Senior Delegate Sales Manager

JOB PURPOSE

The Senior Delegate Sales Manager is a strategic leadership role for a highly experienced, commercially driven sales professional responsible for both individual revenue targets and the overall performance of the delegate sales function. In addition to generating significant personal revenue through the sale of delegate packages to new and existing clients across multiple industries, this role also supports, mentors, and guides the wider delegate sales team—driving best practices, sharing market intelligence, and developing the capabilities of junior and mid-level team members. The role involves engaging with a diverse range of organizations, including large multinational corporations, government entities, consultancies, and professional services firms. It also serves as a senior point of contact for key strategic accounts and complex client relationships.

KEY ACCOUNTABILITIES

Senior Contribution & Team Collaboration – Lead by example by achieving and exceeding individual revenue targets while contributing to overall team success through knowledge sharing and best practices. Act as a senior escalation point for complex client negotiations, objections, and key account management. Share market intelligence, sales strategies, and insights to support a high‑performance team culture. Collaborate with senior leadership to contribute to sales planning, campaign strategies, and revenue forecasting.

New Business & Revenue Growth – Proactively identify and acquire new clients, expanding the delegate revenue base beyond existing networks and databases. Consult with clients to understand their needs, build demand, and convert delegate sales across target segments. Take full ownership of assigned accounts, territories, and revenue targets, including new business development, reporting, and KPI delivery.

Market Intelligence & Strategy – Develop strong market knowledge through continuous research, including client profiling, stakeholder mapping, segmentation, and competitor analysis. Contribute to improving customer acquisition and retention strategies by translating insights into actionable initiatives. Work closely with sales, marketing, and data teams to refine targeting strategies and improve campaign effectiveness.

Event & Client Engagement – Collaborate with cross‑functional teams to ensure client expectations are met throughout the full event lifecycle. Attend events to strengthen client relationships, secure repeat business, and generate future sales opportunities. Deliver against individual and team sales plans, consistently meeting or exceeding performance targets.

QUALIFICATIONS, EXPERIENCE & SKILLS

Technical / Functional. Proven track record of consistently achieving and exceeding B2B conference or delegate sales targets, with a minimum of 3+ years’ experience in a senior sales role. Strong consultative sales approach, with excellent objection‑handling and needs‑analysis skills. Excellent written and verbal communication skills in business English; additional languages are an advantage. Commercially astute, with confidence in managing complex client requirements and high‑value negotiations. Highly self‑motivated, proactive, and results‑driven, with strong accountability for both individual and team performance. Strong organizational skills with the ability to manage multiple priorities in a fast‑paced environment. Excellent interpersonal and relationship‑building skills, with the ability to engage stakeholders at all levels. Experience using CRM systems (e.g., Salesforce), along with proficiency in Microsoft Office and standard business tools. Familiarity with digital prospecting tools and platforms (e.g., LinkedIn) for lead generation and market outreach.

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