Role Purpose:

Drive revenue growth across the UK, Middle East and other markets for the Awards, Events, Public Training and related commercial portfolio through proactive outbound client engagement, lead conversion, pipeline management, and customer reactivation activities.

The role will play a critical part in growing the Awards and Events business by identifying opportunities, re-engaging dormant and prospective clients, nurturing leads through the sales funnel, and converting interest into confirmed revenue.

Act as a trusted commercial advisor to prospective and existing customers, understanding their needs and recommending appropriate British Safety Council solutions that maximise customer value and commercial outcomes.

Capture and share Voice of Customer insights from client interactions to influence continuous improvement, enhance commercial proposition, and strengthen customer engagement.

Key Responsibilities

Proactively generate and convert business opportunities across the UK, Middle East and other markets through outbound calling, email outreach, follow-up campaigns, and lead nurturing activity.
Re-engage dormant, historic, and lapsed Awards / Events prospects to rebuild pipeline and drive revenue recovery
Build, manage and maintain a healthy pipeline of prospective opportunities, ensuring consistent progression through the sales funnel.
Own lead progression from initial contact through conversion, ensuring disciplined follow-up and momentum at every stage.
Identify and proactively pursue new business opportunities through prospect research, outreach campaigns, referrals, and market engagement activity.
Convert leads and opportunities into confirmed revenue across multiple product lines
Maximise conversion through strong commercial conversations, objection handling, and solution-based selling
Follow up all campaign-generated leads within defined SLA
Support strategic campaigns aimed at Awards participation, event attendance, and commercial growth
Maintain disciplined follow-up cadence (multiple touchpoints)
Build relationships with decision-makers and key contacts
Strengthen client engagement to reduce opportunity drop-off
Provide high-quality commercial support throughout the customer journey, removing barriers to conversion and ensuring a seamless client experience.
Work closely with Sales, Marketing, Operations and wider business stakeholders to maximise conversion, improve campaign effectiveness, and support revenue growth.
Share market intelligence, customer feedback, and competitive insight
Maintain accurate pipeline, opportunity stage tracking, and activity records in Salesforce
Ensure strong CRM hygiene and reporting discipline
Adhere to administrative processes, company policies, and terms of employment
Uphold the organisation's safety, health, and wellbeing standards at all times

Health & Safety Responsibilities

Understand and fulfil health, safety, and wellbeing responsibilities
Maintain an appropriate level of health and safety competence, reviewing development needs regularly with your manager

Skills & Qualifications

Essential

Excellent English verbal and written communication skills
Proven outbound sales / business development capability
Demonstrated success in lead generation, pipeline development, and conversion
Commercial confidence with strong objection-handling and negotiation skills
Ability to engage senior decision-makers and commercial stakeholders
Strong follow-up discipline and opportunity ownership
CRM discipline, sales reporting capability, and pipeline management experience
High-energy, resilient, target-driven mindset
Strong influencing and relationship-building capability
Ability to work with pace, ambiguity, and multiple competing priorities
Strong customer engagement capability in B2B and/or B2C environments
Strong CRM and MS Office proficiency
Collaborative team player

Desirable

Experience using ticket management systems
Exposure to UK B2B/B2C markets
Ability to work effectively with global teams

Experience

Minimum 5 years in outbound sales / business development / commercial client engagement
Proven track record in pipeline generation and revenue delivery
Experience in proactive outbound calling and lead conversion
Experience in event sales / awards / training / professional services / B2B commercial environments preferred

Systems & Tools

Salesforce CRM experience preferred

Behavioural Competencies

Customer-centric approach
Adaptability and resilience
Target and results driven
Strong negotiation and problem-solving skills
Alignment with corporate behavioural framework, including:
Excellent Communication skills – Written & Spoken
Strongly works as a team player & believes in Team Work
Creativity & Adaptive Mindset
High on Integrity
Leadership Skills, being proactive and positive influencer
Personal Effectiveness

Customer Advisor (Sales) - Awards & Events