Business Development Manager

Informa Group Plc. • Boston, MA

25d • $58,000 - $68,000 • Hybrid

About The Position

This role is based in our Boston office.
The Business Development Manager will work with established portfolios of conferences and marketing services, contributing to business growth by identifying new opportunities. This includes prospecting and qualifying early-stage leads to build the sales pipeline for their designated area, converting newly discovered opportunities, and identifying sales leads. They will pitch products, services, and solutions to potential customers while fostering strong relationships with new contacts. Additionally, they will communicate new product, service, or solution developments to prospective customers.

Requirements

• Proven track record of success in a sales-specific role, particularly within the events or conference industry (sponsorships, exhibits, thought leadership, and marketing services).
• Experience in senior-level planning and strategizing to drive customer success and improve results.
• Strong stakeholder management skills, with experience managing relationships within large, complex organizations.
• In-depth knowledge of the competitive landscape within the events and marketing services industry.
• Demonstrated success in managing complex sales situations and consistently meeting or exceeding sales KPIs.
• Proficient in using CRM systems to manage customer data, track sales opportunities, and forecast sales.
• Experience in sponsorship sales, including selling event sponsorships, exhibits, and marketing services.
• Adaptable and collaborative, with the ability to work across teams and adjust strategies to meet changing priorities.

Responsibilities

• Prospect for lead generation and identify growth opportunities within existing accounts for a designated portfolio of events (in-person conferences) and marketing services (e.g., webinars, eBooks, custom emails).
• Gain in-depth knowledge of Informa products, services, solutions, and value propositions to apply to specific portfolios.
• Arrange meetings with potential new and current customers—face-to-face, over the phone, virtually, or in writing—to understand their challenges and needs.
• Collaborate with internal teams to identify prospects, align products with their needs, and execute strategies that ensure ROI and continued business with Informa beyond the first year.
• Create business proposals, draft and review customer contracts, and negotiate basic terms to achieve mutually beneficial outcomes.
• Work closely with the Heads of Sales in weekly pipeline reviews and develop sales plans to meet event and marketing services budgets.
• Meet revenue targets by proactively responding to inbound inquiries and self-generated leads.
• Maintain accurate Salesforce usage for effective reporting.

Benefits

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed