At a Glance
- Tasks: Lead and develop delegate sales teams to boost performance across 40+ B2B events.
- Company: Dynamic company with a strong track record of growth and innovation.
- Benefits: Competitive salary, OTE, hybrid work, and opportunities for professional development.
- Other info: Join a successful team with excellent career progression opportunities.
- Why this job: Make a real impact in a thriving business and shape the future of delegate sales.
- Qualifications: Proven experience in B2B delegate sales leadership and team development.
The predicted salary is between 50000 - 60000 £ per year.
A senior leadership opportunity to strengthen a growing delegate sales function, develop its managers and representatives, and improve commercial performance across a portfolio of more than 40 B2B events. The successful person will initially focus on two of the six sales teams at a time, typically working with them intensively for around six months before moving to another pair. This provides the scope to understand each team properly, introduce targeted improvements and demonstrate measurable results rather than applying a single generic programme.
The wider business is performing strongly. It has achieved record net profit in eight of the past ten years and is on course for another record year. The delegate sales department has nearly doubled over the past two to three years and now supports more than 40 events, creating a genuine need for additional senior leadership. The portfolio includes established conferences serving technology and financial services markets, alongside other specialist B2B sectors. Events range from approximately 200 to 2,500 attendees. The role offers the chance to influence mature flagship brands as well as growth-stage events, introduce proven ideas from elsewhere in the market and build a stronger leadership pipeline for the future.
What you will be responsible for:
- Coach and develop six delegate sales managers, helping them become more confident and effective leaders of teams of seven to eight representatives.
- Work directly with representatives where useful, particularly on calling, discovery, objection handling, value-led pitching and structured follow-up.
- Identify capability gaps and create practical training that improves performance in the field.
- Strengthen management rhythms, performance processes and team structures so growth remains sustainable as the department expands.
- Improve delegate revenue, primary-market attendance and vendor-side commercial performance across the portfolio.
- Support recruitment, induction, resourcing and talent retention across the wider function.
- Bring fresh thinking on campaign planning, training, development and sales execution while adapting it to the existing culture and model.
- Attend selected flagship events to understand delivery on site, build market knowledge and gather feedback directly from customers.
The person:
- The strongest fit will be an experienced delegate sales leader from the B2B events market. Experience managing managers is particularly valuable, although an exceptional team leader ready to step into broader responsibility may also be considered.
- A proven record of building, managing and developing high-performing delegate sales teams.
- Strong coaching and training skills, with the judgement to diagnose gaps and tailor support to different managers and representatives.
- Experience improving sales structure, process or performance management within a growing business.
- A consultative, phone-led approach to sales, supported by thoughtful use of email and LinkedIn to secure conversations.
- Commercial curiosity and a genuine interest in developing new revenue opportunities, including vendor-side growth.
- The interpersonal confidence to complement established leadership, challenge constructively and win the trust of a relatively new management team.
Discipline(s): Events and Business Intelligence
Job type: Permanent
Head of Delegate Sales in London employer: Caselton Clark
As a leading international technology and telecoms events and information business, we pride ourselves on fostering a dynamic work culture that encourages creativity and collaboration. Our Central London location offers a vibrant environment with hybrid working options, allowing for a healthy work-life balance while providing ample opportunities for professional growth and development. Join us to lead a talented team in crafting impactful content that drives industry conversations and insights, all while enjoying competitive compensation and a supportive atmosphere.
StudySmarter Expert Advice🤫
We think this is how you could land Head of Delegate Sales in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Head of Delegate Sales at Caselton Clark, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Caselton Clark. Tailor your message to explain why you’re drawn to them and how you can contribute as a Head of Delegate Sales. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Head of Delegate Sales in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Caselton Clark:When writing your cover letter, make sure to tailor your message specifically for Caselton Clark. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Caselton Clark
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Caselton Clark that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Caselton Clark that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Caselton Clark’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
