Join Our Visionary Team at the EICC

At the Edinburgh International Conference Centre (EICC) our vision is to create an environment which inspires ideas that change the world.

We are looking to add an exceptional individual to lead our Corporate Sales team, drive revenue growth, and position the EICC as the destination of choice for national and international business events.

This role is best suited to an astute and strategic sales professional who can lead a team of motivated individuals, develop and deliver a results-driven sales strategy, identify new revenue opportunities, and manage key client relationships to continue the trend of exceeding revenue and economic impact goals year on year.

The Head of Corporate Sales will analyse business performance, monitor sales conversion, and ensure accurate forecasting and reporting. As a visible leader within the organisation, you will collaborate across departments to make certain all sales are commercially and operationally sound, and that EICC delivers an exceptional client experience.

About the Role

The Head of Corporate Sales will exceed EICC revenue and economic impact targets in conjunction with other Sales team members. They will identify, target, and secure new and repeat business opportunities and revenue streams for the short, medium, and long term.

This role is accountable for creating a strategic plan for the Corporate Sales market to achieve revenue targets and optimise venue occupancy. Working closely with the Head of Association Sales and the Head of Business Development and Partnerships, the Head of Corporate Sales will continuously measure team success and adjust strategy to position the EICC as a world-class destination for conferences and events.

Key Responsibilities

Strategic Sales Leadership

• Develop and implement a results-oriented sales strategy aligned with the EICC’s business plan and long-term objectives.
• Drive commercial growth by identifying new markets, clients, and partnership opportunities.
• Personally manage key clients and sales opportunities to secure high-revenue events.
• Generate and contract new business through research, networking, and sales activities, focusing on high-value accounts.
• Keep abreast of market trends and competitor activity, adjusting strategy as required.
• Lead strategic projects to support the Sales and Marketing Director.

Revenue Optimisation & Business Analysis

• Analyse sales data, forecasts, and pipeline to ensure targets are met and opportunities maximised.
• Monitor venue yield, segmentation, and diary occupancy to deliver optimal event mix and revenue.
• Oversee conversion performance from enquiry to contract and implement team improvements where necessary.
• Report at bi-monthly forecast meetings to the CEO, Finance Director, and Sales and Marketing Director, identifying short- and long-term strategy adjustments.
• Contribute to the creation of the business plan with the Head of Association Sales and Sales and Marketing Director.

Client Relationship Management

• Build and sustain strong relationships with key clients, partners, and industry stakeholders.
• Lead proactive business development efforts to attract national and international conferences and events.
• Oversee the strategic management of all Corporate client accounts, ensuring long-term value and retention.

Team Leadership & Development

• Provide clear direction, coaching, and support to the Corporate Sales team.
• Set performance goals, manage appraisals, and address development needs in line with EICC policies.
• Champion a culture of high performance, collaboration, and customer excellence.

Cross-functional Collaboration

• Work closely with Finance, Operations, Technical, and Nourish catering teams to ensure sales are deliverable and commercially sound.
• Align sales and marketing activities with broader business priorities and event delivery planning.
• Promote integration of the sales function with the wider EICC team.

Reporting & Systems

• Ensure team accuracy and integrity of sales data in CRM (e.g., EBMS) and reporting tools.
• Liaise with Finance to align forecasting, budgeting, and revenue tracking.
• Report insights to the CEO and Leadership Team, contributing to bi-monthly Board reports and strategic decision-making.

Personal Attributes

• Strong analytical, project management, and strategic thinking skills.
• Excellent communication and negotiation skills, with diplomacy and gravitas.
• Confidence, collaboration, and resilience under pressure.
• Proven ability to motivate teams and build trusted relationships.
• Organised, with excellent time and workload management skills.
• Flexibility, proactivity, and adaptability to evolving business needs.
• Strong people management skills.

Key Selection Criteria

• Minimum of 5 years proven experience in a senior sales management role within the business events industry.
• Experience driving business performance in a large-scale venue or complex operation.
• Strong understanding of the national and international conference and events market.
• Demonstrable track record in strategic planning and people management.
• Experience providing a high level of customer service and client management.
• Essential experience and knowledge of Advanced MS Office.

Ready to be part of our team?

If you would like to apply, please send your CV and a covering letter outlining how you meet the key selection criteria and why you’d be an excellent fit for our team to hr@eicc.co.uk by 5 January 2026.

For any questions, please contact our Head of HR, Devin Flesch, directly using the email address above.