Business Development Manager (REF191016)

Up to £50,000

The Business Development Manager is responsible for building relationships with event and exhibition client decision makers within targeted industry sectors and for generating new business opportunities that can be converted into profitable new business.

As part of this role, the Business Development Manager will present company credentials and case studies, be able to explain and consult upon the full range of services offered by the agency and deliver new business briefs that meet the qualification criteria.

The Business Development Manager will have a proven track record in generating pitch briefs that have been successfully converted into profitable business. Regular overseas travel and working additional hours and/or weekends is required.

Key responsibilities include:

  • Build trusted relationships with assigned prospect contacts
  • Demonstrate a full understanding of the client business and corporate objectives
  • Build awareness of the company value proposition and full breadth of service offering
  • Deliver a timely and responsive level of customer service
  • Influence client thinking
  • Engage prospects to uncover new business opportunities in line with agreed targets
  • Use meetings, show-walks, cold calls, emails, social media and other desk research to identify key stakeholders within prospect organisations
  • Secure and deliver credentials meetings at client offices or at key shows
  • Engage with stakeholders to drive new briefs that meet the qualification criteria
  • Leverage existing relationships to secure new business without a competitive tender where possible
  • Build a pipeline of new business opportunities due for tender within the next 1-5 years
  • Gather intelligence about prospect organisations, their event and exhibition requirements and budgets, any incumbent agencies and the timeline for any future pitch process to support a positive sales effort in the future
  • Record all interactions and prospect insight in the agency CRM system
  • Capture account, contact, opportunity, sales and competitor data in the CRM system ensuring all records are accurate and complete
  • Identify contacts within the database that should be opted in or out of marketing communications in line with GDPR policies
  • Produce sales reports against targets agreed

The candidate should have:

  • Excellent verbal and written communications
  • Excellent influencing and client negotiation skills
  • Strong organisational and planning skills
  • Able to multi-task and manage multiple projects simultaneously
  • Commercial awareness and good financial acumen
  • Consultative approach to customer management
  • Able to build and maintain trusted relationships with colleagues, suppliers and clients
  • Networking skills
  • Knowledge of Microsoft Office products
  • Knowledge of marketing principles is an advantage
  • Able to work independently and as part of a wider team
  • Able to multi-task and manage multiple projects simultaneously
  • Able to manage workload to deadlines and be respectful of the workload of colleagues
  • Self-motivated and enthusiastic
  • Maintain a client perspective at all times
  • Positive, flexible and a proactive problem solver
  • Show commitment to deliver excellence
  • Take ownership for ensuring 100% accuracy across all tasks
  • Engage and participate in personal development opportunities that are presented
  • Keep up to date with latest technologies and market developments.