Business Development Manager

Informa Group Plc. • Irving, TX

5h • Hybrid

About The Position

Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business. We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets. We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100 who are #3 in Glassdoor's Best Places to Work 2025 UK list. The Business Development Manager is responsible for driving revenue growth by identifying and securing new business opportunities. While focused on a specific brand, the role also requires adaptability across multiple brands. Emphasizing consultative sales, the Business Development Manager proactively engages prospective clients to expand Informa’s market presence, increase customer acquisition, and drive new revenue streams.

Requirements

• Bachelor’s degree or equivalent experience.
• 5-7 years of B2B sales experience ideally in media, sponsorship, or B2B events, 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 opportunities for growth.
• Proficiency in CRM systems (Salesforce preferred) for pipeline management and reporting.
• High energy and resilience to thrive in a competitive sales environment.
• Entrepreneurial mindset with a proactive approach to managing sales territory.
• Willingness to travel up to 50% for client meetings, industry events, and business development activities.

Responsibilities

• Identify and engage high-value prospects with compelling proposals, guiding them through the buying process.
• Apply 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.
• Leverage insights into customer buying trends to develop effective sales plans and approaches targeting new accounts.
• Use Salesforce to track client interactions, opportunities, and forecasts that are up to date and accurate.
• 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 opportunities for business growth.
• Actively engage with prospective clients to position Informa as a trusted partner in their industry.
• Prepare detailed reports on sales performance, market trends, and ROI for senior leadership.
• Develop pricing strategies and proposals to maximize profitability and close deals effectively.
• Meet or exceed daily, weekly, and monthly sales activity and revenue targets.
• Achieve daily call/email quotas to identify and qualify new 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

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• 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: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees