Global Head of Sales - FCM Meetings & Events - London, United Kingdom

Global Head of Sales - FCM Meetings & Events - London, United Kingdom We are looking for a dynamic, results driven leader to drive global commercial growth for FCM Meetings & Events.

Responsibilities Commercial Leadership

• Own and drive the global sales strategy for FCM Meetings & Events, aligned to the M&E 2030 growth ambition and $1B TTV target
• Set and govern revenue targets across all markets, with clear accountability for growth across each service line: FCM Venue Finder, Managed Meetings, Group Travel, Event Management, Production and Creative Services, and Strategic Meetings Management
• Drive a deliberate margin mix strategy - ensuring the portfolio is sold in a way that optimises profitability, not just volume, with targeted growth in higher margin service lines including Event Management, Production and Creative Services
• Lead the global sales team with accountability for new business acquisition and existing client growth across FCM and Corporate Traveller brands
• Define and embed a consistent sales methodology globally, including CRM discipline, opportunity staging, deal qualification, and service line positioning standards
• Act as senior commercial sponsor on strategic pursuits, lending executive presence and deal strategy to high value and complex opportunities

New Business Development

• Build and maintain a robust global pipeline of qualified prospects, with clear ownership and pipeline health accountability across all regions and service lines
• Drive targeted acquisition strategies for priority industry verticals, client segments, and geographies - with deliberate sequencing across the M&E product portfolio to maximise total deal value and margin contribution
• Lead the go to market approach for Strategic Meetings Management (SMM), targeting enterprise clients where a programmatic, policy driven meetings management solution creates a competitive advantage and strengthens long term retention
• Develop client entry strategies that progress accounts from transactional services (e.g. FCM Venue Finder, Managed Meetings) through to fuller programme ownership including Event Management and Production and Creative Services
• Lead or support senior client pursuits, RFP responses, and pitch presentations for strategic accounts
• Leverage FCM's broader corporate travel relationships to create warm entry points for M&E conversations, particularly for SMM and Group Travel opportunities within existing FCM enterprise accounts
• Establish a repeatable, market ready pitching approach that scales across regions without losing local commercial relevance

Client Growth and Retention

• Partner with regional operations and client services to ensure existing clients are retained, grown, and actively referenced in sales activity
• Own the commercial relationship for strategic global accounts, working alongside account teams to identify and convert expansion opportunities across the full M&E product suite
• Govern the upsell and cross sell framework, ensuring BDMs and account managers are equipped and incentivised to grow wallet share - with particular focus on migrating clients into higher value, higher margin service lines
• Ensure SMM programme clients receive a commercially proactive account ownership model, with regular business reviews and continuous programme expansion opportunities

Marketing and Brand Collaboration

• Partner closely with FCM M&E Marketing to ensure go to market campaigns, content, and client facing materials are commercially aligned and actively support pipeline generation
• Collaborate with Marketing on product and service line positioning - ensuring each FCM M&E offering has a compelling, differentiated value proposition for the market
• Drive alignment between sales priorities and marketing investment, ensuring campaign activity targets the right segments, geographies, and service lines at the right time
• Champion the FCM M&E brand and "Where Worlds Meet" narrative in all commercial activity, ensuring consistency across regions and client touchpoints
• Represent FCM Meetings & Events at industry events, client forums, and partner engagements to grow brand visibility and commercial relationships

Sales Enablement Partnership

• Work closely with Sales Enablement and Onboarding to ensure the sales team is equipped with the right tools, content, training, and intelligence at every stage of the sales cycle
• Provide active commercial input into the enablement programme - identifying capability gaps, priority service line knowledge requirements, and field feedback that shapes BDM training and coaching
• Ensure consistent adoption of the five moment sales framework, SPICED methodology, and Salesforce CRM discipline across the global sales team
• Champion the use of Klue competitive intelligence, Highspot content, and Responsive bid platform as core commercial infrastructure for the sales function
• Collaborate with Sales Enablement on onboarding standards, ensuring new BDMs are commercially ready and positioned to sell the full M&E portfolio from day one

Team Leadership and Capability

• Lead, coach, and develop a high performing global sales team across AMER, EMEA, APAC, and AU regions
• Set clear performance expectations, KPIs, and accountability frameworks for all direct and indirect reports - including service line revenue, margin contribution, and pipeline quality measures
• Foster a high energy, results focused sales culture that balances ambition with commercial rigour and client first thinking
• Ensure regional sales leaders have the clarity, tools, and support to execute effectively in their markets

Market Intelligence and Positioning

• Maintain a deep understanding of the Meetings & Events competitive landscape, buyer trends, and market dynamics across key geographies
• Translate market intelligence into refined go to market strategies, value propositions, and client facing narratives - including how FCM M&E's portfolio compares to specialist competitors across each service line
• Feed competitive intelligence and buyer insights into the Sales Enablement and Marketing functions to sharpen positioning and response quality

Revenue and Reporting

• Own global sales reporting, forecasting, and pipeline visibility for the Global General Manager and senior leadership
• Provide regular commercial performance updates with clear analysis of win/loss trends, pipeline health, conversion rates, and margin mix performance by service line and region
• Partner with Finance and Operations on pricing governance, deal structuring, and commercial risk management
• Ensure Salesforce CRM is used consistently and accurately as the single source of commercial truth across all markets

Cross Brand and Stakeholder Collaboration

• Build and maintain strong relationships across FCM's global commercial leadership, including Corporate Traveller, to maximise shared client and pipeline opportunities
• Collaborate with the Global General Manager, regional GMs, and product leadership to align sales strategy with operational delivery capability and portfolio development priorities
• Act as a senior voice of the customer internally - feeding client intelligence, market signals, and competitive insights into strategic planning

What We're Looking For

• Proven track record of leading and scaling B2B sales teams in a global or multi regional environment, with direct accountability for revenue targets
• Experience in Meetings & Events, corporate travel, professional services, or a high growth service business - with working knowledge of M&E product categories including venue finding, managed meetings, event management, group travel, production, and/or Strategic Meetings Management programmes
• Demonstrated success in selling or positioning SMM programmes to enterprise clients, including navigating complex procurement, legal, and stakeholder environments
• Demonstrated success in winning complex, multi stakeholder enterprise accounts and managing senior client relationships through long sales cycles
• Experience leading diverse, geographically distributed sales teams with accountability for both revenue volume and margin performance
• Track record of working closely with Marketing and Sales Enablement functions to align commercial activity with go to market strategy and capability development
• Familiarity with CRM platforms (Salesforce preferred) and modern sales methodologies such as SPICED or Challenger
• Experience operating within a global matrix organisation and working across brand, product, and operational functions
• A minimum of 10 years' experience leading successful global or multi regional sales teams, with a demonstrated track record of exceeding revenue targets and driving market expansion
• Experience and comfort operating in multi cultural environments, with the ability to lead, influence, and adapt across diverse teams and geographies
• Proven ability to oversee the full sales process end to end - from lead generation and pipeline development through to deal closure and client handover - ensuring consistent commercial discipline at every stage

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field required
• Master's degree or equivalent postgraduate qualification is advantageous

What You Will Enjoy

• Exclusive Travel Discounts: As part of Flight Centre Travel Group . click apply for full job details