Business Development Manager - London, United Kingdom - Informa Connect

Informa Connect London, United Kingdom

1 month ago

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Full time

Description

Job Description

Job Description

The Business Development Manager for the Anticipate London portfolio is responsible for driving new business sales from key identified brands and product segments. They will be responsible for generating revenue from these accounts but also ensuring the involvement in the overall show of key strategic brands. The Business Development Manager will provide a high level of prospecting, new business development and relationship building to prospective customers to sell solutions which meet the client's needs. They will be creative in their sales approach, not selling purely exhibition space but tailored content and sponsorship packages that are bespoke to the client's needs.

Key Performance Indicators:

Achievement of sales revenue targets within timelines
Achievement of KPI's as set out by the Portfolio – call times, f2f meetings, managing pipeline & rebook.
Exhibitor satisfaction levels, CX and retention
Timely & accurate reporting of sales results, pipeline and activities

Job Summary/Responsibilities

Sales and Account Management

Drive Sales performance/revenue against event/portfolio, ensuring individual achievement of set revenue targets in accordance with the divisional sales plan
Ensure sales focus and direction is maintained and/or readjusted where necessary.
Drive new business revenue for event/portfolio
Fielding incoming leads across assigned territories and markets
Build and maintain strong client relationships
Optimise Digital Platform Revenue

New business

Identify new prospects through use of industry media, social media, online resources, industry networking and company CRM
Expand and develop target eco-systems to attract new clients to the event.
Increase exhibition sqm sold through utilising Agents and Association partners
Developing new business revenue streams, including sponsorship and other non-square meter revenue sources

CRM and Reporting

Overseeing the continual and accurate data capture of sales activities/calls and updating the CRM to ensure all opportunities and pipeline is up-to-date.
Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
Monitor the debt reports and assist the finance team with revenue collection
Ensure up to date market intelligence is available for the Exhibition Portfolio Director and Marketing Manager to assist with exprom and visprom campaigns
Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
Awareness and understanding of floor plan optimization
Ensure consistent and effective communication with other internal stakeholders pertaining to assigned products including operations, marketing, finance to maximise client experience and product delivery.
Perform any other duties commensurate with the grade and level of responsibility.

Qualifications

Essential

Significant and successful experience in a sales role
Computer literate and proficient in the use of commonly used business software
Effective verbal and written English
Strong interpersonal skills
Collaborative team player
Commercial awareness
Attention to detail
Numerate

Desirable

Awareness of exhibition production
Experience of growing and developing new markets and products
Telesales, media/digital sales or exhibition background
Relevant industry knowledge
Understanding of event cycles
Proficient in the use of Salesforce.

Additional Information

Alongside a competitive salary, Informa also offers the following employee benefits:

Season ticket loan & Cycle2work
Money purchased pension scheme & life assurance
Eye care and childcare vouchers
25 days annual holiday, increasing to 27 days after 2 years, plus an extra day off for your birthday
Our Learning team supports year-round development, with face-to-face training, access to LinkedIn Learning and the opportunity for colleagues to earn their Certificate in Exhibition Management (CEM) in-house
Informa's colleague Share Incentive Plan matches every share purchased with 2 free shares
Informa offers a £250 Healthy Lifestyle subsidy to spend on fitness activities and classes
You are given permission to take days off to volunteer with an approved scheme

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.

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