Group Commercial Director - Corporate

Times Higher Education is the data provider underpinning university excellence in every continent across the world. As the company behind the world’s most influential university ranking, and with almost five decades of experience as a source of analysis and insight on higher education, we have unparalleled expertise on the trends underpinning university performance globally. Our data and benchmarking tools are used by many of the world’s most prestigious universities to help them achieve their strategic goals and our events series act as the home of higher education thought leadership around the world.

Role Overview

The Group Commercial Director, Corporate combines personal responsibility for new business development in Europe with global leadership of THE’s Corporate Sales function across THE, Inside Higher Ed and Education World Forum.

The Business Development function within the role identifies, develops and closes new corporate business across Europe, connecting senior client needs to relevant THE and IHE content, advertising, events and consultancy solutions.

However, as Group Commercial Director, the role also leads Corporate Sales globally across THE, IHE and EWF, with responsibility for commercial performance, pipeline, forecasting and sales execution across the portfolio.

The role also manages Corporate Marketing, ensuring close alignment between marketing activity, lead generation and commercial priorities.

The position carries both an individual revenue target and responsibility for the performance of the wider global Corporate Sales function.

Key Responsibilities

Commercial leadership

· Lead the global Corporate Sales function across THE, IHE and EWF, ensuring teams deliver against agreed revenue targets.

· Translate Corporate strategy into clear sales priorities, plans and activity across regions and brands.

· Maintain strong oversight of performance, pipeline, forecasting, risks and opportunities.

· Identify areas of growth or underperformance and lead appropriate action with sales teams.

· Represent Corporate Sales in wider commercial and cross-functional discussions.

European business development

· Own an individual new-business target for corporate clients across the UK and Europe.

· Identify and pursue high-value opportunities across THE and IHE, building relationships with senior decision-makers.

· Lead opportunities from prospecting and discovery through proposal, negotiation and close.

· Develop multi-solution opportunities across content, advertising, event sponsorship and consultancy.

· Build a strong European pipeline and transition new clients into Account Management for delivery, retention and growth.

Global sales management

· Lead, coach and support Corporate Sales colleagues across THE, IHE and EWF.

· Set clear expectations around performance, pipeline, activity and accountability.

· Support major opportunities, complex negotiations and strategically important accounts.

· Develop team capability through coaching, performance management, recruitment and onboarding.

· Drive effective collaboration across brands and regions while maintaining clear ownership of markets and opportunities.

Corporate Marketing leadership

· Manage Corporate Marketing, aligning activity to revenue priorities, target sectors and propositions.

· Ensure effective lead-generation programmes support Corporate Sales globally.

· Maintain a strong feedback loop between Sales and Marketing to improve campaigns and positioning.

Commercial planning & market development

· Own the Corporate commercial strategy and annual budget planning process.

· Identify emerging sectors, client needs and market opportunities that could support future growth.

· Share market and client insight with Product, Marketing and Events to support proposition development.

Sales process & governance

· Maintain high standards of CRM usage, opportunity management and forecasting across Corporate Sales.

· Ensure major opportunities have clear strategies, next steps and appropriate commercial governance.

· Maintain accurate forecasting and effective handover of newly acquired clients into Account Management.

Skills & Experience Required

· Significant experience, typically 8–10+ years, in B2B business development, sponsorship, media, events, professional services or solution sales.

· A strong record of winning new business and delivering against significant personal revenue targets.

· Demonstrable experience leading commercial teams across multiple markets or regions.

· Strong experience of complex, multi-stakeholder sales, negotiation, pipeline management and forecasting.

· Experience selling to corporate organisations and working across multiple propositions or brands, ideally within higher education or adjacent sectors.

· Strong Salesforce discipline, executive credibility and experience operating across international markets.

Behavioural competencies

· Commercial leader: sets clear expectations, creates accountability and drives performance.

· Hunter mindset: remains energised by opening new relationships alongside leadership responsibilities.

· Strategic and decisive: translates commercial strategy into clear priorities and action.

· Collaborative coach: brings teams together and develops capability in others.

You do You
You do You. With colleagues located around the world, we know that our individuality and diversity of experiences are our greatest strengths. That’s why we want THE to be a place where you are welcome to be who you want to be at work; where you can share whatever part of your life or self-identity you want, without obligation or facing discrimination; and where all abilities and perspectives are recognised and accommodated.