Head of Commercial, Events and Training

British Private Equity and Venture Capital Association; City Of London; On-site; GBP 60,000 - 80,000; Full time

Job summary

A leading trade body for the private capital industry is seeking a Commercial Team Head to drive revenue growth and lead a commercial team. The successful candidate will develop and execute marketing strategies, manage account pipelines, and foster relationships within the industry. An interest in private equity and venture capital is preferred. This full-time role offers a competitive salary, performance-related bonuses, and an inclusive work environment.

Benefits

25 days holiday plus Bank Holidays

10% non-contributory pension

Life assurance and private medical insurance

Cycle to Work Scheme

Qualifications

• 5 years leadership experience of a commercial department.
• Experience of developing strategic sales and marketing plans to drive revenue growth.
• Proven sales, business development or commercial relationship management track record.

Responsibilities

• Develop plans for future commercial growth.
• Account management and pipeline management.
• Plan execution of marketing activities for events and training.

Skills

Strong commercial sales and marketing experience

Strong relationship-building skills

Excellent writing and presentation skills

Proficiency in CRM

Tools

Microsoft Dynamics

Word

Excel

PowerPoint

Job description

Overview

This full time role within the BVCA is an excellent opportunity for an experienced commercial team head to lead a commercial team to deliver revenue growth. With an interest in private equity and venture capital you will have a proven track record of delivering strong growth in sales and delivering impact marketing strategies. The role is based in London and will include travel within the UK. Reporting into the Managing Director, Industry Development, you will work closely with the Director of Events and the Head of Training to determine recommended budgeted sales targets on an annual basis; and work with the Senior Marketing Manager to determine and deliver on marketing plans. Your leadership of the commercial team across different services (events and training) will ensure robust sales cycle timelines are implemented. In addition to this, your proactive approach to pipeline management and horizon scanning will ensure that relationships, marketing and sales messages are planned and implemented well in advance, and that the team is agile to respond to changing circumstances.

Responsibilities

• Account management, pipeline management, regular reporting on success and forecasting future income.
• Develop plans for future commercial growth and maintain a flexible and innovative approach to adapt to fast-changing requirements.
• Bring sales experience at a senior level, nurturing and developing relationships over time, and create tailored collateral to support sales.
• Deepen engagement in market verticals and regions, and develop new business prospects.
• Be a strong relationship builder in a matrix structure where collaboration is critical to success.
• Co-plan the commercial events and training team’s contribution to the organisation’s commercial success.
• Plan the execution of commercial marketing activities for events and training.
• Work with key stakeholders to determine additional KPIs for the events and training team, including attendee types that drive paid attendance and sponsorship.
• Develop recommended strategies to commercially grow the events and training programmes.
• Align with the broader Industry Development team’s account management strategy to plan and execute the events and training team’s account management.
• Develop pricing strategies for events and training, including testing of pricing.
• Oversee and sustain pipelines across events and training to ensure sales are achieved.
• Manage and report on sales success against previously recorded sales cycles.
• Keep the Industry Development team abreast of the competitive environment and work with Events and Training service teams to adapt to maintain competitive advantage.
• Utilise industry databases and other sources to build new sales prospects.
• Develop the commercial team’s knowledge of the membership, industry and external stakeholders to ensure commercial success.
• Ensure that the content needs of sponsors and delegates are met, working with Events and Training production teams.
• Ensure that all client and potential client engagement is updated in the CRM across the team and use the CRM and email marketing platform to report on engagement and inform decision-making. Work with the CRM data manager to ensure accurate and up-to-date data collection.
• Explore new ways to improve sales and develop new revenue streams.
• Ensure commercial targets are achieved for events and training.
• Work with the Senior Marketing Manager and marketing team to regularly review and adapt the marketing strategy and schedule to ensure targets are achieved; regularly review strategies and measurement.
• Oversee the management of core strategic target lists to significantly grow events, training, and engagement with those targets.
• Use analytics software to understand and track engagement.
• Explore new opportunities for non-member engagement working with stakeholders across the organisation.
• Ensure integrity of mailing lists based on CRM data.

Qualifications

• Strong commercial sales and marketing experience at a senior level.
• Experience of developing strategic sales and marketing plans to drive revenue growth.
• Strong track record of delivering and exceeding commercial targets.
• 5 years leadership experience of a commercial department.
• Strong private equity/venture capital knowledge is preferable; experience with firms within the industry or large financial/professional services firms is beneficial.
• A proven sales, business development or commercial relationship management track record is essential.
• A consultative sales style.
• Excellent writing and presentation skills with the ability to present ideas and concepts with impact to a broad audience; ability to review and coach junior team members’ work.
• Strong Word, Excel and PowerPoint skills are essential.
• Strong relationship-building skills; a positive, proactive attitude; polite, persuasive, and professional communication skills.
• Collaborative and consultative approach with a strong work ethic.
• Proficiency in CRM, in particular Microsoft Dynamics.

Why come work for the BVCA?

• Be part of the leading trade body for the private capital industry in the UK, supporting the growth of the industry and deepening stakeholder understanding to benefit the sector.
• Experience a friendly, engaged, and passionate work environment with a supportive culture.
• A competitive salary with a performance-related discretionary bonus.
• Benefits: 25 days holiday plus Bank Holidays; a 10% non-contributory pension; non-contractual day off for your birthday.
• Life and medical benefits: life assurance (4x salary); private medical insurance; health cash plan; critical illness and income protection; employee assistance programme including mental health support, Virtual GP, nutrition advice and financial wellbeing.
• Other benefits: interest-free season ticket loan; corporate discounts; reimbursement of up to 2 relevant professional institutes; support for professional and personal development; Cycle to Work Scheme.

Note: The BVCA supports an environment based on merit and inclusiveness, where all employees can develop to their full potential, irrespective of race, gender, marital status, age, disability, religious belief, political opinion or sexual orientation.