Global Head of Sales - FCM Meetings & Events Job at Flight Centre Brand (London)

Job Description

The Global Head of Sales is responsible for leading and scaling the commercial growth engine of FCM Meetings & Events globally. This role drives new business acquisition, client expansion, and revenue performance across FCM M&E’s full product portfolio — including FCM Venue Finder, Managed Meetings, Group Travel, Event Management, Production and Creative Services, and Strategic Meetings Management (SMM) for enterprise clients. The role is accountable for delivering profitable growth with a strong focus on margin mix optimisation across all markets and service lines.

Job Responsibility

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
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
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
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
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
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
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
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
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

Requirements

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

What we offer

Exclusive Travel Discounts: As part of Flight Centre Travel Group, you gain access to exclusive industry rates and discounts through our in-house travel team
Career Development: With Flight Centre Travel Group’s global presence, spanning 30+ brands in over 20 countries, you’ll have clear career pathways and the resources you need to achieve your professional goals, including training and support
Vibrant Culture & industry-renowned social events: Experience our fun, industry-renowned culture with exciting social events such as monthly awards nights, global conferences, end-of-financial-year balls, and more
Active Hour: Prioritise your well-being with an hour dedicated each week to focus on your fitness or personal wellness
Comprehensive Health Cash Plan: Get reimbursed for a variety of medical services, including dental, optical, and chiropractic care, with our bronze-level health cash plan
Health & Wellbeing Challenges: Stay engaged with monthly health and wellbeing challenges designed to keep you motivated and healthy
Financial Wellbeing Support: Access expert financial services, including mortgage advice, regulated financial guidance, and money coaching to help you manage your finances
And Much More: Enjoy a range of additional benefits, including company-matched charitable donations, an excellent pension scheme, share options, an electric vehicle scheme, and a variety of salary sacrifice benefits

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Global Head of Sales - FCM Meetings & Events

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