Business Development Representative - SupplySide

Company Description

Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.

We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

Job Description

The Business Development Representative is an entry-level sales role focused on building and qualifying the sales pipeline for our events. As the first point of contact for prospective clients, this position offers exceptional growth opportunities, mentorship, and support to drive revenue generation.

Key Responsibilities

Lead Generation & Qualification

• Conduct cold calls and email campaigns to generate leads.
• Qualify inbound leads from marketing, website inquiries, and trade shows.
• Research business opportunities and schedule discovery meetings.
• Maintain accurate lead data in Salesforce CRM.

Database Management & Research

• Update and manage client and prospect contact information.
• Research company profiles and decision-makers.
• Ensure data accuracy and create targeted prospect lists.
• Track and report lead performance metrics.
• Use Salesforce to track client interactions, opportunities, and forecasts that are up to date and accurate.

Sales Support & Customer Service

• Follow up on payments and resolve issues with Finance.
• Address customer inquiries and escalate complex cases.
• Support sales managers with research and proposals.

Pipeline Development & Nurturing

• Build relationships with early-stage prospects.
• Conduct introductory calls and qualify opportunities.
• Transition leads to sales reps and maintain follow-up schedules.
• Collaborate with marketing to improve campaigns.

Performance Expectations

• Daily call and email targets
• Weekly lead generation quotas
• Monthly/quarterly sales targets
• Marketing qualified lead (MQL) conversion rates
• Timely follow-up on all marketing qualified leads within established SLA timeframes

Qualifications

• Bachelor’s degree in Business, Marketing, Communications, or related field, or equivalent working experience.
• 1-3 years of experience in sales, customer service, or business development preferred.
• Interest in developing a career in B2B sales.
• Familiarity with Salesforce CRM and sales automation tools preferred.
• Strong verbal and written communication skills with professional phone presence.
• Excellent time management and attention to detail.
• Proficiency in Microsoft Office Suite, CRM platforms, and sales tools.
• Comfortable with cold calling and email outreach.
• Self-motivated and able to work autonomously.
• Coachable and eager to learn.

• Key Competencies

• Resilience: Persistent and resilient when facing rejection with positive attitude
• Precision: Detail-oriented with strong follow-through on commitments and deadlines
• Collaboration: Team player with collaborative mindset and willingness to support colleagues
• Drive: Results-driven with competitive nature and commitment to exceeding targets
• Adaptability: Flexible and adaptable to changing priorities, processes, and market conditions

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer, with charity m