Head of Corporate Sales
EICC
- Edinburgh, Scotland, United Kingdom
- Edinburgh, Scotland, United Kingdom
Über
create an environment which inspires ideas that change the world .
We are looking to add an exceptional individual to lead our Corporate Sales team, drive revenue growth, and position the EICC as the destination of choice for national and international business events.
About You You are a confident, driven, and strategic sales leader with a proven track record in the conference and events industry, alongside commercial insight and strong leadership and relationship management skills.
You bring experience in the business events sector; proven ability to deliver revenue growth, strong understanding of the national and international conference market, excellent communication, negotiation, and analytical skills, as well as experience in strategic planning, team development, and CRM systems.
Primary Function The Head of Corporate Sales is expected to exceed EICC revenue and economic impact targets effectively and efficiently in conjunction with other Sales team members. They will identify, target and secure new and repeat business opportunities and revenue streams for the short, medium and long term. The role is accountable for creating a strategic plan for the Corporate Sales market to achieve revenue targets and optimise venue occupancy. Working with the Head of Association Sales and the Head of Business Development and Partnerships they will continuously measure team success, adjusting strategy as required, to position the EICC as a world‑class destination for conferences and events.
Key Responsibilities
Develop and implement a results-oriented sales strategy aligned with the EICC’s business plan and long-term objectives.
Drive commercial growth by identifying new markets, clients, and partnership opportunities.
Personally manage key clients and sales opportunities to secure high-revenue events.
Generate and contract new business through research, networking and sales activities, with a focus on key high worth accounts.
Responsible for keeping abreast of market trends and competitor information to ensure team knowledge is current and strategy adjusted as required.
Accountable for strategic projects to support the Team and Sales and Marketing Director.
Revenue Optimisation & Business Analysis
Analyse sales data, forecasts, and pipeline to ensure targets are met and opportunities maximised.
Monitor venue yield, segmentation, and diary occupancy to deliver optimal event mix and revenue.
Oversee conversion performance from enquiry through to contract, and implement team improvements where necessary.
Report at the bi-monthly forecast meeting to CEO, Finance Director, Sales and Marketing Director – identifying short and long term strategy adjustments.
Creation of the business plan, with the Sales & Marketing Director, Assistant Sales Director, Head of Association Sales and Head of Business Development and Partnerships.
Client Relationship Management
Build and sustain strong relationships with key clients, partners, and industry stakeholders.
Lead proactive business development efforts to attract national and international conferences and events.
Oversee the strategic management of all Corporate client accounts, ensuring long-term value and retention.
Provide clear direction, coaching, and support to the Corporate Sales Team.
Set performance goals, manage appraisals, and address development needs in line with EICC policies.
Champion a culture of high performance, collaboration, and customer excellence.
Cross-functional Collaboration
Work closely with Finance, Operations, Technical and Nourish catering teams to ensure sales are deliverable and commercially sound.
Align sales and marketing activities with broader business priorities and event delivery planning.
Promote integration of the sales function with the wider EICC team.
Reporting & Systems
Ensure team accuracy and integrity of sales data in CRM (e.g. EBMS) and reporting tools.
Liaise with Finance to align forecasting, budgeting, and revenue tracking.
Report insights to the CEO and LT, and create bi-monthly board reports that contribute to strategic decision-making.
Personal Attributes
Strong analytical, project management, and strategic thinking skills.
Excellent communicator and negotiator with diplomacy and gravitas.
Confident, collaborative, and resilient under pressure.
Proven ability to motivate teams and build trusted relationships.
Organised, with excellent time and workload management skills.
Flexible, proactive, and adaptable to the evolving needs of the business.
Key Selection Criteria
Minimum of 5 years proven experience in a senior sales management/leadership role.
Proven experience of driving business performance in a large-scale venue or complex operation.
Strong understanding of the national and international conference and events market.
Demonstrable track record in strategic planning and people management.
Experience with providing a high level of customer service and client management.
Essential experience and knowledge of using Advanced MS Office.
If you are ready to lead with impact and shape the future of one of Edinburgh’s most iconic venues, we would love to hear from you.
If you would like to apply, please send your CV and a covering letter outlining how you meet the key selection criteria and why you would be an excellent fit for our team to hr@eicc.co.uk by 05 January 2026.
The EICC is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment where we inspire ideas that change the world.
We welcome all applications from all suitably qualified persons.
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Sprachkenntnisse
- English
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