Head of Commercial Sales, Commercial Events Team

Head of Commercial Sales Commercial Events Team Candidate Information Pack

Queen Mary University of London is one of the UK’s leading research-focused higher education institutions. With over 25,000 students, 4,500 staff and an annual turnover of £462m, we are one of the largest University of London colleges.


• • Welcome to Queen Mary University of London • • Estates and Facilities • • Estates and Facilities Structure • • Strategic Development • • Job Description • • Person Specification • • Further Information and How to Apply

Welcome to Queen Mary University of London

Queen Mary University of London teach and research across a wide range of subjects in the humanities, social sciences, law, medicine and dentistry, and science and engineering.

Based in a creative and culturally diverse area of east London, the main site in Mile End is one of the largest self-contained residential campuses in the capital.

Our research excellence

Queen Mary has made a strategic commitment to the highest quality of research. The University has invested in this principle by systematically recruiting the best academics in their disciplines from around the world.

The results of the most recent national assessment of research – the Research Excellence Framework (REF 2014) – have confirmed its place in the very top group of research-led universities in the UK.

Overall it was ranked 9th in the UK among multi-faculty universities and 5th in the UK for the percentage of our 3* and 4* research outputs.

Russell Group institution

Queen Mary is one of 24 leading UK universities represented by the Russell Group, that are committed to maintaining the very best research, an outstanding teaching and learning experience, excellent graduate employability and unrivalled links with business and the public sector.

High-quality learning experience

Queen Mary offers outstanding students a stimulating, supportive and high-quality learning experience, with teaching inspired by our world-leading research.

Queen Mary ranked first in London for student satisfaction in 2018 for the third year running.

QMUL have invested in new facilities over the past five years to offer its students an exceptional learning environment. Recent developments include the £39m Graduate Centre, providing 7,000 square metres of learning and teaching space, and a new medical school and anatomy centre on our Malta campus. Projects nearing completion include the £32m phased internal refurbishment of the Engineering Building, and the £18m Mathematics Building redevelopment which is due for completion in the summer of 2019. Future developments include the £62m new School of Business and Management on the Mile End campus.

Estates and Facilities

“Our mission is to ensure that the campus buildings, environment, and facilities achieve the highest standard of design, sustainability, and presentation. This is to reflect the ambition of Queen Mary, enhance the student experience and promote QMUL as a world class academic institution.”

Our Main Focus:

• Preparing and helping to sustain the QMUL’s working and learning environments for students, staff and guests by ensuring facilities meet the aspirations of the University

• Providing a home for 2,500 QMUL students in halls of residence, encouraging a spirit of community and cooperation

• Providing catering & hospitality to support the Queen Mary community in its work and social interaction, and an events hospitality service

• Outside the teaching timetable and during the summer vacation, attracting external use of the QMUL’s facilities by organisations and individuals

• Providing and developing professional services that enhance student well-being, enabling students to engage effectively with their academic progress and achievement, and prepare for their lives beyond Queen Mary University of London

Estates and Facilities Structure

Estates and Facilities (EAF) Senior Leadership Team

Strategic Development

Joint Statement of Intent: A Major New Initiative in the Life Sciences

Queen Mary University of London (QMUL) and Barts Health Trust (BHT) announce a major new Centre for Life Sciences in Whitechapel, home to the Royal London Hospital and a campus of QMUL’s, Barts and the London School of Medicine and Dentistry. Importantly, the initiative will work with and benefit the diverse local population served by both University and Trust, in communities with substantial healthcare needs. Drawing on our expertise in genomics and other specialities, we will address important issues in population health to the benefit of East London, the UK and well beyond.

The national and international impact of research performed in the new centre will be enhanced by the exceptionally strong transport links – national and international - of the Whitechapel site.

The Initiative will be led by QMUL in partnership with BHT. We also anticipate close partnership working on this site with other universities and NHS Trusts (including primary care providers), commercial companies (in the pharmaceutical and informatics industries), and charitable organisations. QMUL will build new accommodation at the western end of the BHT Whitechapel site, on land to be purchased from the Trust by the University. The total development space (to be devoted to laboratories, offices and meeting spaces) will be approximately 40,000 m2. Discussions continue between BHT and QMUL around the joint development of additional space at Whitechapel for related activities (covering the spectrum from research across to innovation, translation and clinical practice) and for residential accommodation for key workers, students, and researchers.

Duties and Responsibilities

Job Description

Job Title:

Head of Commercial Sales, Commercial Events Team

School/Dept/Institute & Centre:

Estates and Facilities

Reports to:

Assistant Director Estates & Facilities (Commercial Services)


6, Full Time Permanent

Appointment period: Current Location:

Mile End

Job Context

Reporting directly to the Assistant Director, Commercial Services you will be part of the senior Management team and have input into the annual business planning, including commercial marketing strat- egy and budgets. You will be responsible for driving the sales and profitability of Queen Mary University of London (QMUL) venues and summer accommodation business. Maximising income opportunities through the provision of private dining, weddings, summer schools and corporate events.

