Delegate Sales Manager

The Role

We are seeking a driven and commercially astute Delegate Sales Manager to lead and optimise the delegate sales function across a portfolio of industry-leading B2B conferences. This is a hands-on role with dual responsibility: directly owning revenue delivery and a sales territory while managing and developing a high-performing delegate sales team. Delegate sales are inherently transactional volume-driven and highly responsive to market sentiment pricing and timingrequiring strong day-to-day execution data accuracy and tight process discipline to maximise bookings and revenue yield.

The role is pivotal in driving sales efficiency embedding data-led processes and ensuring the effective use of CRM and sales enablement tools. The ideal candidate will combine operational rigour with strategic oversight to improve sales output forecasting accuracy and overall commercial performance. Collaboration with the Senior Sponsorship Sales Manager and the Head of Marketing will be critical to aligning sales strategy with audience acquisition and broader commercial goals.

PRINCIPLE ACCOUNTABILITIES

As the Delegate Sales Manager you will be accountable for delivery in the following areas;

• Team Leadership: Recruit coach and lead a high-performing delegate sales team fostering a culture of accountability commercial excellence and continuous professional development.
• Revenue Ownership: Drive personal revenue performance within a defined territory or portfolio consistently meeting or exceeding targets.
• Client Relationship Management: Build and maintain long-term relationships with senior decision-makers at key accounts to secure recurring high-value delegate bookings.
• Sales Process Optimisation: In collaboration with the Senior Sales Manager Sponsorship embed best-practice sales processes to drive consistency efficiency and impact. Champion the use of Salesforce Zoom Conversica and AI-powered tools to streamline operations and enhance productivity.
• Data & CRM Integrity: Ensure complete accurate and timely data management in Salesforce to support pipeline visibility reliable forecasting and strategic decision-making.
• Strategic Sales Planning: Design and implement sales strategies in conjunction with the Marketing and Production teams that align with event audience strategy to maximise delegate revenue and retention.
• Product Innovation: Develop compelling customer-centric delegate packages that enhance value and support broader commercial objectives.
• Customer Insight & Responsiveness: Position the delegate sales team as a proactive insight enginecapturing customer sentiment surfacing emerging concerns early and supporting cross-functional mitigation strategies.
• Performance Metrics: Work with the Managing Director to define track and embed key sales KPIs ensuring consistent execution improved pipeline management and data-driven performance management.
• Market Intelligence: Stay attuned to industry trends competitor activity and audience behaviours to maintain a competitive edge and inform go-to-market strategies.
• Forecasting & Reporting: Deliver accurate weekly and monthly revenue forecasts pipeline reports and performance insights to inform senior leadership and event planning.
• Cross-Functional Collaboration: Partner with marketing sponsorship sales production finance and operations teams to align delegate revenue goals with wider event execution and growth strategies.

Key relationships:

• MD
• Sales Director
• Head of Marketing
• Sales Teams
• CRM Team
• Production Team
• Marketing Team
• Operations Team
• Commercial Finance Team

Qualifications :

We recruit talented dynamic people with diverse backgrounds and experiences all united by a belief in our mission to provide the worlds leading and most trusted price reporting events and intelligence service for the markets we serve. Were proud to be an equal opportunities employer and are committed to creating a fully inclusive workplace where everyone feels able to participate and contribute meaningfully.

If you are open-minded curious resilient solutions-oriented and committed to promoting equality then read on...

KNOWLEDGE EXPERIENCE AND SKILLS

We are looking for an individual who is highly motivated driven and have a passion to be part of a fast-paced successful team. Being a strong team player is also important as well as someone who is happy to work flexibly.

The successful candidate will be experienced in managing B2B event sales teams and have a proven track record in running their own revenue book. They should be experienced in managing and delivering against sales targets and comfortable forecasting and reporting. They must also be proficient in the use of CRM software to underpin best-practice sales processes.

Experience in managing teams sales processes and coaching is fundamentally key as they will need to build the delegate sales team in addition to upskilling the wider team on improved processes in relation to the use of Salesforce improving adherence accuracy accuracy of forecasting and further developing quality of actionable insights.

Skills 

• Proven track record in delegate or sales management within the B2B events or conference sector.
• Establishes sales professional with experience running your own revenue book while managing a team to exceed commercial goals.
• Strong command of Salesforce (or equivalent CRM) with the ability to analyse data manage forecasting and ensure reporting accuracy.
• Demonstrated ability to coach and lead teams to drive improved performance and process adoption.
• Skilled in implementing metrics and reporting systems that enable data-led decision making and drive improvements in sales productivity.
• Experience with AI-enabled sales platforms (e.g. Conversica) a strong advantage. And ability to embrace new technologies to enhance sales effectiveness
• Excellent communication interpersonal and leadership skills.
• Comfortable working cross-functionally with marketing operations production and finance teams.
• Ability to report clearly supported by data and insights
• A true team player committed to achieving collective goals and supporting team success.

Qualifications

• Bachelors degree in business marketing or related field; MBA or relevant advanced degree preferred.
• 8 years of experience in B2B event sales leadership roles
• Experienced in use of key sales platforms such as Salesforce Zoom Conversico

If youre excited about the role but your experience skills or qualifications dont perfectly align we encourage you to apply anyway.

Additional Information :

Our Values

Fastmarkets people come from all different walks of life. Its this mix of brilliant personalities experiences and insights that gives us that warm open and friendly culture you can feel as soon as you meet us. But however wonderfully different we all are there are six things we all have in common and they form our Fastmarkets values.

Created by our own employees to reflect some of the personal traits that Fastmarkets people have our values are key to what makes our culture unique. They reflect who each of us are and theyre embedded in everything we do. Our values are:

• METRICS DRIVEN. We use insights to improve our customers experience and our business performance
   
• ACCOUNTABLE. We are accountable to ourselves and those we work with: we keep our promises and get things done
   
• GROWTH MINDSET. This value enables us to be nimble to the changing realities and operate with a sense of urgency
   
• INCLUSIVE. We are inclusive and respectful celebrating each of us and giving everyone a deep sense of belonging with the desire to bring their best self to work every day.
   
• CUSTOMER CENTRIC. We are customer-centric in all that we do
   
• COLLABORATIVE. We are collaborative able to work across teams and capitalise on the diversity of intellect perspectives and experiences.

Youve read a little about us now its over to you!

If you like what youve read so far and think you can see yourself as a Fastmarkets person its time to fill in your application form. This form is an important part of the selection process: its used to determine whether or not youll be chosen to have an interview and acts as a basis for the questions well ask you on the day.

Its vital that you try to capture all the relevant information we have asked for on the form so we can get a good feel for who you are and why youre great.

Remote Work :

No

Employment Type :

Full-time