Business Development Manager - Events & Exhibitions Agency

Royall Appointments
£30,000 per annum
04 Oct 2017
26 Oct 2017
Contract Type
Full Time

Business Development Manager - Events & Exhibitions Agency

£30,000 - £40,000


This role is key to developing close sustainable relationships with significant decision makers within targeted industry sectors, securing introductory discussions for the provision of delivering new business pitches.

The Business Development Manager will identify and self-generate new opportunities within the exhibition and event industry, conversing at Director Level and the clients’ wider team to develop exhibition strategies for profitable long-term business growth.

The Business Development Manager will have a proven track record in self-generating and winning new business. A person who is detailed in their approach, demonstrating value and building long lasting relationships are the key to success.

Travelling overseas and working additional hours (weekends) are a requirement to effectively facilitate the needs of the role and the business.

Key responsibilities and accountabilities

  • Lead in all aspects of the sales process, while calling upon other resources to assist in proposal development, implementation and delivery as needed or as directed by management.

  • Identify, develop and convert exhibition, event and value-added service opportunities in agreed industry sectors with new prospects.

  • Maintain a highly responsive and pre-emptive service ethic with proposals and clients.

  • Work with the team to develop proposals that achieve the desired needs, address concerns and meet objectives.

  • Presenting to senior decision makers (Marketing/Event Managers/Directors).

  • Build the company’s CRM through Hubspot with pipeline and confirmed new business.

  • Ensure a seamless transition of client handover to the Project Manager following a successful sale.

  • Offering uncompromising levels of service and advice and always look at ways to introduce the company’s value proposition.

  • Work alongside Sales Director to identify and develop opportunities to network and engage with stakeholders.

  • Exceeds assigned sales quota.

  • Ensure a minimum of 20 qualified calls are made per day.

  • Target minimum of 1 show per month.

  • Meets assigned profitability expectations.

  • Achieves new business acquisition as set out below:

    • Year 1 - Close 100% new business of £500,000 revenue.

    • Create weekly and monthly forecasts on revenue/target management and share with Sales Director

Key Skills

  • Excellent communication both written and verbal to Director Level.

  • Commercial awareness.

  • Proven track record in winning new business pitches and in growing accounts.

  • Marketing principles is an advantage.

  • Ability to manage multiple project proposals combined with prospecting - short - medium and long-term pipeline.

  • Consultative approach to a complex sale.

  • Excellent organisational and planning skills.

  • Positive people skills - ability to develop and maintain strong relationships with colleagues and clients alike.

  • Numerical skills.

  • Literacy and accuracy skills.

  • Influence and sound negotiation skills.

  • Knowledge of all Microsoft products

Desired Behavioural Attributes

  • Ability to work on own initiative and be part of a complete team.

  • Respectful of one’s own and fellow team member’s workload.

  • Engage and participate in personal development opportunities that are presented.

  • Exude a sense of fun whilst showing commitment to produce excellent results.

  • Self-motivated and enthusiastic.

  • Maintain a client perspective at all times.

  • Communicate in a positive and engaging manner.

  • Show commitment to deliver excellence.

  • Take ownership for ensuring 100% accuracy across all tasks.

This role would suit: Event Sales, Event Sales Manager, Event Business Development, Event Account Director, Senior Event Sales Executive.

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