Business Development Representative

Company Description

Informa Markets, a division within Informa, creates global platforms for industries. 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

This role is based in our Santa Monica or New York City office.

Position Overview

The Business Development Representative serves as the first point of contact for prospective clients and plays a crucial role in building and qualifying the sales pipeline for MAGIC events. This entry-level sales position offers exceptional growth opportunities and comprehensive mentorship within our sales organization, while providing essential support to drive revenue generation.

Key Responsibilities

Lead Generation & Qualification

• Execute strategic outbound prospecting activities including targeted cold calling and personalized email campaigns
• Qualify and prioritize inbound leads from marketing campaigns, website inquiries, and trade show activities
• Research and identify high-potential business opportunities within target market segments
• Schedule qualified discovery meetings for the Sales team with detailed prospect briefings
• Maintain accurate and up-to-date lead data in Salesforce CRM

Database Management & Research

• Update and maintain comprehensive contact information for existing and prospective clients
• Conduct in-depth research on company profiles, key decision-makers, and organizational changes
• Ensure data accuracy and completeness at the account level across all touchpoints
• Create and maintain targeted prospect lists for strategic outreach campaigns
• Track, analyze, and report on lead source effectiveness and conversion metrics

Sales Support & Customer Service

• Follow up on outstanding payments and coordinate resolution with Finance team
• Respond to customer service inquiries and escalate complex issues to appropriate team members
• Support sales managers with market research, competitive analysis, and industry intelligence
• Assist with proposal preparation and sales presentation materials

Pipeline Development & Nurturing

• Develop and nurture early-stage prospects through consistent, value-driven touchpoints
• Conduct professional introductory calls to assess prospective needs and qualification criteria
• Execute seamless handoffs of qualified opportunities to sales representatives with comprehensive briefings
• Maintain systematic follow-up schedules and track prospect engagement levels
• Collaborate closely with marketing team to optimize lead generation campaigns and messaging

Qualifications

Required Experience

• Bachelor's degree in Business, Marketing, Communications, or equivalent professional experience
• 1-2 years of experience in sales, customer service, business development, or related field preferred
• Demonstrated interest in developing a career in B2B sales
• Experience with Salesforce CRM and sales automation tools preferred

Essential Skills & Competencies

• Communication: Exceptional verbal and written communication skills with professional phone presence
• Organization: Strong organizational abilities and time management skills with attention to detail
• Technology: Proficiency in Microsoft Office Suite, CRM platforms, and sales enablement tools
• Prospecting: Comfortable with cold calling, email outreach, and various prospecting methodologies
• Independence: Self-motivated with ability to work autonomously while meeting team objectives
• Growth Mindset: Coachable attitude with eagerness to learn and implement feedback

Personal Attributes

• 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

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