Commercial lead

Wins the work and sells what an event has to sell — the pipeline behind it, the pricing, the sponsorship and the stand inventory. Wants the quote out quickly, the contract signed, and the sold position to match what the floor plan can actually deliver.

Persona

Commercial lead

Side

Internal — Works for the organisation running the events.

Reference

commercial

Where they work

In the sales and exhibition areas of the operator's workspace, usually before a project exists and alongside it once it does.

What they are responsible for

Getting the quote out quickly, the contract signed, and the sold position matching what the floor plan can actually deliver.

What they can do

• Work leads, opportunities, and the pipeline, and record why a deal was lost.
• Price work from rate cards, build quotes, and send contracts for signature.
• Define exhibitor tiers and what each tier includes.
• Sell stands and sponsorship against the floor plan, and see what is left.
• Hand a won deal over to a project.

What they cannot do

• Invoice, take payment, or issue a credit note — that is the financial controller.
• Change a signed contract after the fact; a change is a new revision, recorded.

Journeys they take part in

These are the end-to-end chains of work that name them — the steps they own, and the ones that only affect them.

Journey pages need an operator sign-in to open.

Win

• Bid to won dealA qualified opportunity becomes a signed engagement.
• Deal to live projectA won deal becomes a provisioned project with the right modules and team.
• Price the jobLabour and services are priced so the job can hit its target margin.

Stand-up

• Model your CRM dataAffected, no step of their ownThe CRM captures the exact data your business runs on — custom fields, subtypes, and rules — not just the built-in columns.
• Track anything with custom objectsBespoke entities the built-in CRM doesn't cover are modelled, populated, and exposed to integrations.

Financial ops

• Quote to cashAn order becomes an invoice, a payment, and a reconciled receipt.
• Time to marginYou know what the project's labour actually cost, what you recovered against it, and whether the job made its margin.

Delivery

• Sponsorship sell to floorPackages become prospects, contracts, entitlements, and a built booth.

Close

• Event close to next eventLearnings, a clone, and the renewal conversation.

Ongoing

• Enrich CRM records at scaleOperators populate, correct, and audit custom data across many records at once — not one record at a time.
• Pipeline managementOpportunities progress and the forecast is real.
• Save and share list viewsTeams reuse consistent filtered views of CRM and custom-object lists instead of rebuilding them each time.

Pages that relate to the Commercial lead

• Booth HoldsSign-in required
• Contracts OverviewSign-in required
• Creating and Sending ContractsSign-in required
• CRM OverviewSign-in required
• Deal ScenariosSign-in required
• Deals OverviewSign-in required
• Entitlement DefinitionsSign-in required
• Exhibitor Add-ons and UpgradesSign-in required
• Exhibitor Commercial OperationsSign-in required
• Exhibitor entitlements
• Exhibitor ManagementSign-in required
• Exhibitor Product TourSign-in required
• Exhibitor QuotesSign-in required
• Exhibitor TiersSign-in required
• Floor Plan DesignerSign-in required
• LeadsSign-in required
• OpportunitiesSign-in required
• PipelinesSign-in required
• PricesSign-in required
• Product CatalogSign-in required
• QuotesSign-in required
• QuotesSign-in required
• Rate CardsSign-in required
• Sales ReportsSign-in required
• Signers and Signing FieldsSign-in required
• Tier EntitlementsSign-in required