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
