Group Events & Sales Manager – Business Development
Location: ActivateUTS | The Underground, Loft Bar, The Terrace Café and the Aerial Function Centre | UTS Campus, Office – Building 10, Level 7/235 Jones St, Ultimo, NSW 2007
Reports To: General Manager, Commercial Operations
Position Status: Full Time
About the Role
The Group Sales & Events Manager is responsible for driving event revenue growth across ActivateUTS hospitality venues, with a primary focus on Aerial Function Centre as the key commercial asset.
This position owns the end-to-end sales and event lifecycle, from lead generation through to event delivery, and is accountable for building new opportunities, increasing booking value, and improving conversion rates.
This position requires someone with a proactive approach who is commercially driven, accountable and takes ownership of the event sales and revenue results, has a natural ability to generate new opportunities and partnerships, has experience building team capability, and working alongside marketing to drive sales efforts to generate revenue outcomes. This position has two direct reports: Group Events & Sales Coordinators.
Duties & Responsibilities:
Revenue & Sales Management (Business Development)
- Own and manage the full sales pipeline across all venues
- Prioritise high-value opportunities, with a clear focus on Aerial Function Centre, while still tracking on target for venue bookings at The Loft, The Underground and Catering delivery opportunities
- Deliver against revenue targets, conversion rates, pipeline growth, and defined KPIs
- Track and report on lead sources, conversion rates, and average booking value
- Proactively generate new business across target sectors (corporate, associations, education, technology)
- Build and maintain a qualified pipeline of future opportunities
- Drive site inspections, proposals, and follow-ups to maximise conversion
- Grow existing accounts while maintaining a strong focus on new business acquisition
- Ensure pricing, packaging, and upsell strategies support revenue optimisation
Stakeholder & Relationship Management (Internal & External)
- Identify and develop strategic partnerships, networks, and industry channels to generate new business
- Build long-term relationships that drive repeat and referral business
- Represent ActivateUTS in relevant industry forums and opportunities where ROI is clear
- Work with internal stakeholders and partners including Venue Operations Leaders, Marketing, Student Life & Sports and other internal departments like facilities to support student and internal events, as they arise.
- Work closely with marketing to build marketing strategies, plans and tactical campaigns to drive revenue efforts.
Event Delivery & Execution
- Own the commercial and client outcome of events from contract through to completion
- Ensure seamless transition from sales to operations, with no loss of detail or client intent
- Oversee event scoping, ensuring all client requirements are clearly defined, costed, and documented
- Validate event orders, run sheets, and floorplans for accuracy and commercial viability
- Align with operations, culinary, and AV teams to ensure feasibility and quality of delivery
- Maintain oversight of key/high-value events, with presence onsite where required
- Act as escalation point for client or operational issues during delivery
- Ensure service delivery aligns with what was sold and promised
- Review event performance (financial + client experience)
- Capture client feedback and identify opportunities for rebooking, upsell, or improvement
- Work with operations to address any service gaps and continuously improve delivery standards
Team Leadership
- Lead the performance, continue to coach and develop Sales & Events Coordinators
- Ensure consistent sales processes, response times, and quality of proposals
- Set clear sales targets, expectations around pipeline management, conversion, and client service
- Delegate low-value enquiries appropriately to maintain focus on high-impact revenue opportunities
About You
You are commercially driven, proactive, and accountable for sales and revenue results. You have a natural ability to generate new opportunities, build partnerships, and lead a team to deliver strong sales performance. You are confident working across internal stakeholders and marketing to translate commercial goals into revenue outcomes.
Essential Criteria
- 4+ years in event sales, hospitality sales, or business development
- Proven experience leading a sales and events team
- Demonstrated ability to generate new sales revenue (outbound)
- Strong commercial acumen with ownership of revenue targets
- Ability to influence internal stakeholders and drive outcomes
- Experience managing CRM pipelines and performance reporting
- Ability to translate commercial goals into actionable marketing requirements
Desirable Criteria
- Familiarity with AV and event logistics
- Experience with IVvy or EventPro event management software
- Experience with digital transformation projects and event system improvements
- Understanding of sustainable event practices and inclusive service delivery
- Experience managing partnership and sponsorship pipelines
Why Join Us
- Generous employer superannuation contributions above the standard requirement
- A collaborative and supportive team environment
- Opportunities across a diverse venue and commercial portfolio
- Free gym membership
- Access to Fitness Passport
- Daily meal allowance
- Additional paid leave days
- Wellbeing initiatives
- An inclusive culture built on Passion, Growth, Collaboration, Trust and Inclusion
Life at ActivateUTS
- 190 student clubs and societies (22,000+ memberships)
- Major campus events including O’Day and O’Fest
- Sports programs (8 programs, 2 gyms, 350+ student-athletes)
- Food and beverage venues, a commercial function centre, and ActivateFit – the on-campus gym
Learn more at activateuts.com.au
Follow us: @activateuts @activatefit.gym @theloftuts @undergrounduts @aerialutsfunctioncentre @theutsstore
