Marina Pospelova
London
Summary
Experienced business development and sponsorship sales professional with 10+ years in consultative B2B sales and international event management. Proven success in managing global portfolios and collaborating with C-level stakeholders to deliver solutions that meet specific client KPIs. Adept at portfolio strategy and driving revenue growth in the food and agriculture sectors. Recognized for consistently exceeding sales targets and establishing lasting client relationships. Accomplished Portfolio Sales Director with expertise in consultative B2B sales and international event management. Engages C-level stakeholders to deliver tailored solutions that align with client KPIs. Drives revenue growth in the Food & Agriculture sectors while fostering long-term client relationships.
Overview
18
18
years of professional experience
Work History
Portfolio Sales Director
Informa UK
London
04.2016 - Current
- Managed global portfolio of events in food & agriculture sectors including strategy, sponsorship, sales, client relationships, and execution.
- Achieved annual sponsorship targets consistently through consultative sales approaches focused on value.
- Supported engagement with c-level stakeholders across global brands by delivering tailored solutions aligned with client KPIs.
- Assisted cross-functional collaboration with production, marketing, and operations teams to ensure event success and sponsor impact.
- Provided mentorship and coordination to colleagues managing other departmental events to maintain portfolio alignment and strategic consistency.
- Implemented rebooking strategies that enhanced client retention rates and fostered long-term partnerships.
- Conducted analysis of market trends and client needs to uncover new opportunities and facilitate portfolio growth.
Delegate Sales Manager
Informa UK
London
09.2014 - 04.2016
- Managed delegate sales for international events, focusing on pipeline development and telesales strategies to maximise attendance and revenue.
- Built strong relationships with clients, ensuring repeat bookings and long-term engagement.
- Collaborated with cross-functional teams to align delegate sales efforts with event objectives and marketing campaigns.
- Delivered tailored solutions to meet client needs, ensuring high satisfaction and retention rates.
Delegate Sales Executive → Team Leader
Informa UK
London
02.2008 - 09.2014
- Progressed from delegate sales executive to team leader, overseeing team performance and driving commercial outcomes.
- Developed and implemented telesales strategies to optimise delegate acquisition and revenue growth.
- Provided mentorship and training to junior team members, fostering a collaborative and high-performing environment.
- Worked closely with production and marketing teams to ensure alignment between delegate sales and event goals.
Education
Higher Degree - Business Administration and Management
Bournemouth University
Skills
- B2B sponsorship sales consulting
- Sales and pipeline management
- Portfolio and project ownership
- C-level stakeholder engagement
- Strategic value proposition development
- Cross-functional collaboration
- Client retention strategies
- Mentorship and team leadership
- Salesforce CRM expertise
- SAP proficiency
- Infront event platform knowledge
- Microsoft Office suite
- Customer relationship management
- Market analysis
- Sales forecasting
- Competitive strategy
- CRM software
- Lead generation
- Sales reporting
- Negotiation techniques
- Deal negotiation
- Client retention management
- Relationship Management
Accomplishments
- Successfully transitioned from delegate sales to sponsorship sales, delivering revenue growth of 100–110% annually through consultative strategies.
- Built long-term relationships with C-level executives across global brands, ensuring high client satisfaction and retention.
- Mentored and supported colleagues, fostering collaboration and alignment across portfolios.
- Recognised for cross-divisional collaboration and strategic alignment in the Food & Agriculture sectors.
Languages
Russian
Ukrainian
English
Custom Section
- Consultative Sales Expertise: Proven ability to sell tailored sponsorship packages aligned with client KPIs, mirroring Reuters Events' focus on bespoke solutions.
- Industry Knowledge: Deep expertise in Food & Agriculture, including sugar, ethanol, biofuels, and coffee, directly relevant to Reuters Events' portfolio.
- C-Level Engagement: Skilled at engaging global stakeholders and crafting compelling value propositions, representing trusted brands like Informa.
- Cross-Functional Collaboration: Extensive experience working with production, marketing, and operations teams to maximise event success, aligning with Reuters Events' collaborative approach.
- Adaptability: Demonstrated ability to stay ahead of market trends and adapt to changes, ensuring client needs are met in dynamic industries.
Timeline
Portfolio Sales Director
Informa UK
04.2016 - Current
Delegate Sales Manager
Informa UK
09.2014 - 04.2016
Delegate Sales Executive → Team Leader
Informa UK
02.2008 - 09.2014
Higher Degree - Business Administration and Management
Bournemouth University