Business Development Manager

Company Description

We organise 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.

Job Description

What we’re looking for: This role is a key player in attracting new customers and venturing into new sectors which complement the Natural Products market. The Business Development Manager is responsible for meeting revenue growth targets from new customers. The experience our customers receive in their first year is a significant driver for long term loyalty, as such, this role will be responsible for the first year’s sales cycle, before these customers transfer to Account Management after the point of rebooking.

This role will be expected to sell to a variety of customers, from large key account acquisitions to independent small and medium customers. During the lifetime management of clients, the Business Development Manager may be expected to support the closing or retention of high value clients, in particular those whom the Business Development Manager first acquired.

Role Accountability and Duties:

• Sell to customers across products and revenue streams, meeting and exceeding assigned new business revenue targets
• Meets with Sales Director to implement sales strategy for assigned territory which includes client touchpoints and approach, sales presentations and packages, capitalizing on market trends and their direction.
• Generate and seek new business leads, through customer intelligence, cold calling, attendance at industry related events and market analysis
• Contribute on and adopt new sales initiatives, strategies and programs to capture key demographics based on customer feedback
• Collaborate with Marketing teams to generate leads
• Support the retention of existing customers (where necessary).
• Negotiate effectively, proactively handling customer objections.
• Liaise with the Sales Director and relevant teams in relation to new key customers and floor placement
• Support market analysis and opportunity assessment for revenue growth and new revenue growth opportunities
• Maintain accurate pipeline, sales activity and customer information within Salesforce
• In partnership with Sales Director and sales team, performs extensive market research and develops sales strategies accordingly including call, email and field meetings; researches client needs and creates a one stop solution to their marketing and sales strategy.
• Maintains strong industry credibility through visible attendance at trade shows and other product presentations, staying up to date on new developments.

Qualifications

• 5+ years of work experience in business-to-business sales with proven track record of prospecting and growing revenue from existing accounts.

• Event and Media experience a plus

• Ability to identify and pursue cross and up selling opportunities
• Ability to ask probing questions in order to proactively handle and respond to customer objections
• Able to analyze data and sales statistics and translate results into better solutions
• Competent in utilizing CRM systems for customer data management and sales opportunity forecasting.
• Ability to thrive in a fast-paced environment while maintaining strong time management skills
• Strong ability to internally navigate the organization to obtain support and resources necessary for success
• Must be team-focused with a collaborative mindset and able to work seamlessly with exhibitors and internal teams
• Motivated to learn and become knowledgeable on industry trends, products, and news
• Travel required 10-20%
• The pay range for this position is $70,000 - $85,000 plus commission
• This post will expire on 7/1/2024

Additional Information

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:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks 

• Broader impact: take up to four days