BUSINESS HEAD MICE

Sales | Operations | Administration

Location: Delhi

Experience: 25 Years

Industry: MICE / Events / Experiential / Travel & Tourism

Vertical: BIG Experiences THE OPPORTUNITY

We are looking for an experienced Business Head – MICE to build, lead and scale the MICE business as an integrated sales, operations and business management vertical.

This is a leadership role that combines business development, revenue ownership, MICE operations, client management, commercial management, vendor partnerships and administrative governance.

The mandate is to build a strong and profitable MICE business by winning marquee clients, developing new revenue streams, ensuring operational excellence and creating a scalable delivery engine.

The Business Head will own the MICE business end-to-end, from business acquisition and client relationship management to solution design, commercial closure, operational execution, vendor management and post-event client experience.

The role will work closely with the CEO / Vertical Head and cross-functional teams to drive revenue, profitability, quality, operational efficiency and long-term business growth.

WHAT YOU WILL OWN

1. BUILD & DRIVE THE MICE BUSINESS

- Define and execute the overall MICE business strategy, annual operating plan and go-to-market approach.
- Own the 20 Cr Year-1 revenue mandate and build a clear roadmap for scale.
- Identify high-potential MICE segments including corporate travel, incentive travel, conferences, exhibitions, corporate offsites, destination events and experiential programmes.
- Develop a predictable business pipeline and establish strong revenue forecasting mechanisms.
- Identify opportunities for cross-selling and integrating MICE, events, experiences and other BIG Experiences offerings.
- Own the business plan, revenue targets, operating metrics and growth agenda for the vertical.

2. DRIVE SALES & BUSINESS DEVELOPMENT

- Personally drive acquisition of marquee corporate and institutional clients.
- Leverage a strong MICE ecosystem and industry relationships to generate new business opportunities.
- Own the complete sales cycle—from lead generation, relationship building and requirement understanding to solutioning, RFPs, commercial negotiations and closure.
- Build and maintain a qualified pipeline of at least 150% of the annual revenue target.
- Drive 40–60 qualified opportunities/RFPs with a targeted 25–30% win rate.
- Build 10–15 anchor accounts that create recurring and sustainable revenue.
- Develop CXO-level relationships across corporate, institutional and strategic accounts.
- Establish account plans for repeat business, cross-sell and upsell.

3. OWN MICE OPERATIONS & DELIVERY

- Provide overall leadership to the MICE operations function and ensure seamless execution of client mandates.
- Own the operating lifecycle from contract closure and project handover through planning, execution, travel coordination, event delivery and closure.
- Establish robust SOPs, workflows, governance mechanisms and service standards across MICE operations.
- Ensure every project has clear scope, timelines, responsibilities, budgets, vendor plans and escalation mechanisms.
- Monitor execution of large and complex MICE programmes and personally intervene in critical/high-value assignments.
- Ensure operational teams deliver projects within agreed timelines, budgets, quality standards and client expectations.
- Build strong coordination between Sales, Operations, Finance, Procurement, vendors and other internal stakeholders.
- Drive continuous improvement in operational efficiency, turnaround time and service quality.

4. OWN CLIENT EXPERIENCE & KEY ACCOUNTS

- Act as the senior-most business interface for strategic and marquee clients.
- Build long-term relationships with CXOs, HR heads, procurement teams,



travel managers and institutional decision-makers.
- Understand client business objectives and create differentiated MICE solutions rather than transactional propositions.
- Anchor large and complex accounts from business development through execution and post-event engagement.
- Establish structured client governance and review mechanisms.
- Drive a target CSAT/NPS of 8/10+.
- Ensure zero avoidable escalations arising from communication, coordination or servicing gaps.
- Build strong mechanisms for repeat business and client retention.

5. OWN COMMERCIALS, MARGINS & P&L;

- Own the commercial performance of the MICE business.
- Drive pricing, costing, proposal strategy and commercial negotiations for key opportunities.
- Ensure business growth is accompanied by healthy margins and commercial discipline.
- Work closely with Finance and Operations to monitor project-level profitability.
- Review revenue, gross margins, contribution margins, receivables and overall business performance.
- Ensure projects are delivered within approved commercial parameters.
- Identify opportunities for improving margins through vendor negotiations, destination partnerships, standardisation and operational efficiencies.
- Provide regular business MIS, forecasts and performance reviews to the CEO / Vertical Head.

6. BUILD & MANAGE THE MICE ECOSYSTEM

- Build strategic partnerships with:

- DMCs

- Hotels and hotel chains

- Airlines

- Tourism boards

- Travel companies

- Destination partners

- Event agencies

- Venue partners

- Transport partners

- Other MICE ecosystem players
- Negotiate commercial terms, preferred rates and strategic partnerships.
- Build a reliable and scalable vendor ecosystem across key destinations.
- Establish vendor performance standards and review mechanisms.
- Ensure vendor contracts, commercial terms, service levels and compliance requirements are appropriately managed.

