Business Development Manger, Brand Licensing Europe
London - 240 BF

Job Reference: L2B-INAL-07952

Location: London - 240 BF

Closing Date: 03/12/2019

Department: IM - North America - Licensing

Division: Informa Markets

An exciting opportunity has arisen to join the BLE Business Development team responsible for driving European new business growth into the Global Licensing Group attracting new customers and venturing into new sectors (such as sports; football, rugby, tennis, golf) which complement the overall events and brand.

 

As part of the global sales team the Business Development Manager is responsible for revenue generation from new customers in the UK, Ireland and Russia to BLE and cross selling in to LE and the other global events to the value of over £1.0m annually. Business Development is a key focus of Informa Markets and the Global Licensing Group, recognising the need to develop a distinct focus and capability in order to drive new revenue growth, with an approach and skills which differ from those of account management and retention.

 

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

 

The role will be expected to sell to a variety of customers, from large key account acquisitions to independent SME’s customers.

 

 

Job Summary/Responsibilities

 
   

 

  • Sales to new customers to BLE & LE (inc some customers who have lapsed for a number of years) across products and revenue streams
  • Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
  • Revenue generation of over £1.0m annually
  • Development of brand and industry specific knowledge to enhance and improve new business sales performance
  • Identification and development of business development strategies, working with Event Directors and Managers to target new market sectors and regions
  • Development of market analysis and opportunity assessment for brand growth and new revenue growth opportunities
  • Collaboration with Marketing teams to develop attraction campaigns which could drive business development opportunities
  • Lead on the on-site re-booking of new business (1st year) customers, and begin the handover of customers onto the account management team
  • Support (where necessary) in the retention of existing customers
  • To account manage newly acquired customers to ensure a positive 1st year experience and provide resolution advice where necessary working with other business functions
  • Liaise with the Event Director & Manager in relation to key high value new customers, and available spots on the floor plan
  • Work collaboratively with Marketing to create tailored sponsorship packages to support new revenue growth
  • Adoption of Sales Excellence pipeline process through use of Salesforce (CRM system)
  • Maintain accurate and timely customer information and notes within Salesforce (CRM system)
  • Feedback customer feedback, insight and marketing information to the Head of Business Development or line manager
  • Manage the capture and entry of Sales contract information into ESOP, working collaboratively with Sales Operations who will confirm and QA this information ahead of issuing the contract
  • Manage the handing over of Sale information and customer requirements (via Salesforce) to the Event Operations and Brand teams
  • Support Finance credit control in resolving bad debt customers as a final escalation point

 

Qualities needed for the role

 
   

 

  • Significant experience in a B2B sales team and proven ability to deliver revenue targets
  • Significant experience and eminence in relevant industry or brand knowledge
  • 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 travel to competitive events (UK and internationally)
  • Ability to travel to and meet clients in their offices
  • Ability to identify and pursue cross and up selling opportunities
  • Ability to understand and articulate value proposition and customer ROI
  • Ability to negotiate effectively, and proactively handle and respond to customer objections
  • Willingness to informally coach and develop junior Business Development executives
  • Strong interpersonal skills, confident personality, high level of enthusiasm
  • University Bachelor’s Degree / University of Applied Sciences qualification

 

OTHER PREFERRED ATTRIBUTES:

  • Experience with Salesforce CRM desirable

 

Qualities needed for culture fit

 
   
  • Interesting, personable and lively individual
  • Strong team player
  • Willing to go out and source new business indepedently
  • Quick to learn/spot new opportunities
  • Persuasive
  • Experienced negotiator
  • Tenacious with a strong initiative
  • Flexible & easy going
  • Willing to travel (UK/Overseas)

 

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