Business Development Manager
Manchester, England

Job Reference: MEX-IEC-09475

Location: Manchester, England

Closing Date: 13/04/2020

Department: IM - EMEA - Central

Division: Informa Markets

ASM Business Development Manager – Job Specification

We are looking for a talented Business Development Manager to secure sales and increase revenues of ASM’s technical products, in particular route development training portfolio and data products sales.

These products and services are provided on a global basis and as such the role will cover all territories. The growth of sales of these products is seen as key to the future strategy of the ASM business.


  • To secure new customer sales of the above products and services through telephone sales, face to face sales meetings, product demonstrations and through meetings at trade events.
  • To upsell to existing customers with regard to securing the purchase of additional products and services, as well as securing the renewal of product subscriptions and repeat purchase of products.
  • To achieve and exceed challenging revenue targets across the above mentioned products
  • To secure qualified leads for more strategic and related consulting projects, such leads would be followed up by the senior management of ASM.
  • To provide regular progress reporting on qualified lead generated sales pipeline
  • Develop a timetable driven plan to ensure that sales management is organised, reflecting the calendar of training and industry events and the knowledge of existing and prospective client budgeting and procurement cycles.
  • To liaise with business unit managers within the ASM team to give client lead feedback into the development and enhancement of the company’s products and services.
  • To liaise with the Marketing team to ensure effective marketing campaigns are in place in support of sales of the forecasting, data and training products.
  • To understand and work within the company’s sales excellence framework, ensuring deeper understanding of customer issues and providing true valuable solutions
  • Be willing and able to travel overseas and represent ASM in client meetings and at trade events to potential and existing clients.

Person Specification:

Business Minded - Understanding the relationship between the Company’s goals and vision and how these impact on individual roles and the overall fit within the company

·         Knowledge of the aviation sector or a business to business sales background is preferable.

·         Must establish an understanding of the air service or route development discipline within aviation

·         Appreciation of how products and product development fit within an overall service and marketing positioning offering of ASM

·         Effective planner to ensure the highest standards of management approach

Full Of Integrity - Rational and reliable style considering the needs and impact on others.

·         Dynamic individual with an ability to think fast and able to deal with customer needs at very short notice

·         Can develop positive relationships with team colleagues and acknowledge the demands and pressures that maybe impacting on them

·         Committed to delivering quality of customer service and responding to people’s needs

Initiator - Developing and implementing creative solutions to deliver the business goals.

·         Must be able to identify sales opportunities from through research and networking.

·         Proactive, ability to self –start on developing sales whether or not robust data of target contacts exists

Impactful - Effective influencing through communication, individual style and knowledge.

·         Experienced sales person with proven sales ability and track record. Able to focus on hitting targets

·         A self starter, with the ability to work on own initiative.

·         Must be pro-active and driven and assimilate new information quickly;

·         Should be able to organise extensive sales missions, setting up meetings, client hospitality where appropriate and carry out the missions either alone or accompanied by a colleague, as appropriate

Relationship Smart - Building excellent internal and external relationships, understanding personal impact on others.

·         Should forge business-focused relationships with customers (both existing and new) readily and easily and have the ability to communicate from CEO level down.

·         Build excellent working relationships with internal departments based in Manchester office and other businesses within the wider UBM

Nimble – Demonstrates logic and flexibility whilst thinking “outside the box” to deliver the desired outcome.

·         The ability to plan one’s own time effectively and prioritise is essential

·         Need to be flexible and able to manage change in a business and industry that is constantly undergoing change.

·         Able to travel and comfortable with working in an international environment

Talent Builder – Maximising the abilities of team members to stretch and develop them whilst

maintaining motivation and delivering results.

Ability to coach and enthuse colleagues




This position is now closed. We are no longer accepting applications for this position.