You will be leading the sales team to ensure they are motivated with a clear sense of purpose and direction and possess good industry knowledge and awareness of competitor markets.

Job Purpose

The Head of Commercial Sales role has overall responsibility and accountability for the sales revenues from QMUL venue hire, summer & group accommodation as well as setting, achieving and exceeding the financial targets. In particular, the aim is to grow Summer Trading by £1m, from £2.5m to £3.5m by 2020/2021, through growth in language school groups etc. The role also includes developing and implementing the marketing strategies which promote QMUL’s commercial offer. Working collaboratively across all of our in-house Facilities, Catering & Hospitality service teams to develop operational procedures designed to enable the seamless coordination of QMUL events. • To lead on commercial client liaison, business development, the sales process from enquiry to contract and ensuring all enquiries are handed within the agreed SLA. • To actively seek out business from new clients and work towards increasing business with existing key clients. • To lead the development & implementation of the QMUL Venue & Summer Accommodation Strategy. • To plan and implement a Sales & Marketing Strategy to promote QMUL commercial offers whilst setting clear achievable targets. • Management of the Sales & Events team, monitoring sales performance and conversion rates. • To transform the current commercial sales performance from being acceptable to outstanding, by introducing new significant clients across the range of products, both summer schools, conference clients, training providers and the wedding market. • Implement systems and processes that support a proactive approach to dealing with enquiries, networking opportunities, meeting clients and promoting offers. Main Duties & Responsibilities

• Maintain effective communication and working relationships with Estates professionals, particularly, Facilities, Maintenance, Catering & Central Timetabling to ensure a joined up approach to the coordination and delivery of venue hire activity. • Responsible for managing the commercial annual income and expenditure budgets and targets, monitoring and reporting on performance against agreed Key Performance Indicators (KPIs). To ensure that all financial transactions adhere to QMULs financial policy and procedures. • To annually review venue hire rates, wedding packages in conjunction with Catering & Hospitality. • To create and provide management information reports, analysis and market benchmarking data to inform business growth strategies to maximize income. • To ensure that effective processes are in place for bookings & invoicing by ensuring that staff are trained and competent in the use of the events booking system (Kinetics) and to review and update as necessary. • Responsible for maintaining and reviewing all products Terms & Conditions including venue Policy, Regulatory standards, Compliance and Health and Safety. • Responsible for the sales team performance, training, development and annual appraisals. • The nature of the post will require that you may have to work unsociable hours and flexibility will be required.

Duties and Responsibilities

Person Specification

This table lists the essential and desirable requirements needed in order to perform the job effectively. Candidates will be shortlisted based on the extent to which they meet these requirements.


Essential / Desirable

How Assessed



Qualifications Educated to degree level or equivalent professional qualification, or demonstrable previous management experience with opera- tional accountability for driving profitability in a commercial venue & accommodation hire

Health & Safety management certificate



Proven relevant experience of leading a sales and events team Experience of successfully planning and delivering corporate/private events Financial management skills including formulating I&E budgets, monitoring and control procedures Excellent communication skills for a variety of purposes including the preparation of reports, articles, minutes and plans using clear unambiguous, persuasive language. Strong client facing skills with excellent verbal communication skills in order to deliver persuasive and effective presentations, sales pitches, networking, negotiations, internal communication and rela- tionship management. Highly organised and self-motivated person who can efficiently and effectively manage a wide range of tasks and objectives Developing operational business plans in line with current and emerging needs of the business and industry benchmarks Driving innovation and continuous improvement of people, systems and processes Competent in the use of Kinetics room booking system or similar Working knowledge of the London venue market and key venue finding agents



Knowledge, Skills and Experience
















Knowledge of Kinetics (booking system)



Essential/Desirable: E = Essential: Requirements without which the job could not be done. D = Desirable: Requirements that would enable the candidate to perform the job well. How Assessed: A = Application | I = Interview | OM = Other Means (e.g. presentation, test, etc.).

Further Information and How to Apply A wide range of benefits are available, this includes 30 days annual leave (plus University closure days and public holidays), a pension scheme and also an interest-free season ticket loan.

For further details of the benefits of working at QMUL please visit http://www.hr.qmul.ac.uk/workqm/index.html

Applications should consist of a CV and covering statement outlining key matching experience and rationale for applying for the post. Applications should be sent to; hayley.mintern@mrgpeople.co.uk.

For a confidential and informal discussion, please contact the Universities appointed recruitment partner Hayley Mintern at The Management Recruitment Group.

Hayley Mintern 020 8 892 0115 | 07972 663893 | hayley.mintern@mrgpeople.co.uk

Regal House, 70 London Road, Twickenham, TW1 3QS.


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