Michael Ibe

Responsibilities

• Lead commercial strategy across membership, sponsorship, and digital sales to accelerate growth, market share, and profitability across a £4million portfolio.
• Build high-performing sales teams, develop talent and embed a culture of accountability and sustained performance.
• Unlock new revenue streams, strengthen strategic partnerships and expand market reach.
• Strengthen forecasting accuracy, pipeline management, CRM and KPI frameworks to improve visibility, predictability and decision-making.
• Align commercial priorities with business strategy to deliver measurable organisational impact.

Achievements:

• Delivered 170% of Quarterly Revenue Target: Generated £755K in event and digital sales in Q1 2026, exceeding target by £310K.
• Scaled Sponsorship Sales 10-Fold: Expanded the team from 1 to 10, with 7 of 9 new hires generating revenue within their first three months.
• More Than Doubled the Company Deal Record: Enabled a new recruit to close a £125,000 single-event deal within four months of joining the company, surpassing the previous £60,000 record.
• Accelerated Sales Productivity: Developed four of the fastest deal-closing salespeople in company history, including a first deal closed within 32 days.
• Delivered Record-Breaking Revenue: Generated the highest launch-event revenue in company history for Merchant Transact and led the team to the highest-ever monthly revenue figure.
• Exceeded Flagship Event Targets: Outperformed the revised Pay360 revenue target by £93K.
• Strengthened Commercial Performance & Control: Embedded performance-led sales management, enhanced forecasting and pipeline visibility, and improved sales execution through call recording, structured coaching, KPI tracking and standardised proposal grading

Responsibilities:

• Communicate a clear and inspiring strategic vision for the company
• Lead the executive team towards achieving strategic objectives.
• Implement policies that enhance operational excellence and efficiency.
• Manage budgets and financial forecasts for sustainable growth.
• Foster a positive organizational culture
• Obtain and maintain employee engagement.
• Ensure compliance with all relevant laws and ethical standards.

Responsibilities

• Led strategic growth across all business functions, with a focus on revenue generation, repeat business optimisation and market expansion.
• Directed the development and delivery of Xseries and Xperiential programmes.
• Built and managed strategic partnerships with top-tier solution providers.
• Identified new revenue streams and sponsorship opportunities, to enhance commercial performance.
• Collaborated cross-functionally to deliver high-impact experiences for senior executives, continuously innovating content and delivery.

Achievements

• Generated £3.2 million in 2024.

Responsibilities

• Running a sales floor consisting of four team leaders and twenty-five sales representatives.
• Effectively managing through managers, striking the balance between 'support and suffocation'.
• Designing induction and training processes, procedures, and practices to maximise revenue growth.
• Creating a culture of “creative control” whereby all team members (irrespective of seniority or tenure) feel empowered and confident in their ability to make suggestions capable of altering the direction of the entire division.
• Providing the MD with accurate revenue forecasts on a weekly basis.
• Using sales and management audits to identify skill gaps and track the development of both representatives and team leaders.
• Formulating the vendor landscape for each event to provide guidance and clarity as to where the money should come from for each campaign.
• Forward planning (one year in advance) to ensure each event is resourced effectively enough to grow by 20%–25% each year.
• Recruitment for the entire division.
• Working closely with production, marketing, delegate sales, and operations to ensure event success.
• Working closely with all reps to ensure synergy between individual goals and wider corporate business goals.
• Ensuring optimal use of the CRM system by all representatives and team leaders.

Responsibilities

• Managing a team of 11, my role consisted of recruitment, training, staff motivation, performance reviewing, process implementation, KPI management, and overall revenue maximisation for my team.
• Identifying, training, developing, and supporting a selling sub-team leader.
• Providing accurate revenue forecasts to the MD.
• Using sales audit results to track the development of both reps and sub-team leaders.
• Customer landscape mapping.
• Resource scheduling and planning.

Achievements

• Successfully launched four events, two of which were in the US.
• Managed to turn two underperforming reps into consistent billers
• Both reps generated over £400,000 in revenue
• Successfully designed and implemented an alternative call process to enable new starters and poor performers to score quickly.

