Flight Centre
Global Head of Sales - FCM Meetings & Events - London, United Kingdom
London
Posted about 17 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 across all markets and service lines.
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 clear accountability for growth across each service line: FCM Venue Finder, Managed Meetings, Group Travel, Event Management, Production and Creative Services, and Strategic Meetings Management
- Drive a deliberate margin mix strategy — ensuring the portfolio is sold in a way that optimises profitability, not just volume, with targeted growth in higher-margin service lines 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 sales methodology globally, including CRM discipline, opportunity staging, deal qualification, and service line positioning standards
- Act as senior commercial sponsor on strategic pursuits, lending executive presence and deal strategy to 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 all regions and service lines
- Drive targeted acquisition strategies for priority industry verticals, client segments, and geographies — with deliberate sequencing across the M&E product portfolio to maximise total 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 a competitive advantage and strengthens long-term retention
- Develop client entry strategies that progress accounts from transactional services (e.g. FCM Venue Finder, Managed Meetings) through to fuller programme ownership including Event Management and Production and Creative Services
- 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 for SMM and Group Travel opportunities within existing FCM enterprise accounts
- Establish a repeatable, market-ready pitching approach that scales across regions without losing 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 alongside account teams to identify and convert expansion opportunities across the full M&E product suite
- Govern the upsell and cross-sell framework, ensuring BDMs and account managers are equipped and incentivised to grow wallet share — with particular focus on migrating clients into higher-value, higher-margin service lines
- Ensure SMM programme clients receive a commercially proactive account ownership model, with regular business reviews and continuous programme expansion opportunities
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Marketing and Brand Collaboration
- Partner closely with FCM M&E Marketing to ensure go-to-market campaigns, content, and client-facing materials are commercially aligned and actively support pipeline generation
- Collaborate with Marketing on product and service line positioning — ensuring each FCM M&E offering has a compelling, differentiated value proposition for the market
- Drive alignment between sales priorities and marketing investment, ensuring campaign activity targets the right segments, geographies, and service lines at the right time
- Champion the FCM M&E brand and ‘Where Worlds Meet’ narrative in all commercial activity, ensuring consistency across regions and client touchpoints
- Represent FCM Meetings & Events at industry events, client forums, and partner engagements to grow brand visibility and commercial relationships
Sales Enablement Partnership
- Work closely with Sales Enablement and Onboarding to ensure the sales team is equipped with the right tools, content, training, and intelligence at every stage of the sales cycle
- Provide active commercial input into the enablement programme — identifying capability gaps, priority service line knowledge requirements, and field feedback that shapes BDM training and coaching
- Ensure consistent adoption of the five-moment sales framework, SPICED methodology, and Salesforce CRM discipline across the global sales team
- Champion the use of Klue competitive intelligence, Highspot content, and Responsive bid platform as core commercial infrastructure for the sales function
- Collaborate with Sales Enablement on onboarding standards, ensuring new BDMs are commercially ready and positioned to sell the full M&E portfolio from day one
Team Leadership and Capability
- Lead, coach, and develop a high-performing global sales team across AMER, EMEA, APAC, and AU regions
- Set clear performance expectations, KPIs, and accountability frameworks for all direct and indirect reports — including service line revenue, margin contribution, and pipeline quality measures
- Foster a high-energy, results-focused sales culture that balances 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 across key geographies
- Translate market intelligence into refined go-to-market strategies, value propositions, and client-facing narratives — including how FCM M&E’s portfolio compares to specialist competitors across each service line
- Feed competitive intelligence and buyer insights into the Sales Enablement and Marketing functions to sharpen positioning and response quality
Revenue and Reporting
- Own global sales reporting, forecasting, and pipeline visibility for the Global General Manager and senior leadership
- Provide regular commercial performance updates with clear analysis of win/loss trends, pipeline health, conversion rates, and margin mix performance by service line and region
- 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 and maintain 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 delivery capability and portfolio development priorities
- Act as a senior voice of the customer internally — feeding client intelligence, market signals, and competitive insights into strategic planning
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What We're Looking For
- Proven track record of leading and scaling B2B sales teams in a global or multi-regional environment, with direct accountability for revenue targets
- Experience in Meetings & Events, corporate travel, professional services, or a high-growth service business — with working knowledge of M&E product categories including venue finding, managed meetings, event management, group travel, production, and/or Strategic Meetings Management programmes
- Demonstrated success in selling or positioning SMM programmes to enterprise clients, including navigating complex procurement, legal, and stakeholder environments
- Demonstrated success in 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 volume and margin performance
- Track record of working closely with Marketing and Sales Enablement functions to align commercial activity with go-to-market strategy and capability development
- Familiarity with CRM platforms (Salesforce preferred) and modern sales methodologies such as SPICED or Challenger
- Experience operating within a global matrix organisation and working across brand, product, and operational functions
- A minimum of 10 years’ experience leading successful global or multi-regional sales teams, with a demonstrated track record of exceeding revenue targets and driving market expansion
- Experience and comfort 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 — from lead generation and pipeline development through to deal closure and client handover — ensuring consistent commercial discipline at every stage
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 the resources you need to achieve your professional goals, including training and support.
- Vibrant Culture & industry-renowned social events: Experience our fun, industry-renowned culture with exciting social events such as monthly awards nights, global conferences, end-of-financial-year balls, and more.
- Active Hour: Prioritise your well-being with an hour dedicated each week to focus on your fitness or personal wellness.
- Comprehensive Health Cash Plan: Get reimbursed for a variety of medical services, including dental, optical, and chiropractic care, with 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
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Skills
Global Sales Strategy
B2B Sales Leadership
Revenue Forecasting
Pipeline Management
Strategic Meetings Management
Enterprise Account Acquisition
Margin Mix Optimisation
CRM Discipline
Stakeholder Management
Go-to-Market Strategy
Client Retention
Sales Enablement
Cross-functional Collaboration
Market Intelligence
Deal Structuring
Performance Management
Location