Role details

Business Development Manager

New York   •  Permanent

Bullet points

  • Work on an extensive event portfolio and sell to Fortune 500 clients
  • Looking for someone coming directly from event sponsorship sales experience

About Our Client

International business media company that offer trade exhibitions, conferences, training solutions and electronic and print publications.

Job Description

Key Responsibilities

Performance Outcomes

  1. Market research, planning and positioning

  • Assist in developing the sales plans and timelines with the project team
  • Conduct primary research to understand target market profiles (attendee and vendor), competition, event positioning and viability

  1. Sales

  • Consistently hit event revenue targets
  • Use SPIN methodology to investigate customer needs
  • Present tailored, benefit-driven solutions
  • Pitch effectively across multiple decision makers
  • Negotiate to deliver consistently high yields across sponsorship packages
  • Use customer-centric, well-written and tailored communication
  • Call times of 1-2 hours per day
  • 5 face to face meetings per month
  • 1 sales trip per quarter - we have sent BDMs to London, Munich, Brazil, Mexico, Canada, Singapore and Dubai for example

  1. Campaign management

  • Follow the event sales strategy and plan as outlined in the launch
  • Proactively seek ways to overcome obstacles to achieving event goals
  • Keep clear, accurate records of progress by using Salesforce

  1. Account management and customer service

  • Liaise with sponsors prior to event to understand key requirements and criteria of success
  • Maximise the positive experience for our clients by working with them onsite to effect introductions and meet their needs
  • Leverage relationships into ongoing rebooking campaigns

  1. Business development


  • Create extra revenues and partnerships from our key clients through new products
  • Gain new clients and grow our universe of buyers
  • Attend events to network and generate new business opportunities
  • Regularly read relevant business press and actively seek to improve knowledge of relevant industries

  1. Marketing

  • Obtain client and prospect lists - add a minimum of 100 names to the event database plus 1-2 other 100+ lists for the database per month
  • Get logos and ad copy, by deadline, from sponsors; get their signed approval of their logos/copy on all promotional material before print

  1. Financial management and productivity

  • Coordinate with credit control and ensure invoices are paid

The Successful Applicant

  • Over one year successfully selling sponsorship packages for conferences or exhibitions.
  • Proactive, ambitious and disciplined professional that can drives sales through international sales trips, face-to-face meetings and will spend at least 1.5 hours on the phone every day.
  • Results driven individual who can demonstrate they have surpassed targets set and take ownership of projects they have worked on.
  • Ability to engage prospects in a vision of what the event will look like - 'concept selling' as opposed to requiring a finished product to make sales.
  • Experience selling into the aviation, trading, pharma or retail sectors would be beneficial
  • Speaks Spanish (not a requirement)

What's on Offer

Finally, we like to work hard and play hard. If you are excited by international travel, learning about new innovations and building commercial relationships this could very well be the place for you. From our ping pong table in the office to our parties to our focus on skill development we like to reward hard work and bring positive energy into the workplace.

Apply for this job

Click the Apply or LinkedIn button below or contact Michael O'Connor quoting job reference 1155042
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