ARK Recruitment
Senior Commercial Manager – B2B Events, Exhibitions & Sponsorship
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Senior Commercial Manager – B2B Events, Exhibitions & Sponsorship
Location: South West London – Office-based
Salary: £55,000–£65,000 DOE + Uncapped Commission
We are excited to be working with a rapidly growing B2B events business operating across a diverse portfolio of specialist industry sectors, including construction, technology, manufacturing, energy, business services and other key commercial markets.
The business delivers a portfolio of industry-focused exhibitions and events, connecting businesses with key decision-makers and providing valuable opportunities to generate leads, build brand awareness and develop commercial partnerships. Alongside its live events, the organisation offers sponsorship opportunities and digital products designed to help clients maximise their visibility and commercial impact.
With a strong focus on revenue growth, customer relationships and commercial performance, the business offers an exciting opportunity for an ambitious sales professional to make a significant contribution to its continued growth.
They are now looking for an experienced Senior Commercial Manager to drive new business, maximise existing accounts and generate revenue across exhibition stands, sponsorship packages and digital commercial offerings.
The Role
This is an excellent opportunity for a commercially driven B2B sales professional looking for significant commercial responsibility, ownership of revenue targets and the opportunity to maximise their earnings through uncapped commission.
You'll take responsibility for the full sales cycle, from proactive prospecting and pipeline development through to negotiation, closing and ongoing account management.
Working across exhibition space, sponsorship and digital products, you'll identify new business opportunities, develop relationships with senior decision-makers and negotiate high-value commercial agreements that deliver results for both clients and the business.
With responsibility for driving revenue growth, maximising account value and maintaining an effective sales pipeline, you'll play a key role in developing long-term client partnerships and increasing commercial performance across the event portfolio.
The role would suit an experienced, target-driven sales professional who combines a strategic commercial mindset with a hands-on approach to business development, relationship management and deal negotiation.
Key Responsibilities
- Take commercial ownership of revenue generation across exhibition stands, sponsorship packages and digital commercial products.
- Drive new business development, identifying and securing opportunities across relevant industry sectors.
- Manage the full sales cycle, from prospecting and lead generation through to client meetings, negotiation and contract completion.
- Develop and maintain a strong sales pipeline through proactive outreach, cold calling and targeted business development activity.
- Consistently achieve and exceed agreed monthly, quarterly and annual revenue targets.
- Maximise revenue opportunities across existing accounts through upselling, cross-selling and tailored commercial packages.
- Build and maintain strong relationships with exhibitors, sponsors, clients and senior commercial stakeholders.
- Conduct consultative sales meetings to understand client objectives and present commercially effective solutions.
- Lead commercial negotiations and secure agreements that deliver value for clients while maximising revenue opportunities.
- Develop and implement effective approaches to pipeline management, sales conversion and revenue growth.
- Maintain accurate sales forecasts, CRM records and reporting to support effective commercial planning.
- Manage client relationships throughout the event cycle, from initial engagement and pre-event planning through to onsite support and post-event follow-up.
- Deliver an excellent client experience and identify opportunities to secure repeat bookings and long-term partnerships.
- Develop tailored sponsorship and exhibitor propositions that align with client objectives and commercial priorities.
- Work collaboratively with marketing, operations and event delivery teams to ensure client expectations and commercial commitments are met.
- Monitor market trends, competitor activity and customer requirements to identify new revenue streams and opportunities for growth.
- Ensure commercial agreements, contracts and client deliverables are accurately managed and administered.
- Maintain consistent sales activity and performance against agreed KPIs, including prospecting, client engagement, pipeline development and revenue generation.
- Contribute to the ongoing development of commercial opportunities and improvements to the organisation's sales approach.
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About You
We are looking for someone with:
- Proven experience in B2B sales, commercial management, business development or strategic account management.
- A strong track record of achieving and exceeding revenue targets and closing high-value commercial deals.
- Experience managing the full sales cycle, from initial prospecting through to negotiation and closing.
- The ability to identify new business opportunities, develop sales pipelines and convert prospects into long-term clients.
- Strong commercial awareness and the ability to identify opportunities to maximise revenue and account profitability.
- Excellent negotiation, objection-handling and closing skills.
- Confidence engaging with senior decision-makers and developing long-term commercial relationships.
- Experience managing and growing existing accounts alongside proactive new business development.
- Strong communication, presentation and relationship-building skills.
- The ability to develop tailored commercial proposals and communicate value effectively.
- A proactive, organised and commercially focused approach to pipeline management and forecasting.
- Experience using CRM systems to manage opportunities, monitor performance and maintain accurate sales records.
- A data-driven approach to monitoring KPIs, assessing sales performance and identifying opportunities for improvement.
- The ability to manage multiple opportunities, competing priorities and deadlines in a fast-paced environment.
- Resilience, initiative and a strong sense of accountability for commercial results.
- Experience within B2B events, exhibitions, sponsorship, media or digital sales would be advantageous.
- Transferable experience from other B2B commercial environments involving high-value sales and relationship-led business development will also be considered.
- A genuine ambition to drive growth, develop commercially and maximise earning potential.
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What's in It for You?
- Uncapped commission, offering the opportunity to increase earnings through strong commercial performance.
- The opportunity to take ownership of significant revenue-generation activities and directly influence business growth.
- Exposure to a diverse portfolio of B2B events, exhibitions, sponsorship opportunities and digital products.
- The opportunity to develop valuable relationships with clients, industry stakeholders and senior decision-makers.
- A commercially focused environment where initiative, achievement and revenue growth are valued.
- The opportunity to develop your commercial expertise and progress your career within a growing events business.
- A role offering autonomy, responsibility and the opportunity to make a measurable contribution to commercial success.
This is an excellent opportunity for an ambitious commercial professional looking to take the next step in their career, drive revenue growth and build a valuable portfolio of B2B client relationships.
If you're an experienced, commercially minded sales professional who thrives on winning new business, negotiating high-value deals and delivering results, we'd love to hear from you. Apply today or get in touch for further information.
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