Retail Gazette isseekingan ambitious, commercially driven Sales Director to lead revenue growth across our portfolio of digital media, conferences,awardsand commercial partnerships.
Reporting directly to the Chief Executive and serving as a member of the Senior Leadership Team, the Sales Director willbe responsible fordeveloping and delivering the company's commercial strategy, leading a sales team, and driving sustainable revenue growth across existing and emerging products.
This is a highly visible leadership role requiring a strategic thinker with strong commercial instincts, exceptional relationship-buildingskillsand a proven ability to win and grow major accounts. The successful candidate will playa central rolein shaping the future commercial direction of Retail Gazette, with a particular focus on expanding strategic partnerships, developing innovative commercial solutions, scaling a growing events and awards portfolio, and successfully bringing new products and revenue streams to market.
The Sales Director will alsobe responsible forensuring that CRM systems, sales processes and commercial data are effectively managed to support revenue growth, forecasting accuracy and strategic decision-making.
The role is London-based and requires significant face-to-face engagement with clients, agencies,partnersand industry stakeholders.
Key Responsibilities
- Lead the development and execution of Retail Gazette's commercial growth strategy, and build a high-performance sales culture focused on growth,accountabilityand customer success.
- Translate businessobjectivesinto clear revenue plans across digital, events, conferences,awardsand sponsorship productsandidentifynew revenue opportunities, markettrendsand emerging commercial sectors.
- Work closely with the Chief Executive and Senior Leadership Team to shape long-term business strategy.
- Drive innovation in commercial product development and go-to-market approachesand lead the commercial launch of new products, events,awardsand sponsorship opportunities from concept through to market delivery.
- Own overall sales performance and revenue delivery across the Retail Gazette portfolioand personally lead the acquisition and development of major strategic accounts.
- Build relationships with senior decision-makers across retail, technology, consultancy,logistics, payments,propertyand professional services sectors.
- Drive growth in conference sponsorship, exhibition salesand awards partnerships.
Key account management
- Develop and implement a structured key account strategy focused on long-term revenue growthwhilst expandingrelationships within existing client accounts.
- Ensure excellent client retention and partnership renewal rates.
- Lead commercial sales activity across Retail Gazette's events portfolio, including conferences, networkingeventsand awards programmes.
- Develop sponsorship packages and commercial propositions aligned to clientobjectivesand play a leading role in the commercial launch,growthand long-term development of major awards initiatives.
- Collaborate with marketing and events teams to maximise delegate,sponsorand partner engagement.
- Identifynew event formats and sponsorship opportunities that support revenue diversification.
- Own and continuously improve Retail Gazette's CRM strategy,processesand data qualityand ensure the CRM is fully utilised as the central platform for sales management, forecasting, pipelinevisibilityand account development.
- Establish andmaintainbest-practice sales processes, reporting disciplines and opportunity management standards.
- Use customer and prospect data toidentifygrowth opportunities, improve accountpenetrationand support strategic planning.
- Maintainaccuratesales forecasting and pipeline management processes to support budgeting and business planning.
Sales team leadership
- Lead, motivate and develop a team of sales professionalsprovidingcoaching,mentoringand ongoing professional development.
- Set clearobjectives, revenue targets and performance expectationswhilst creatinga culture of accountability,collaborationand continuous improvement.
- Support succession planning and talent development within the commercial team.
- Ensure the team adopts a consultative, strategic approach to selling and account development.
Cross-functional leadership
- Act as a member of the Senior Leadership Team, contributing to company-wide planning and decision-making.
- Ensure commercial opportunities are delivered in a way that enhances audience value and brand reputation.
- Contribute to budgeting,forecastingand business planning processes.
Skills & experience
- Proven success in a senior sales leadership role within media, events, publishing, information services or B2B commercial environments.
- Demonstrable experience successfully launching and commercialising new products, events,servicesor revenue streams.
- Strong experience of CRM management, salesoperationsand pipeline governance.
- Proven ability to build and implement scalable sales processes and reporting frameworks.
- Strongtrack recordof delivering revenue growth and exceeding commercial targets.
- Experience managing and developing sales teams.
- Demonstrable success in key account management and strategic business development.
- Experience selling sponsorship, partnerships, events, conferences,awardsor integrated marketing solutions.
- Strong commercial negotiation and deal-closing skills.
- Excellent relationship-building and stakeholder management capabilities.
- Experienceoperatingat senior decision-maker and C-suite level.
- Strong understanding of consultative and solution-based selling approaches.
- Experience developing and executing go-to-market strategies.
- Experience within retail, ecommerce, consumerbrandsor related sectors.
- Experience working within media, publishing, events or information businesses undergoing growth and transformation.
- Knowledge of audience-led commercial models, contentmarketingand digital media monetisation.
- Experience working in entrepreneurial or founder-led businesses.
Success measures
Success in this role will be measured by:
- Achievement of annual revenue and profitability targets.
- Successful commercial launch and growth of new products,eventsand awards.
- Growth in strategic account revenue.
- Expansion of sponsorship,partnershipand integrated marketing revenues.
- CRM adoption, dataqualityand forecasting accuracy.
- Strength,qualityand value of the sales pipeline.
- New business acquisition performance.
- Client retention and renewal rates.
- Team performance,developmentand engagement.
- Contribution to overall business growth and strategicobjectives.
Reports to: Chief Executive
Direct Reports: Commercial Team
Location: London (Hybrid, with significant client-facing activity)
Seniority: Member of the Senior Leadership Team
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