Sr Director, Business Development
Emerald Expositions - San Juan Capistrano, CA
posted 24 days ago
About the position
Emerald is seeking a Senior Director of Business Development to support Emerald Studio. Emerald Studio, a division of Emerald Expositions, is a leading B2B content marketing agency that specializes in delivering high-quality, creative, and data-driven content solutions for our clients. We help businesses of all sizes achieve their marketing goals through strategic content planning, ideation, creation, and distribution. As a Senior Director of Business Development, you will be responsible for meeting and exceeding territory revenue goals. Your key responsibilities will include selling custom content to new logos, managing customer service inquiries from advertisers, sponsors and others, and providing customer support to the team as needed. You will work closely with the CSMs, production, and others on the Emerald Studio team. The best candidate for this position will be a self-motivated with experience in business development, strong attention to detail, exceptional follow through, and the ability to proactively find and close new clients. Successful candidates should also be highly goal-driven, work with a sense of urgency, and collaborate with other members of the show team. This role can be based remotely or in any Emerald office within the US.
Responsibilities
- Execute and implement sales strategies to maximize custom content offering sales via face-to-face visits, telephone calls, video conferencing and electronic communications to meet and exceed goals
- Oversee the sales process from initial contact through media execution
- Identify new products, trends, markets and opportunities to increase revenue or attendance where appropriate; provide consistent communication to management, team, and clients regarding challenges and opportunities
- Build strong relationships with influential and/or advocate accounts
- Maintain established customer base while identifying new customers through prospecting and timely fulfillment of customer requests
- Effectively use Salesforce CRM to monitor growth and performance, including maintaining customer details and creating accurate forecasts
- Deliver proposals fitting the needs of the customer to secure their business
- Promote and recommend custom content to customers
- Continuously analyze the industry and needs of current clients and work with leadership to propose programs that meet those needs
- Assist customers and arrange payment terms in accordance with established guidelines
- Attend brand events as well as competitive or industry related trade shows & events
- Have pan-Emerald mindset and be a collaborative partner with other Emerald brands (i.e. pass leads to other appropriate brands)
Requirements
- Experience in B2B sales, with a strong preference for business development
- Sales of creative agency and custom work required
- Sales experience selling custom content and knowledge of custom content preferred
- Demonstrated ability to build strategic relationships with customers, partners, and key attendees while consistently identifying new leads
- Ability to sell face-to-face, by telephone, and by email, with a proven track record in creating and building relationships
- Strong sales/negotiation skills with a proven track record with targeting appropriate prospects and closing sales while effectively building relationships
- Strong knowledge of all aspects of MS Office programs, Salesforce, or a similar CRM, TMM and A2Z experience a plus
- Strong research skills, with the ability to analyze and present data
- Ability to travel up to 30% of time per year as well as local travel to meet with prospective clients, trend spotting, and attend industry events
Benefits
- Unlimited vacation for exempt employees
- Flexible working locations
- 401(k) plan with a company match
- Medical/dental/vision coverage with inclusive provisions including transgender services and fertility benefits
- Parental and caregiver leave
- Dependent, commuter and FSA benefits
- Professional development programs like Toastmasters
- Mental wellness tools such as weekly guided meditation programs
