Manager, Industry Partnerships
About The Position
The Manager, Industry Partnerships supports revenue growth across BIO’s portfolio of meetings, events, and year-round initiatives by developing, selling, and managing sponsorship opportunities. Reporting to the Director, Industry Partnerships, this position manages an assigned portfolio of prospects and sponsors, cultivates new business, strengthens existing relationships, and advances opportunities from initial outreach through contracting and fulfillment. Working within sales strategy, account priorities, and revenue objectives established by Industry Partnerships leadership, the Manager coordinates with Event Marketing, Event Operations, Finance, and other internal teams to develop sponsor proposals, deliver contracted benefits, track financial performance, and provide a high-quality partner experience. The role also supports the Director on strategic accounts and collaborates with exhibit sales colleagues when sponsorship opportunities intersect with exhibitor relationships. The position is hybrid, with Monday and Friday virtual and Tuesday through Thursday in the office. Travel of up to 15% is required. Event work involves standing and walking for extended periods, frequent bending, stooping, kneeling, and reaching, and occasionally lifting and carrying up to 25 pounds or handling luggage.
Requirements
- College degree or an equivalent combination of education and relevant experience.
- Three to five years of relevant experience, including demonstrated success in sponsorship sales, account management, or a related revenue-generating role.
- Experience managing multiple client relationships and sales opportunities, competing deadlines, and cross-functional stakeholders.
- Experience using CRM tools such as Salesforce or a comparable system.
- Proficiency with Microsoft Office, particularly Excel.
- Strong consultative selling, prospecting, negotiation, follow-up, and relationship-management skills, focused on measurable results and customer value.
- Excellent written, verbal, and interpersonal communication skills, including preparing persuasive proposals and communicating with senior external contacts.
- Sound judgment, initiative, attention to detail, and ability to manage assigned work independently while knowing when to seek guidance or escalate issues.
- Strong organizational and analytical skills, including the ability to interpret pipeline and revenue data and maintain accurate records.
- Collaborative approach to working across teams and commitment to professional, responsive sponsor service.
- Ability to travel in support of BIO meetings, events, and sponsor engagement activities.
- Ability to stand and walk for extended periods during events.
- Ability to bend, stoop, kneel, and reach frequently during events.
- Ability to lift and carry up to 25 pounds if necessary.
- Ability to lift, carry, and set down luggage when necessary.
Nice To Haves
- Experience or working knowledge in biotechnology, life sciences, healthcare, science, or related industries.
- Experience with sponsorship sales for associations, conferences, professional events, or membership organizations.
- Experience identifying sales trends, supporting revenue forecasts, and recommending process improvements.
Responsibilities
- Execute proactive outreach and sales activities for assigned sponsorship opportunities across BIO events and year-round initiatives, contributing to individual and team revenue goals.
- Identify, qualify, and cultivate prospective sponsors through research, referrals, inbound inquiries, and ongoing relationship development; maintain a prioritized pipeline.
- Understand sponsors’ therapeutic interests, business priorities, and policy priorities to inform sponsorship proposals.
- Prepare tailored sponsorship recommendations, proposals, and presentations that connect partner objectives with BIO audiences, programs, and benefits.
- Manage assigned sales opportunities from prospect communications and follow-up through negotiations within approved parameters, documentation, and agreement coordination.
- Implement sales campaigns and account development priorities established by the Director, Industry Partnerships, and share market feedback and emerging opportunities.
- Manage assigned sponsor accounts and provide responsive service before, during, and after BIO events.
- Develop account knowledge, track past participation, identify renewal opportunities, and recommend sponsorship enhancements.
- Support the Director with outreach, proposal development, coordination, and follow-through for designated strategic or high-value partners.
- Coordinate sponsor renewals, promptly address routine concerns or scope changes, and escalate pricing exceptions, contractual issues, and significant relationship risks.
- Gather sponsor feedback and participation results to support retention planning, account reviews, and partner-experience improvements.
- Translate sold sponsorship benefits into deliverables, timelines, and internal handoffs; coordinate fulfillment with Event Operations, Marketing, Programming, Registration, and other teams.
- Partner with Event Marketing on sales collateral, opportunity descriptions, prospect communications, and sponsor-benefit visibility.
- Coordinate sponsorship outreach and integrated proposals with exhibit sales colleagues when customer relationships overlap.
- Work with Finance and internal partners to track invoices, payments, contract changes, and account reconciliation; escalate exceptions and collection concerns.
- Monitor fulfillment and resolve routine partner issues to ensure sponsor obligations are completed.
- Maintain accurate prospect records, account histories, activity notes, opportunity stages, contracted benefits, and revenue information in BIO’s CRM system.
- Monitor assigned revenue and pipeline performance, prepare sales updates and forecasts for the Director, and flag gaps, risks, and opportunities.
- Analyze sponsor participation, retention, sales conversion, competitor offerings, and market trends to recommend improvements in prospecting, packaging, and account service.
- Maintain sales processes, templates, timelines, and documentation, and identify efficiencies that improve data quality, collaboration, and customer experience.
- Support additional Industry Partnerships initiatives and related projects as assigned.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
