VIP Networking Delegates Sales Executive

About the Role

IMAPAC is looking for a confident, proactive, and commercially driven Delegate Sales / VIP Networking Executive to support the growth of our international biopharma and life sciences conferences.

This role is a blend of paid delegate sales and C-Suite VIP audience acquisition. You will be responsible for identifying, engaging, qualifying, and converting relevant senior-level industry professionals to attend IMAPAC conferences — either as paid delegates or as invited VIP attendees, depending on event strategy and audience requirements.

The successful candidate will support our EU and North America markets, which means this role requires someone who is comfortable working a shift schedule aligned to international business hours, conduct outbound calls, follow up with prospects, and engage senior decision-makers across different time zones.

This is a target-driven role for someone who is not afraid to pick up the phone, conduct cold outreach, build relationships, and represent IMAPAC professionally to senior executives in the biopharma, pharmaceutical, healthcare, and life sciences sectors.

Key Responsibilities:VIP Networking and C-Suite Audience Acquisition

• Research and identify C-Suite, senior executives, decision-makers, and high-value industry leaders suitable for VIP attendance.
• Invite and qualify VIP attendees based on event criteria, company profile, seniority, relevance, and networking value.
• Build professional relationships with senior-level contacts across biopharma, life sciences, pharmaceutical, biotechnology, manufacturing, healthcare, and related sectors.
• Support the development of high-quality attendee profiles for networking, hosted meetings, roundtables, and VIP programmes.
• Coordinate with internal teams to ensure VIP attendees are properly tracked, confirmed, and briefed where required.
• Ensure the right mix of paid delegates, senior executives, buyers, solution providers, and strategic industry representatives attend assigned events.

Delegate Sales

• Sell paid delegate passes for IMAPAC's assigned conferences and events.
• Conduct outbound calls, emails, LinkedIn outreach, and follow-ups to generate delegate interest and registrations.
• Identify and qualify relevant prospects from target companies, job functions, seniority levels, and regions.
• Engage potential delegates to understand their business needs, learning objectives, networking goals, and event relevance.
• Communicate the value proposition of IMAPAC conferences clearly and persuasively.
• Handle objections, follow up consistently, and close paid delegate registrations.
• Maintain an active pipeline of prospects and ensure timely conversion of qualified leads.
• Meet or exceed individual delegate sales targets, activity KPIs, and registration goals.
  

Market Research and Lead Generation

• Conduct research on companies, market segments, job titles, buyer groups, and relevant industry stakeholders across EU and North America.
• Build and update prospect lists using internal databases, LinkedIn, event history, market research, and approved data sources.
• Identify new audience segments and recommend potential delegate or VIP targets for assigned events.
• Maintain accurate contact records, lead status, notes, and follow-up activity in CRM or sales tracking systems.
• Provide regular updates on outreach progress, confirmed delegates, VIP pipelines, risks, and opportunities.

Cross-Functional Coordination

• Work closely with Delegate Sales, Audience Development, Marketing, Conference Production, Sponsorship Sales, and Event Operations teams.
• Share market feedback, attendee objections, audience insights, and potential opportunities with relevant internal teams.
• Support event teams in ensuring confirmed delegates and VIPs receive accurate information and a positive pre-event experience.
• Assist with pre-event confirmation calls, attendee reminders, networking coordination, and post-event follow-up where required.

What We Are Looking For

• Experience in delegate sales, telesales, inside sales, appointment setting, lead generation, VIP relations, audience development, recruitment, or B2B outbound sales in Meetings, Incentives, Conferences, and Exhibitions (MICE) Industry.
• Confidence in cold calling, email outreach, follow-ups, and speaking with senior professionals.
• Ability to engage C-Suite executives, senior decision-makers, and technical or commercial leaders professionally.
• Strong communication, persuasion, listening, and relationship-building skills.
• Comfortable working in a target-driven environment with KPIs for calls, outreach, qualified leads, paid registrations, and VIP confirmations.
• Strong research skills and ability to identify relevant prospects based on industry, role, company, seniority, and event fit.
• Good organisational skills and ability to manage multiple events, pipelines, and follow-ups at the same time.
• Resilient, proactive, and comfortable with rejection, objection handling, and repeated follow-up.
• Able to work independently while coordinating with global teams.
• Comfortable working 2nd shift hours to support EU and North America markets.
• Interest in biopharma, life sciences, healthcare, pharmaceuticals, biotechnology, or scientific conferences is an advantage.

Preferred Experience

• 1 to 3+ years of experience in delegate sales, B2B sales, audience acquisition, VIP acquisition, lead generation, recruitment, or telesales specifically in the Meetings, Incentives, Conferences, and Exhibitions (MICE) Industry.
• Experience working with EU, UK, US, or North American markets is preferred.
• Experience selling or promoting conferences, events, webinars, exhibitions, media products, training programmes, or business intelligence services is an advantage.
• Experience using CRM systems, LinkedIn, Excel/Google Sheets, sales trackers, or audience databases.
• Experience speaking with senior-level professionals, including Directors, VPs, Heads, Founders, Presidents, CEOs, COOs, CTOs, CMOs, and other C-Suite leaders.

Success in This Role Looks Like

• Consistently achieving VIP confirmation targets and paid delegate sales targets.
• Maintaining a healthy pipeline of qualified prospects across assigned markets.
• Confidently conducting outbound calls and follow-ups during EU and North America business hours.
• Securing high-quality C-Suite and senior-level VIP attendees for assigned conferences.
• Converting prospects into paid delegates through consultative and persistent sales follow-up.
• Keeping CRM and tracking records accurate, timely, and complete.
• Supporting strong event attendance, networking quality, and delegate experience.
• Building positive relationships with senior industry professionals and internal stakeholders.

LET'S BUILD SOMETHING IMPACTFUL TOGETHER!