Head of Sales - LIONS Riyadh

Informa Group Plc.; Riyadh; Presencial; SAR 700.000 - 1.000.000; Jornada completa

Descripción de la vacante

Informa Group Plc. seeks a Head of Sales for LIONS Riyadh, responsible for commercial strategy and revenue growth, building premium partnerships with brands, agencies, media owners, technology firms and others seeking to engage with the creative industries.

The role requires leading a sales team, meeting revenue targets, and adopting a highly consultative approach to deliver bespoke opportunities across content experiences, hospitality, activations, and year-round engagement.

Formación

• Significant senior-level sales or commercial experience within media, advertising, marketing, creative industries, technology, major events or premium B2B platforms.
• Strong understanding of the advertising, media and creative ecosystem is highly desirable.
• Proven track record of delivering ambitious revenue targets and securing high-value strategic accounts.
• Experience selling to major brands, agencies, media companies, technology platforms or similar senior B2B clients.
• Proven experience developing bespoke commercial propositions rather than relying solely on standard inventory.
• Strong network of senior decision-makers across relevant industries is highly desirable.
• Experience in a start-up environment and/or scaling a new business is desirable.
• Experience launching or growing a commercial proposition in a new market would be advantageous.
• Middle East and particularly Saudi/GCC market experience is desirable.
• International commercial experience would be an advantage.

Responsabilidades

• Own and deliver the overall commercial and sales strategy for LIONS Riyadh including revenue targets, sector priorities, account strategy and go-to-market plans.
• Develop creative commercial propositions that go beyond traditional exhibition space including brand experiences, showcases and bespoke participation opportunities.
• Identify and develop high-value strategic accounts across global and regional brands, agencies, media, technology, entertainment platforms, government-linked organisations and the wider creative economy.
• Lead, coach and develop the sales team creating a consultative sales culture focused on strategic account development.
• Maintain pipeline discipline, forecasting and revenue reporting with clear visibility of conversion, account progression, risks and opportunities.
• Support in the planning and execution of a full rebooking campaign for the exhibition.
• Work with Marketing to develop client-facing thought leadership research, case studies and proof points that strengthen the commercial proposition.
• Develop a strong understanding of the Saudi, GCC and international creative advertising, marketing and media landscape to identify new revenue opportunities.
• Use audience insight, market intelligence and client research to develop propositions around specific communities, sectors and business objectives.
• Continually liaise with Operations to ensure floorplans, events and bespoke client requirements are met.

Conocimientos

Sales leadership

Strategic account management

Commercial strategy

Forecasting & pipeline management

Negotiation

Client relationship building

Team coaching

Data analysis

Presentation skills

Educación

Degree or related field

Herramientas

SAP

TM1 (IBM)

Oracle

Descripción del empleo

We are looking for a proven sales leader who can drive and accelerate revenue for this flagship event The Head of Sales will lead the commercial strategy and revenue growth for LIONS Riyadh building a premium partnership proposition for global and regional brands agencies media owners technology companies and other organisations seeking to engage with the creative industries

In this senior role the individual will be responsible for achieving revenue targets whilst leading and developing the sales team to maximize effectiveness and efficiency

Unlike a traditional event sales role this position requires a highly consultative approach

The Head of Sales will work with clients to understand their brand business and audience objectives and translate these into bespoke opportunities across content experiences hospitality talent activations learning and year-round engagement

The role is responsible not simply for selling inventory but for building long-term strategic partnerships that enhance both the commercial value and the experience of LIONS Riyadh

Sales & Commercial Development

Key Responsibilities

• Own and deliver the overall commercial and sales strategy for LIONS Riyadh including revenue targets sector priorities account strategy and go-to-market plans
• Develop creative commercial propositions that go beyond traditional exhibition space including brand experiences showcases and bespoke participation opportunities
• Identify and develop high-value strategic accounts across global and regional brands agencies media technology entertainment platforms government-linked organisations and the wider creative economy
• Lead coach and develop the sales team creating a consultative sales culture focused on strategic account development
• Maintain strong pipeline discipline forecasting and revenue reporting with clear visibility of conversion account progression risks and opportunities
• Support in the planning and execution of a full rebooking campaign for the exhibition
• Work with Marketing to develop client-facing thought leadership research case studies and proof points that strengthen the commercial proposition
• Develop a strong understanding of the Saudi GCC and international creative advertising marketing and media landscape to identify new revenue opportunities
• Use audience insight market intelligence and client research to develop propositions around specific communities sectors and business objectives

