AEO - Association of event organisers

Commercial Manager - Food, Drink and Hospitality Division


Commercial Manager - Food, Drink and Hospitality Division

  • Closing date: 24-Apr-2021
  • Hours:
    • Full Time
  • Job function:
    • Event Management
    • Management
    • Sales
  • Contract type:
    • Contract



This is the start of a new era for the event. You will be central in bringing the rebrand to life on the show floor. This role is a chance to take commercial ownership of a project, implementing your own comprehensive sales strategy and building close, lasting relationships with exhibitors in a thriving industry.


You will be responsible for achieving and exceeding sales revenue targets and for managing the show’s daily sales performance and its core sales team.  You will also play a key role in strengthening our client, partner and stakeholder relationships and will function as a key ambassador for the event and the business.


In addition to working closely with the Event Director and marketing team, you will be expected to mentor, train and manage more junior sales executives, some of whom may be recent graduates, and ensure the team’s targets are met. As Commercial Manager you’ll also support senior management with wider strategic and long-term planning


• Excellent organisational skills, with an ability to prioritise tasks and manage workload

• Performance driven, keen focus on achieving goals and attaining commercial success with a desire to attract new business

• Knowledge and experience of using different commercial processes and techniques to sell stand space and sponsorship opportunities

• Experience of writing effective partnership and sponsorship proposals

• Creative, strategic thinking

• Competitor awareness and price point analysis

• Knowledge and experience of using CRM systems

• Ability to nurture strong key client relationships

• Self-motivation

• Great communication, both written and verbal

• Consultative and persuasive

• Results-oriented

• Great leadership skills to encourage and         manage a team


• Manage day to day sales on the show and where appropriate junior sales staff

• Lead by example – Responsible for delivering personal sales targets across the event as well as responsible for junior sales staff hitting their personal targets

• Proactively deliver the show strategy across new, existing and lapsed accounts

• Role play the junior sales team regularly and share areas for enhanced sales performance and best practice

• Manage the prospect database to ensure it is constantly updated and is fit for purpose

• Work with the marketing team to deliver a targeted and well considered Commercial Marketing plan

• Ensure a constant high quality of delivery in all prospect, exhibitor and partner communication ensuring the message is on point. 

• Support the Event Manager with accurate and timely floorplan management, forecasting and ensure the CRM is always up to date

• Attend industry networking events and   opportunities, gain industry feedback and   increase sector knowledge

• Immerse yourself in your market, understand   its trends and develop your event around it

• Maintain an accurate stand and sponsorship   ledger

• Regularly reconcile sales ledger, accounting   ledgers and CRM sales logs


For a full list of company benefits please refer to the Montgomery Group website.


Please send your CV to listing the Division and Job title in the subject line.


  • "Broadway Events joined the AEO on the Enterprise Membership. We’ve already taken advantage of the many benefits including the excellent FaceTime Masterclasses and training guides for exhibitors."
    Emma Barrett
    Broadway Events
  • "We are a member of the AEO because it is a proactive association for the events industry. As an organiser it provides us with high value ideas, networking, guidance and information."
    David Harrison
    PPMA Group
  • "This year, the association has led working groups to address industry issues and put on some amazing events full of insightful content for both organisers and, through the AEOs FaceTime initiative, exhibitors. In addition, the AEO has represented the industry at a Governmental level to raise awareness of the importance of events to the UK economy."
    Paul Byrom
    Upper Street Events
  • "I genuinely believe that if you’re involved in organising events you should become a member of the AEO."
    Simon Kimble
    Clarion Events
  • "Our membership of the AEO represents real and tangible value for UBM - it provides fantastic networking opportunities, practical training for our team as well as valuable insight into the state of our industry."
    Simon Parker
    Informa Markets
  • "As an Association business, we appreciate the excellent work the secretariat of the AEO do for our community. From the events side of our business, the AEO provides an excellent return on investment, providing thought leadership, fantastic networking, brilliant awards, excellent research and FaceTime, a valuable tool to tell our markets why exhibitions and events should be an essential part of the marketing mix."
    Neil Felton
  • "AEO’s networking and member meetings are valuable for individuals at all levels within our organisation. The promotion of our sector to the outside world, to government, authorities and business at large is another vital aspect of the AEO’s purpose for members, many of whom, like my company, work on events throughout the world."
    Stephen Brooks
    Mack Brooks Exhibitions
  • “Knowledge is power and the AEO dinners are certainly powerful, there is always a wealth of knowledge at the table. Insightful presentations make for a constructive and extremely social way to learn from the experts who’ve done it before. I attended the Japanese evening and gained really valuable insight about the culture and how best to communicate with a local audience.”
    John Whitaker
    Vice President Marketing, Data & Digital , dmg events
  • "We have the opportunity to contribute positively to the industry as well as gaining valuable insight and advice. There’s no need to spend valuable time and money reinventing the wheel when you have so many experienced professionals in AEO membership to learn from”
    Emma Cartmell
    CHS Group
  • "JOINING THE AEO HAS BEEN FANTASTIC! Being able to gift our customers with free places at the FaceTime masterclasses, learn alongside industry peers and seek advice to common challenges is invaluable”
    Sharon Azam
    GovNet Communications
  • I just wanted to send my most sincere thanks for everything that you and the AEO team are doing to help navigate the events industry through the pandemic. The working groups and communication from the AEO have been excellent and I’m really appreciative of being part of such a wonderful organisation.
    Simon Burns
    ICHF Events
  • I think what the AEO has been doing during this tough time has been exceptional.
    Greg Cherry
    QD Events LTD
  • It is so useful to hear from your peers at this time. Please pass my thanks to Ruth and the BTIG panel
    Dan Assor
    CloserStill Media
  • Just wanted to thank you and Ruth this morning for the Zoom meeting - it was really interesting to hear how things are moving along in the virtual/hybrid meeting/exhibitions. All very new to me, so a lot to digest.
    Maureen Wright
    Optic UK
  • The session this morning was fantastic. We are right in the midst of this and the information was so useful. We can apply it immediately
    Claire Adams




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