Responsibilities

• Managing a team of five sponsorship executives, my duties include recruitment, training, staff motivation, performance reviewing, process implementation, KPI management, and overall revenue maximisation for my team.
  • Reporting directly to the MD providing accurate revenue forecasts and sales audit results
  • Formulating the landscape for each event to provide guidance and clarity as to where the money should come from on each campaign
  • Forward planning (one year in advance) to ensure each event is resourced effectively enough to grow by at least 25% each year
  • Working closely with production, marketing, delegate sales and operations to ensure event success
  • Developing and implementing my own set of KPIs within the team
  • Developing a “can do” attitude within the team, through which every member feels they are part of a winning team where the standards are high and the results are impressive
  

Achievements

• Most consistent and highest performing Exchange team throughout 2012
• 3 out of the 5 reps in my team are ranked #2, #3 and #4 in terms of revenue generated across the entire Exchange division
• Managed to achieve a monthly average of £126173, against a monthly target of £120,000 in 2012
  
  

Responsibilities

• Reporting to the Sales Director, my job was to consultatively sell sponsorship packages to existing and potential partners by diagnosing clients' needs and matching them with relevant events.
• Thoroughly researching each prospect prior to establishing contact to build an in-depth pre-call understanding.
• Travelling nationally and internationally to meet existing and potential clients, and giving PowerPoint presentations to demonstrate the value of the IQPC proposition.
• Maximising the on-site experience for each client; and rebooking them for the following year.
• Maintaining regular contact with each client to strengthen the relationship.

Achievements

• Brought in £71,677 worth of business in my second month.
• Created a highly effective way to generate A-grade leads (the 'back referral' process, which is still used by IQPC to this day).
• Brought in £90,334 from a launch event.
• That event held the title of 'best performing launch' for almost 12 months.
• Promoted to Team Leader within five months of rejoining the company.

• I was head hunted by Hanson Wade
• Hanson Wade (at the time) was a start-up company consisting of only 3 members of staff: The owner (who was also the head of production), the Marketing Director and the Sponsorship Director
• As the Delegate Sales Director I became the fourth member and reported directly to the owner of the company
• I was responsible for getting the delegate sales department up and running and was tasked with recruiting and training a sales team from scratch
• Other duties included
• Establishing criteria for sales management training
• Designing and implementing the sales audit programme
• Ensuring a consultative approach to selling (SPIN) was used throughout the sales floor
• Designing and implementing a proactive career development plan for sales executives
• Understanding the existing and probable profit and loss position of the company and making revenue boosting/cost cutting decisions based on the company's profitability

Responsibilites

• Tasked with directly managing a team of 5 reps as well as 2 delegate sales team leaders, I had overall responsibility for the revenue generated by 16 people (including myself and the other 2 managers)
• Responsible for: recruitment, training, staff motivation, performance reviewing, process implementation, KPI management and over all revenue maximisation for my team
• Responsible for: Monitoring, measuring and improving the development of the 2 delegate sales managers that reported to me, through weekly reviews, strategy meetings, role plays, observation of my practices and accompanying me to cross departmental meetings

Achievements

• Created a power point induction plan for new starters (which is still used till today)
• Created and implemented the “motivate not manipulate” programme
• Implemented a system of “delegate based” topic generation
• Implemented a system to test the validity of the topic ideas put forward by each delegate sales rep

Responsibilities

• Managing a team of 5 sales executives and reporting to the Delegate Sales Director I was responsible for: recruitment, training, staff motivation, performance reviewing, process implementation, KPI management and over all revenue maximisation for my team
• I had an individual revenue target and therefore sold as well as managed
• It was my responsibility to formulate the forward planner for each event and ensure all events were sufficiently resourced

Achievements

• In order to drive the best from my team I developed and implemented my own set of KPIs which demanded more from each rep and set us apart from the other teams
• In 2006 all 5 members of my team were ranked in the top 6 on a floor consisting of over 40 sales reps
• Won the prize for the highest scoring team 10 out of 12 months during 2006
• Finished as highest performing team in 2006
• Won every revenue-based sales competition in 2006

Performance vs Target:

• Target: £960,000
• Performance: £937,005 (2005), £1067524 (2006)

Responsibilities

• Generated new business and increased revenue from existing clients by engaging senior-level executives.
• Conducted thorough research on companies and individuals before initiating contact.
• Adapted to cultural and physical challenges across Europe, Africa, Asia, USA, Latin America, and the Middle East.

Responsibilities

• Sourced new business through cold calling, email campaigns, and in-person networking.
• Met clients to understand their business needs, and build strong relationships.
• Advertised vacancies across multiple channels, and proactively headhunted candidates.
• Screened and shortlisted applications, conducted candidate interviews, and prepared candidates for client interviews.