Management

• Build a commercially ambitious team that understands the LIONS brand and can sell through insight relevance and ideas rather than inventory alone
• Ensure the team can confidently engage senior clients across brands agencies media technology and the wider creative industries
• Coach the team to develop consultative and solutions-led sales approaches tailored to client objectives
• Hold regular training sessions with the team with key takeaways and KPIs
• Create staff development roadmaps for direct reports
• Create and encourage a teamwork culture
• Have regular one to ones with team and conduct annual meetings for objective setting and appraisals
• Identify team members for promotion advancement to retain talent

Communication

• Communicate with all group functions within the portfolio on a regular basis to ensure optimal team working
• Liaise and work with the Sales Operations team to ensure timely processing of contracts invoicing floorplan updates etc
• Work closely with Content Marketing Creative Partnerships and Operations to develop relevant and commercially compelling client solutions
• Ensure client requirements and market feedback are communicated back into Festival planning and product development
• Maintain strong communication with LIONS to ensure commercial activity is aligned with brand standards and the wider Festival proposition

Reporting

• Demonstrate financial and numerical astuteness
• Ensure weekly exhibition figures and pipelines are presented to the Senior Management team
• Prepare reports detailing weekly sales performance and projections for upcoming weeks
• Effective and timely reporting to ensure potential result or resource problem areas are flagged early
• Track performance across client segments products and markets to identify growth opportunities
• Monitor the quality as well as the value of the commercial pipeline ensuring the right brands and organisations are being attracted to LIONS Riyadh
• Provide clear market intelligence and client feedback to inform the wider commercial and Festival strategy

Exhibition Operations

• Continually liaise with Operations Department with respect to floorplans special events and bespoke client requirements
• Assist and provide support to the Operations team onsite
• Oversee relevant sections of the online exhibitor manual or customer center
• Ensure commercial propositions are operationally achievable and deliver the experience promised to clients
• Work with Creative and Operations teams to support high-quality brand environments activations and experiences that reflect LIONS standards
• Maintain a strong focus on the overall Festival experience when allocating commercial inventory and client presence

Educated to degree level or equivalent. Degree or professional background in business, marketing, media, communications or a related field is advantageous. Relevant senior commercial experience may be considered in place of formal qualifications.

Experience

• Significant senior-level sales or commercial experience within media, advertising, marketing, creative industries, technology, major events or premium B2B platforms.
• Strong understanding of the advertising, media and creative ecosystem is highly desirable.
• Proven track record of delivering ambitious revenue targets and securing high-value strategic accounts.
• Experience selling to major brands, agencies, media companies, technology platforms or similar senior B2B clients.
• Proven experience developing bespoke commercial propositions rather than relying solely on standard inventory.
• Strong network of senior decision-makers across relevant industries is highly desirable.
• Experience in a start-up environment and/or scaling a new business is desirable.
• Experience launching or growing a commercial proposition in a new market would be advantageous.
• Middle East and particularly Saudi/GCC market experience is desirable.
• International commercial experience would be an advantage.

Skills & qualities

• Good written and oral communication skills is essential
• Excellent quantitative skills
• Excellent Excel, PowerPoint and financial modelling skills
• Strong analytical and presentation skills
• Good attention to detail and accuracy.
• Self-starter with proactive nature, and ability to work autonomously
• Experience using SAP, TM1 (IBM) and/or Oracle would be advantageous
• Highly collaborative
• Thrives on constant change.
• Middle East experience (desirable)
• Relevant sector experience (desirable)
• Strong understanding of media, advertising, marketing and the creative industries.
• Highly credible and confident in conversations with CMOs, CEOs, agency leaders and senior brand decision-makers.
• Creative and solutions-oriented commercial thinker with the ability to turn client objectives into compelling Festival opportunities.
• Excellent relationship-building, negotiation and influencing skills
• Strong storytelling and pitching ability, capable of selling the value of the LIONS platform rather than simply individual products.
• Commercially ambitious while sensitive to brand integrity, audience experience and editorial credibility.
• Curious about creativity, culture, media, technology and evolving industry trends.
• Culturally aware and comfortable operating across Saudi, regional and international markets.