New Business Sales Manager/Hunter Role
Santa Monica, United States

Job Reference: SMUS-GNAM-06645

Location: Santa Monica, United States

Closing Date: 30/08/2019

Department: IM - North America - Manufacturing

Division: Informa Markets


Only local candidates will be considered.

An exciting opportunity to drive Informa Markets’ business growth in a Business Development role, attracting new customers and venturing into new sectors which complement the overall brands. The Business Development Manager is responsible for revenue generation from new customers. The experience an Exhibitor (customer) receives in their first year is a significant driver for long term loyalty, and as such, this role will be responsible for the first year’s sales cycle, before these customers transfer to Account Management after the point of rebooking.

This role will be expected to sell to a variety of customers, from large key account acquisitions to independent small and medium enterprise customers. During the lifetime management of clients, the Business Development Manager may be expected to support the closing or retention of high value clients, in particular those whom the Business Development Manager first acquired.

The Business Development Manager will be responsible for both sourcing and closing leads. By working with Exhibitor Marketing, qualified leads will be systematically passed from Marketing to the Business Development team. The Business Development Manager will work closely with Marketing to develop marketing strategies to attract new customers, enter new markets and review new business revenue.


What we’re looking for:

Informa Market’s Advanced Manufacturing Group is seeking a full-time Business Development Manager for its Medical Device Manufacturing portfolio of 5 trade shows. The Business Development Manager will be an organized self-starter, with well-developed online and onsite (at competitive events) research skills, solid follow-through, and the ability to close business.

Principal Duties & Responsibilities:

  • Generate new business leads to new customers through cold calling, product knowledge, attendance at industry related events and market research
  • Sell to customers across products and revenue streams within a business unit with greater focus on one brand or portfolio
  • Aggressively pursue, nurture, and close leads generated through website inquiries and call ins
  • Meet with customers to discuss their evolving needs
  • Generate and seek new business leads, through customer intelligence, cold calling, attendance at industry related events and market analysis
  • Collaborate with Exhibitor Marketing teams to generate leads
  • Lead the on-site re-booking of first year customers to ensure a positive first year experience and begin the handover of customers to the Sales team
  • Support the retention of existing customers (where necessary). Ability to negotiate effectively, and proactively handle and respond to customer objections
  • Deliver business development strategy, working with Brand Directors, to target new market sectors and regions
  • Liaise with the Sales Director and relevant teams in relation to new key customers and floor placement
  • Manage the information flow of newly acquired (or pipeline) customers to the Sales Director, for weekly sharing of information with Brand Director teams
  • Work collaboratively with Marketing to create tailored packages to support new revenue growth
  • Conduct market analysis and opportunity assessment for brand growth and new revenue growth opportunities
  • Adopt Sales Excellence pipeline process through use of Salesforce (CRM system)
  • Lead the adoption and consistent use of the global Sales process and CRM technology to ensure consistency, efficiency and effectiveness in the way UBM sells
  • Maintain accurate pipeline, sales activity and customer information within Salesforce (CRM system)
  • Support Finance credit control in resolving bad debt customers as a final escalation point
  • Build personal and professional credibility through the demonstration of product knowledge and expertise Demonstrates comfort and ease speaking with customers on specific industry topics

You are accountable for (metrics): 

  • Business Development Manager revenue targets
    • New business revenue growth (new customers)
    • New business revenue growth (lapsed customers)
    • Brand (Event/product) new business revenue performance against target
    • Lifetime customer value
  • Individual performance metrics
    • Number of open opportunities
    • New business sales conversion percentage (win rate)
    • Deal size (average sales value for closed – won deals)
    • Sales cycle time (average time it takes a team to close a customer)
    • Percent of sales target attained
  • Individual sales activity metrics
    • Number of new calls and meetings (by sector / account size)
    • Number of new opportunities (pipeline)
    • Number of new leads generated into pipeline
    • Number of new face to face customer meetings
  • Sales process and technology adoption metrics
    • Key Salesforce system adoption metrics
    • Sales Excellence pipeline process adoption

What you bring to the team:

  • University Bachelor’s Degree / University of Applied Sciences qualification or relevant work experience
  • Proven ability to generate new business revenue, source leads and close sales
  • Ability to develop relationships at senior levels and manage high value accounts
  • Ability to identify and pursue cross and up selling opportunities
  • Ability to understand and articulate value proposition and customer ROI
  • 3+ years’ experience in a B2B sales team and proven ability to deliver revenue targets
  • Proficiency with Salesforce (CRM)
  • Excellent online research skills
  • Multitasking and organizational skills
  • Experience meeting varying deadlines
  • Excellent written and oral communication skills
  • Project management skills
  • MS Office (Outlook, Word, Excel, PowerPoint) skills
  • Initiative and self-directed
  • Ability to travel at least one week per month
  • Ability to negotiate effectively, and proactively handle and respond to customer objections
  • Knowledgeable and passionate about relevant industry
  • Strong interpersonal skills, confident personality, high level of enthusiasm

What we offer:

  • Competitive Compensation Package
  • Access to LinkedIn Learning and other development/training opportunities
  • Health and Wellness Benefits (medical, dental, vision)
  • 401K and Matching
  • Employee Stock Purchase Plan
  • Generous PTO policy
  • Work-life balance
  • Additional discounts through various partnerships

Informa is an Equal Opportunity Employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, or national origin.

To be considered for one of Informa’s openings, please complete an online application at or by clicking Apply.

What to learn more about Informa and what makes us a great company? Check out the links below!





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