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Business Development Manager

Position Purpose:

A global exhibition and conference company that produce industry specific conferences and build massive exhibitions around them require a Business Development Manager to sell exhibition space and various marketing sponsorships to large corporate companies via telephone and face-to- face meetings, and to deliver the highest possible overall sales performance and success of the events.

 

Minimum Requirements:

  • University degree
  • Sales tools, approaches and standards
  • Copywriting fundamentals
  • Negotiation techniques
  • Business to business sales techniques
  • Word processing and basic spreadsheet fundamentals
  • Driver’s license and own transport required to attend meetings with buyers.

 

Duties and Responsibilities and Performance Outcomes:

  1. Market research, planning and positioning – Conduct local and global research on the industry and plan the event with the project team
  • Develop business and sales plans and timelines in conjunction with the project team
  • Conduct primary research to understand target market profiles (attendee and vendor), competition, event positioning and viability – through desk and telephone research and meetings
  • Consult with major clients and prospects to determine and drive the key project goals

 

  1. Sales – Demonstrate ownership of and use the Sales methodology to sell sponsorship and exhibition packages
  • Consistently hit event revenue targets
  • Use SPIN methodology to investigate customer needs
  • Use T-Forms and related documentation to capture relevant information
  • Present tailored, benefit-driven solutions
  • Produce strong and effective sponsorship proposals
  • Pitch effectively across multiple decision makers
  • Negotiate to deliver consistently high yields across sponsorship packages
  • Use customer-centric, well-written and tailored communication

 

  1. Campaign management – Take ownership and responsibility for directing efforts towards event revenue and other goals
  • Follow the event sales strategy and plan as outlined in the launch
  • Manage activities to work towards agreed project goals
  • Meet expected KPIs for activity levels, call rates and meetings held
  • Specific minimum activity levels are: 50 telephone calls per day; 5 T-forms per day (25 per week); 3 customer meetings per week; add 30 companies to the event pipeline every day
  • Proactively seek ways to overcome obstacles to achieving event goals
  • Keep clear, accurate records of progress by using pipeline template

 

  1. Account management and customer service – Foster positive customer relationships and internal relationships with all your event partners to ensure we deliver quality and value to our clients
  • 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
  • Produce high-quality, approved post-event report within 2 weeks after the event; conduct all post-event meetings within two months of the event
  • Create post-show participation reports for sponsors and present/mail to them
  • Leverage relationships into ongoing rebooking campaigns
  • Copy returned contracts to Conference Manager, Customer Services Manager and Experience Manager and ensure invoices are sent out

 

  1. Business development – Build an industry network, improve sector and business knowledge, and identify and develop new business opportunities
  • 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
  • Network at associations; go to meetings
  • Meet all key clients on a regular basis and present forward schedule and events

 

  1. Marketing – Contribute as appropriate to project marketing campaigns and maximise the marketing benefits of sponsorship for clients and the company
  • Write strong effective, sales-focused marketing copy, including sponsorship prospectus content and web copy
  • 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
  • Accurately and continuously maintain all customer contacts and information on the event database
  • Write exprom, visprom or newsletter copy, as requested and by deadline
  • Get logos and ad copy, by deadline, from sponsors; get their signed approval of their logos/copy on all promotional material before print
  • Manage print production of sales brochures – proofread and ensure turnaround in 3 proofs

 

  1. Financial management and productivity – Minimise event costs and ensure all revenues are collected on time
  • Control event costs – negotiate contra-deals, get alternative quotes
  • Raise invoices within 24 hours of receipt of contracts
  • Coordinate with credit control and ensure invoices are paid
  • Inform experience managers and conference managers of the full packages offered to clients so they can estimate costs correctly.
  • Attain 100% exhibitor and sponsor payments before event – assist Customer Service Managers to gain payment
  • Adhere to all event deadlines as per the event business and sales plans

 

Core Competencies:

  1. Puts First Things First – Focuses on what is important and is disciplined in planning, addressing priorities, and delivers to the highest standards
  • Focuses on what is important and prioritises own time accordingly.
  • Plans in advance and takes account of possible ‘roadblocks’.
  • Works in a methodical, structured and organized manner and adheres to policies and procedures.
  • Achieves results by managing time effectively (spending at least 50% of time in ‘Quadrant
    2’ – planning, seeking opportunities, preparing, crisis prevention, building relationships).
  • Consistently achieves targets and meets deadlines.
  • Maintains a desired ‘work / life’ balance

 

  1. Customer Focus – Strives to consistently exceed the expectations of clients and colleagues alike
  • Is motivated and driven by providing the highest standards of service.
  • Continuously seeks ways to raise levels of customer service.
  • Seeks feedback, acts on information and ensures service standards are improved.
  • Builds lasting and mutually beneficial relationships

 

  1. Adaptability – Being receptive and adaptive to change and positively promotes the value and benefits to be derived from change
  • Learns new skills and knowledge and applies learning effectively.
  • Has an appreciation for the commercial benefits of new ideas and opportunities and seizes them.
  • Anticipates and shapes opportunities whilst maintaining a positive outlook.
  • Deals effectively with the unpredictable and uncertain.
  • Works productively under pressure.

 

  1. Influencing others – Ability to motivate others to take the most appropriate course of action through effective persuasion and presentation
  • Engages with and relates well to others by establishing trust-based relationships.
  • Communicates clearly and expresses opinions in a logical, objective and persuasive manner.
  • Adapts own style to ensure a positive impact on others.
  • Inspires, motivates and demonstrates a positive influence over others.
  • Builds a wide and effective network of contacts both inside and outside the organization.
  • Gains support and commitment to a course of action
  • Presents with impact, credibility and self-confidence.

 

Skills Required:

  • Focus on customer needs
  • Research and analytical ability
  • Commercially minded, business acumen
  • Superior written and verbal communication skills
  • Interpersonal, relationship management and networking skills
  • Planning/time management/self-organization and self-discipline
  • Initiative - proactive and able to work independently
  • Able to work with others and in a team
  • Innovative & creative
  • Determination and drive to succeed
  • Goal-oriented
  • Dependable – takes responsibility for own actions, keeps commitments

 

Package on Offer:

  • High basic plus excellent commission structure, contribution to medical, petrol reimbursement for business use

 

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