Business Development Manager
London - 240 BF

Job Reference: L2B-IEI-09874

Location: London - 240 BF

Closing Date: 13/05/2020

Department: IM - EMEA - Industrial

Division: Informa Markets

The Role

 
   

 

An exciting opportunity to drive continued growth on Facilities Show with the launch of Intelligent Building Europe (IBE) as a standalone event. Featured as a zone in 2019, the area delivered 12% growth on Facilities Show last year. The well-attended Technology theatre and Smart Buildings Immersive experience have already drawn interest from suppliers and key players in the industry for the 2020 event.

 

The Business Development Manager will become the figurehead for IBE, positioning themselves at the forefront of the Smart Buildings Industry. They will gather industry insights and share with the marketing & content teams to support the event’s growth. The BDM will be responsible for selling stand space & bespoke sponsorship packages across the event, as well as taking ownership of the brand’s overall success. Their focus will be on driving both new business & account retention revenue. They will source leads and work closely with marketing to drive marketing campaigns that will generate new business interest and revenue. There is an expectation that they will develop & maintain strong relationships with their existing accounts, have a detailed understanding of their customers’ needs and business objectives.

 

The role will involve a combination of inside and external sales activity, meeting customers face to face, and attending industry events.

 

Job Summary/Responsibilities

 
   

 

 

  • Sales to new & existing customers
  • Revenue generation of over £700k annually
  • Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
  • Development of brand and industry specific knowledge to enhance and improve sales performance
  • Support development of market analysis and opportunity assessment for brand growth, new revenue growth opportunities and product creation
  • Develop sales plans and approaches to grow their existing customer account share of wallet, through cross selling and up selling
  • Lead on the on-site re-booking and the retention of your customers post-show
  • Active management of the floor plan
  • Adoption of the Sales Excellence pipeline process through use of Salesforce (CRM system)
  • Maintain accurate and timely customer information and notes within Salesforce (CRM system) so that other Sales team members and business unit functions stay informed with the latest customer dialogue
  • Inform their line manager of the latest customer pipeline and booked information through Salesforce
  • Provide customer feedback, insight and marketing information to the Head of Sales
  • Support Finance credit control in resolving bad debt customers as a final escalation point
  • Adhere and commit to the Informa Guiding Principles and lead by example

 

Qualities needed for culture fit

 
   

 

    • Self-sufficient, self-motivated, resilient, tenacious & energetic
    • Thrives when given autonomy
    • Strong work ethic
    • Team player with the confidence to communicate with senior leaders
    • Problem Solver
    • Someone with an appetite to continuously learn new things and challenge themselves

Skills required

 
   

 

    • Excellent organisation and time management skills
    • Capable of working under pressure
    • Strong Interpersonal skills & the ability to network
    • Exceptional telephone manner
    • Good written communication skills
    • Ability to develop & maintain excellent relationships with clients

 

Desired

 
   

 

    • Sales Experience essential
    • Experience with Salesforce CRM is a plus but not required
    • Experience selling marketing products is a bonus

 

 

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