Euromoney Institutional Investor

  • Commercial Director, Telcap

    Job ID
    Sep 2016-6210
    Contract Type
    Permanent Full-Time
  • Job Advert

    Euromoney Institutional Investor PLC ( ) is listed on the London Stock Exchange and is a member of the FTSE 250 share index. It is an international business-information group covering asset management, price discovery, data and market intelligence, and banking and finance under brands including Euromoney, Institutional Investor, TelCap, BCA Research and Metal Bulletin.

    TelCap is the leading provider of events and information for the wholesale telecommunications market, globally. TelCap organises more than 24 events annually (ranging in size from 250 to 7,000 attendees), including the largest event in the world for wholesale telecommunications, International Telecoms Week, the leading magazine and digital news source for the wholesale telecoms market and an annual awards ceremony.


    We are looking for a highly experienced and credible sales leader with experience in leading a team in an international B2B information services environment. The Commercial Director will be responsible for ensuring the growth of the TelCap event sponsorship, exhibition, digital and print revenue. Reporting to the Divisional Director, the Commercial Director will be a key member of the senior management of the division.


    The successful candidate will be action-oriented and experienced in developing a team from a more transactional sales model to a solution/customer-focused model and bring hands-on leadership to inspire and develop the team.


    The Commercial Director will work with multiple stakeholders across TelCap evolving products in order to offer a more customer-focused approach to marketing solutions to position customers’ brands in the global wholesale telecoms market. The successful candidate will have the ability to think longer term but ensure successful execution, and manage the balance between the two.


    The Commercial Director will lead and coach a team of 10 (including a manager) who are based in London but travel extensively.


    Travelling to represent the company at regional events and for one-to-one meetings, the Commercial Director is an ambassador for the TelCap business and will spend time building relationships and trust in the close-knit, yet global international wholesale telecoms market.




    • Lead an international sales team to achieve and exceed targets and manage the gross margin of the group’s commercial function
    • Introduce and maintain new sales management practices, ensuring management against agreed KPIs to achieve accurate forecasting
    • Lead a sales team transformation from a transactional to a solution-oriented model and ensure the voice of the customer and insight is used to influence the events and publishing products
    • Recruit, coach and develop high performing sales people who are ambassadors for the business
    • Personally build relationships with key partners and most important customers: business trips, attending key industry and TelCap events.





    Must have:

    • Significant experience in a senior sales leadership role responsible for at least $10m in revenue
    • Direct management of a team (at least 5)
    • Led the sales function in a B2B multi-product information business
    • Experience in restructuring sales teams to be able to sell customer-focused solutions
    • Implemented new sales management practices
    • Experience in leading a team from the front, key account management and business development
    • Demonstrable track-record in dealing with C-level executives and generation of new business and key account growth
    • Strong and demonstrable experience of introducing new sales management practices
    • Experience in dealing in an international environment with many different cultures and nationalities



    • An interest in working in the telecoms and technology market
    • Experience in a blended approach to selling events, publishing and digital solutions




    • Intelligent – balanced between thinker and tactician
    • Comfortable and experienced in presenting to C-level executives
    • Coaching style
    • Positive attitude
    • Natural curiosity and keenness to learn about the telecoms and technology market
    • Interest in working successfully with a range of different cultures
    • Collaborative with colleagues on the leadership team and across the organisation
    • Roll-up sleeves approach
    • Customer focused approach




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