Business Development Manager

Informa Group Plc. • Irving, TX

7h • Hybrid

About The Position

The Business Development Manager drives revenue growth by identifying and securing new business opportunities. The role focuses on a specific brand while requiring adaptability across multiple brands. Using consultative sales, the manager engages prospective clients to expand Informa’s market presence, increase customer acquisition, and develop new revenue streams. The role is based in Informa’s Irving, Texas office, with in-person work three days a week or more and flexibility to work from home or remotely at other times. Travel of up to 50% is expected for client meetings, industry events, and business development activities.

Requirements

• Bachelor’s degree or equivalent experience.
• 5–7 years of B2B sales experience, with proven revenue achievement.
• Strong expertise in lead generation, consultative selling, and closing high-value deals.
• Excellent negotiation, communication, and relationship-building skills.
• Ability to develop creative solutions and identify new growth opportunities.
• Proficiency in CRM systems; Salesforce is preferred.
• High energy and resilience in a competitive sales environment.
• Entrepreneurial mindset and proactive approach to managing a sales territory.
• Willingness to travel up to 50% for client meetings, industry events, and business development activities.

Nice To Haves

• B2B sales experience in media, sponsorship, or B2B events.

Responsibilities

• Identify and engage high-value prospects with compelling proposals, guiding them through the buying process.
• Use consultative selling techniques to uncover customer needs and present tailored solutions.
• Build industry-specific knowledge by attending competitor events, analyzing market trends, and sharing insights across the team.
• Collaborate with Marketing to create packages and campaigns that attract new customers and support revenue growth.
• Use customer buying trends to develop sales plans and approaches targeting new accounts.
• Use Salesforce to track client interactions, opportunities, and accurate, current forecasts.
• Represent Informa at industry events, competitor shows, and networking opportunities to generate leads and expand market reach.
• Build and maintain relationships with senior-level decision-makers to secure new partnerships and sponsorships.
• Conduct market research to identify emerging trends and business growth opportunities.
• Engage prospective clients and position Informa as a trusted industry partner.
• Prepare detailed reports on sales performance, market trends, and ROI for senior leadership.
• Develop pricing strategies and proposals to maximize profitability and close deals.
• Meet or exceed daily, weekly, and monthly sales activity and revenue targets.
• Achieve daily call and email quotas to identify and qualify prospects.
• Meet or exceed monthly and quarterly revenue targets through new business acquisition.
• Secure new accounts and partnerships to increase Informa’s market share.
• Maintain consistent outreach and engagement with prospective clients.

Benefits

• Up to four paid volunteer days per year, with charity match funding available.
• Bespoke training and learning, mentoring platforms, and on-demand access to thousands of courses on LinkedIn Learning.
• 15 days of PTO, increasing to 20 after three years and 25 after six years.
• 10 national holidays, a birthday leave day, and the opportunity to work from almost anywhere for up to four weeks a year.
• 401(k) match.
• Health, vision, and dental insurance.
• Parental leave.
• Employee stock purchase plan offering company shares at a minimum 15% discount.
• EAP assistance, mental health first aiders, and free access to a wellness app.
• Global awards and kudos programs recognizing great work.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager