraduate qualification is advantageous.
What You Will Enjoy
- Exclusive Travel Discounts: As part of Flight Centre Travel Group, you gain access to exclusive industry rates and discounts through our in-house travel team.
- Career Development: With Flight Centre Travel Group’s global presence, spanning 30+ brands in over 20 countries, you’ll have clear career pathways and resources to achieve your professional goals, including training and support.
- Vibrant Culture & Industry-Renowned Social Events: Experience our fun, industry-renowned culture with monthly awards nights, global conferences, end-of-financial-year balls and more.
- Active Hour: Prioritise your wellbeing with an hour dedicated each week to focus on fitness or personal wellness.
- Comprehensive Health Cash Plan: Get reimbursed for a variety of medical services, including dental, optical and chiropractic care, through our bronze-level health cash plan.
- Health & Wellbeing Challenges: Stay engaged with monthly health and wellbeing challenges designed to keep you motivated and healthy.
- Financial Wellbeing Support: Access expert financial services, including mortgage advice, regulated financial guidance and money coaching.
- And Much More: Enjoy additional benefits including matched charitable donations, pension, share options, an electric vehicle scheme and salary sacrifice benefits.
Our number one philosophy is Our people. Flight Centre Travel Group's promise is to provide an environment with equality of respect, dignity and opportunity for all our employees. We value an inclusive and supportive workplace which reflects the diversity of our society.
We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at RecruitmentUK@flightcentre.co.uk.
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