Job Description
Full job description
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
Company Overview
ActivateUTS brings the UTS experience to life beyond the classroom, supporting students, staff, and the wider community. We run 190+ clubs, support 380+ Elite Athletes, and host numerous events each year. Our commercial venues—including ActivateFit gym, The Underground Sydney, The Loft on Broadway, Aerial Function Centre, The Terrace Café, and the UTS Store—generate revenue that’s fully reinvested into programs and experiences that help students thrive.
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
Company Overview
ActivateUTS brings the UTS experience to life beyond the classroom, supporting students, staff, and the wider community. We run 190+ clubs, support 380+ Elite Athletes, and host numerous events each year. Our commercial venues—including ActivateFit gym, The Underground Sydney, The Loft on Broadway, Aerial Function Centre, The Terrace Café, and the UTS Store—generate revenue that’s fully reinvested into programs and experiences that help students thrive.
💡 Quick Summary
Seeking a career-building opportunity? The Group Events & Sales Manager – Business Development position is now open for candidates interested in the Event Management Jobs sector. This role in Sydney offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Event Management Jobs is a plus.
