Business Development Manager - International Sanitary Supply Association (ISSA)

Company Description

Informa Markets:

Informa Markets, a division within Informa, creates global platforms for industries. We organize over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products, and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

The ISSA Show North America:

This is a prominent trade show and convention focused on the commercial cleaning industry. It serves as a platform for industry professionals, suppliers, and experts to showcase innovations, discuss trends, and network. The event typically features exhibitors from various sectors within the cleaning industry, including commercial, industrial, and residential cleaning solutions. Attendees can participate in educational sessions, product demonstrations, and networking opportunities aimed at advancing practices and technologies within the cleaning industry.

Home (issashow.com) | November 17 - 21, 2024 | Mandalay Bay Convention Center

Job Description

Business Development Manager - ISSA Show North America

As a crucial member of the ISSA Show North America team, this role plays a pivotal part in expanding our customer base and exploring new sectors within the commercial, industrial, and residential cleaning markets. The Business Development Manager is tasked with achieving revenue growth targets by acquiring new customers. The initial experience our customers have in their first year significantly influences long-term loyalty, making this role responsible for managing the first year’s sales cycle.

Key Responsibilities:

• Drive Sales Growth: Sell across various products and revenue streams, consistently exceeding assigned revenue targets for new business acquisitions.
• Develop Sales Strategies: Collaborate with the Show Director and sales team to devise and execute effective sales strategies for the assigned territory. This includes client engagement tactics, sales presentations, and customized packages aligned with market trends.
• Lead Generation: Actively generate and pursue new business leads through customer insights, cold calling, participation in industry events, and thorough market analysis.
• Innovative Sales Initiatives: Contribute to and adopt new sales initiatives, strategies, and programs aimed at capturing key demographics based on customer feedback.
• Marketing Collaboration: Work closely with Marketing teams to generate quality leads and enhance customer acquisition efforts.
• Customer Retention: Support the retention of existing customers as needed, particularly high-value clients acquired by the Business Development Manager.
• Effective Negotiation: Negotiate effectively and proactively handle customer objections to secure successful sales outcomes.
• Team Collaboration: Liaise with the Show Director and internal teams concerning new key customers and floor placement strategies.
• Market Analysis: Conduct thorough market analysis and opportunity assessments to identify avenues for revenue growth and new business opportunities.
• Salesforce Management: Maintain accurate records of sales pipeline, activities, and customer information within Salesforce CRM.
• Industry Presence: Enhance industry credibility through active participation in trade shows, product presentations, and staying updated on industry developments.

This role requires a proactive approach, strong communication skills, and the ability to thrive in a dynamic sales environment. The Business Development Manager will play a pivotal role in shaping the growth trajectory of ISSA Show North America within the cleaning markets.

Qualifications

• 5+ years of experience in business-to-business sales, specializing in event sponsorship and new business acquisition.
• Proven track record of successfully prospecting and expanding revenue from both existing and new accounts.
• Consistently achieve and surpass revenue targets, demonstrating a strong focus on sales performance.
• Expertise in identifying and capitalizing on cross-selling and upselling opportunities t