MARI
Sales Manager, Hospitality (MARI)
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About MARI Group
MARI is a global events and experiences company with a portfolio of world-class live properties spanning sport, art, lifestyle, and entertainment. These include major international tennis tournaments, such as the Mutua Madrid Open and Miami Open presented by Itaú, Frieze, a leading voice in contemporary art, Hyde Park Winter Wonderland, TodayTix Group, a leading digital ticketing and technology company for theatre and live performance, and Barrett-Jackson, the foremost U.S. collector car auction company.
MARI delivers live experiences that bring people together, inspire audiences, and shape culture worldwide. MARI is reshaping the live events landscape — building a growing portfolio of category-defining events and brands that set the standard for what’s next, across sports, entertainment, art, and lifestyle.
At MARI, you’ll work alongside people who are passionate, curious, and driven — people who believe that live experiences have the power to shape culture, and who care about the work, the mission, and each other. We welcome outstanding applicants of all backgrounds and encourage everyone to apply.
About the Role
You’ll be joining IMG’s Hospitality Department—a team unlike any other—responsible for curating and selling premium live experiences across some of London’s most iconic events.
As a Senior Sales Executive, you’ll sit within the Arts & Entertainment and Tennis hospitality sales team, reporting directly to the Sales Manager. This is a newly defined role shaped to bring fresh energy and individual sales firepower to a high-performing team that’s growing its footprint across an expanding event portfolio.
Your focus will be selling across six flagship events—from Michelin-star dining packages at the Giorgio Armani Tennis Classic to bespoke Christmas party experiences at Hyde Park Winter Wonderland.
The Full Portfolio
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Summer:
- Giorgio Armani Tennis Classic
- Taste of London
- Hampton Court Palace Festival
- Blenheim Palace Festival
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Winter:
- Hyde Park Winter Wonderland
- Glide at Battersea Power Station
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Year-round:
- Chimney Lift at Battersea Power Station
This is a 360° sales role with outbound prospecting at its core. You’ll own the full cycle—from building and working targeted prospect lists through to closing deals, managing accounts, and being on the ground delivering the experience at the events themselves.
This role rewards hunters—people who are energised by picking up the phone, opening doors, and converting conversations into revenue.
A note on the nature of this role: this isn’t a standard 9-to-5 position year-round. During our two key on-site delivery periods—approximately 4–5 weeks in June/July and 5 weeks in November/December—you’ll be working on-site at the events themselves. During these windows, long hours, weekend working, and a fully hands-on approach are expected and are a core part of what makes this role exciting. Outside of these periods, you’ll be based at Chiswick Park with standard hours.
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What Success Looks Like
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First 3 months:
- You’ve gained a confident command of the full event portfolio.
- Outbound activity is consistent and structured.
- You’ve built an early pipeline of qualified new business prospects through proactive prospecting and outreach.
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Month 6:
- You’re hitting your personal sales targets.
- Converted new-business prospects into confirmed bookings across at least two events.
- Outreach strategy generates a steady flow of warm leads.
- Completed your first on-site delivery period with strong client feedback.
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Month 12:
- Consistently achieving or exceeding annual revenue targets.
- Pipeline is healthy and well-managed.
- Bring forward outreach ideas and market intelligence shaping the team’s prospecting strategy.
- Built a strong base of returning clients through proactive re-booking cycles, upsells, and cross-selling.
(Example: Clients introduced to two or three additional events over time.)
What You’ll Own
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Lead the outbound charge: Be the engine of new business generation—building prospect lists, executing high-volume outbound calls, sending personalised outreach sequences, and relentlessly following up until you secure a yes or a clear no. A consistent daily rhythm of calls, emails, and LinkedIn outreach is essential.
- Not just dialling numbers; develop and own your prospecting strategy. Refine outreach based on what’s working in different segments.
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Convert pipeline into revenue: Handle the full sales cycle—discovery conversations, bespoke proposals, negotiations, and closed deals.
- Know how to hold your price, handle objections, and push strategically when needed.
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Manage and grow your account base: Own the client relationship—retain, upsell, and nurture long-term partnerships.
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Collaborate cross-functionally with marketing, operations, accounting, and PR to deliver seamless client experiences from start to finish.
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Deliver on-site: During peak seasons, you’ll work hands-on at events—long days, weekends, and live experience delivery. This is your chance to shine and ensures clients receive a premium experience.
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Report with accuracy: Maintain an immaculate CRM, deliver timely sales reports, and provide accurate revenue forecasting.
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What You Bring
Must-have Qualifications & Skills:
- 2–3 years of proven sales experience, preferably in events, hospitality, or a related industry.
- A track record of outbound sales success—someone who hunts business rather than waiting for opportunities to appear.
- Strong telesales skills with comfort in high-volume outbound calling. Understand that volume + quality drive results.
- Experience building and executing outbound campaigns (phone, email, LinkedIn, or a mix).
- Exceptional written and verbal communication—ability to craft term-focused outreach messages and present confidently in conversations.
- Microsoft Office proficiency and solid CRM knowledge.
- Self-driven work ethic—requires minimal supervision.
- Flexibility to commit to extended on-site hours (including weekends) during key season periods (June/July and November/December).
What Makes You a Fit?
You’re someone who:
- Gets energy from outbound sales rather than being drained by it.
- Loves hosting live events and intuitively understands what makes a premium hospitality experience special.
- Brings discipline to prospecting—tracks activity, measures conversion rates, and implements continuous improvement.
- Writes outreach that actually generates replies—direct, authentic, and relevant.
- Thrives in high-energy, high-pressure environments, bringing a calm, solution-focused mindset under pressure.
- Is ambitious and eager to grow your career, ready for the hard work that comes with live event seasons.
Benefits
Here are some of the Benefits and Perks offered at MARI Group:
- Hybrid work environment (blend of in-office and at-home days)
- Pension match + access to a tailored pension scheme
- Paid parental leave
- Employee Assistance Programme
- Enhanced gym, wellness, and financial wellbeing access via Wellhub
- Flexible paid time off
MARI believes in the power of live experiences to unite people—and this only happens when we reflect the full diversity of the world around us. As a global company that shapes culture in sports, art, and entertainment, we are committed to fostering an inclusive workplace and are proactively working against discrimination in race, gender identity, sexual orientation, disability, and beyond.
We recognise that systemic inequality persists in the events and entertainment industry, and we are dedicated to driving meaningful progress—within MARI and across the wider sectors we represent.
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