Business Development Manager - Manufacturing

Informa Group .•Irving, TX

1d•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. Through consultative sales, the manager engages prospective clients to expand Informa’s market presence, increase customer acquisition, and develop new revenue streams. The position is based in Informa’s Irving, Texas office and involves in-person work with colleagues, customers, or partners at least three days a week, with flexibility to work from home or remotely at other times. Travel of up to 50% is required. The manager identifies and qualifies prospects, develops tailored proposals and pricing strategies, and guides prospective clients through the buying process. The role includes building relationships with senior decision-makers, securing partnerships and sponsorships, collaborating with Marketing on sales packages and campaigns, monitoring market and customer trends, and representing Informa at industry events. The manager uses Salesforce or another CRM to maintain accurate pipeline, interaction, and forecast data, and reports on sales performance, market trends, and return on investment. Success is measured against sales activity, lead generation, revenue, and market-expansion targets. Informa describes its culture as inclusive, collaborative, and supportive, with opportunities for training, mentoring, learning, and internal career moves. Benefits include paid time off and holidays, volunteering time, retirement and insurance benefits, parental leave, employee share purchase opportunities, wellbeing support, and recognition programs.

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.
Expertise in lead generation, consultative selling, and closing high-value deals.
Strong negotiation, communication, and relationship-building skills.
Ability to develop creative solutions and identify growth opportunities.
Proficiency with CRM systems for pipeline management and reporting.
High energy and resilience in a competitive sales environment.
Entrepreneurial, 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

Salesforce experience is preferred.
B2B sales experience in media, sponsorship, or B2B events is described as ideal.

Responsibilities

Identify and engage high-value prospects with compelling proposals, guiding them through the buying process.
Use consultative selling to uncover customer needs and present tailored solutions.
Build industry knowledge by attending competitor events, analyzing market trends, and sharing insights with 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 for targeting new accounts.
Track client interactions, opportunities, and forecasts accurately in Salesforce.
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 to position Informa as a trusted industry partner.
Prepare 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.
Meet lead-generation quotas, achieve monthly and quarterly revenue targets, secure new accounts and partnerships, and maintain consistent prospect outreach.

Benefits

Welcoming culture with in-person and online social events, colleague groups, and networks.
Up to four volunteer days per year, with charity match funding available.
Career development through bespoke training, mentoring platforms, LinkedIn Learning courses, and support for internal job moves.
15 days of PTO, increasing to 20 days after three years and 25 days after six years.
10 national holidays and a birthday leave day.
Opportunity to work from almost anywhere for up to four weeks per year.
401(k) match.
Health, vision, and dental insurance.
Parental leave.
Employee stock purchase plan offering company shares at a minimum 15% discount.
Employee assistance program, mental health first aiders, and free access to a wellness app.
Global awards and recognition programs.