7. ADMINISTRATION, GOVERNANCE & COMPLIANCE

- Own the overall administrative governance of the MICE business.
- Establish and enforce SOPs, approval matrices, delegation of authority and operational controls.
- Ensure appropriate documentation, contracts, vendor agreements and client commitments are maintained.
- Partner with Finance, Legal, Procurement and other corporate functions to ensure compliance with organisational policies.
- Establish mechanisms for cost control, advance management, billing, collections and reconciliation.
- Ensure timely closure of projects, vendor settlements and client billing.
- Monitor business-related travel, operational expenses and administrative costs.
- Ensure adequate controls are in place to minimise financial, operational and reputational risks.
- Drive regular MIS and management reporting covering sales, pipeline, revenue, margins, projects, collections, client status and operational performance.

8. BUILD THE EVENT & EXPERIENTIAL ENGINE

- Identify opportunities to integrate events, conferences, experiences, incentive programmes, corporate offsites and experiential solutions into MICE mandates.
- Partner with internal Events and Experiences teams to create integrated propositions.
- Ensure the event/experiential component is incorporated into at least 25% of relevant opportunities.
- Develop differentiated solutions that increase wallet share and overall account value.
- Create opportunities for cross-selling across the BIG Experiences ecosystem.

9.



BUILD THE TEAM & CULTURE

- Build and lead a high-performance MICE Sales and Operations team.
- Define the organisation structure, roles, responsibilities and manpower requirements.
- Hire, mentor and develop strong business development, account management and operations talent.
- Create clear revenue and operational ownership across the team.
- Establish performance metrics for sales, operations, client servicing, profitability and delivery quality.
- Build a culture of ownership, accountability, collaboration and customer obsession.
- Ensure 90%+ achievement of individual targets and 90%+ retention of critical talent.
- Develop second-line leadership and succession plans for key roles.

KEY SUCCESS METRICS BUSINESS & SALES

- 20 Cr Year-1 revenue
- 150%+ qualified revenue pipeline
- 10–15 marquee/anchor clients
- 40–60 qualified opportunities/RFPs
- 25–30% RFP win rate
- 30%+ pipeline contribution from new business channels
- Strong repeat and upsell revenue from anchor accounts

OPERATIONS

- 95%+ projects delivered within agreed timelines
- Projects delivered within approved commercial budgets
- Strong operational governance and SOP adherence
- Reduction in operational escalations and service failures
- CSAT/NPS 8/10+

COMMERCIALS

- Achievement of agreed gross/contribution margin targets
- Strong pricing and commercial discipline
- Timely billing and collections
- Effective vendor cost management

PEOPLE

- High-performing MICE Sales & Operations team built
- 90%+ target achievement
- 90%+ retention of critical talent
- Strong second-line leadership developed

WHO ARE WE LOOKING FOR? You are a MICE industry veteran and business leader with the ability to operate across Sales, Operations and Business Management.

You bring

- 20+ years of overall experience, with significant experience in MICE.
- Proven experience in leading both MICE business development and operations.
- Experience of managing a sizeable MICE business, preferably with revenue/P&L; responsibility.
- Strong network across corporates, CXOs, procurement, travel managers and institutional clients.
- Deep relationships across DMCs, hotels, airlines, tourism boards, travel companies, event partners and destination partners.
- Demonstrated ability to originate and close large and complex MICE mandates.
- Strong understanding of corporate MICE, incentive travel, conferences, offsites, destination events and experiential solutions.
- Strong operational understanding—from planning and vendor management to execution and client servicing.
- Strong commercial orientation with an understanding of revenue, margins, costing, pricing and P&L.;
- Excellent negotiation, stakeholder management and relationship-building skills.
- Experience of building and leading Sales + Operations teams.
- Strong administrative and governance orientation.
- Ability to create processes and systems while operating in a high-growth environment.
- Entrepreneurial mindset with the ability to build rather than merely manage an existing business.

THE LEADERSHIP TRAIT WE VALUE We are looking for someone who can win the business and deliver the business.

Someone who has the relationships to open the door, the credibility to win the mandate, the commercial acumen to make it profitable and the operational leadership to ensure that the promise made to the client is delivered flawlessly.

You should be equally comfortable meeting a CXO to close a 2 Cr mandate, negotiating with a DMC, reviewing project economics, solving an operational escalation and building the team that will execute the next big programme.

If you have the ability to build revenue, lead operations, manage complex stakeholders and create a scalable MICE business, this is an prospect to build a significant new vertical within BIG Experiences.

📌 Business HEAD MICE (Delhi)
🏢 Leantycoon consulting services
📍 Delhi