Business Development Manager - Anticipate

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.