Business Development Manager

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.

Key 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.

Performance Targets

• Lead Generation: Achieve daily call/email quotas to identify and qualify new prospects.
• Revenue Growth: Meet or exceed monthly and quarterly revenue targets through new business acquisition.
• Market Expansion: Secure new accounts and partnerships to increase Informa’s market share.
• Sales Activity: Maintain consistent outreach and engagement with prospective clients.

• 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.

Key Competencies

• High Energy: Persistent and positive attitude throughout the sales cycle.
• Results Driven: Thrives on competition and is committed to exceeding targets.
• Resilient: Uses challenges as motivation to improve performance.
• Entrepreneurial: Takes ownership of sales territory, identifying creative solutions and new opportunities.
• Curiosity: Brings a mindset that fosters growth, creativity & continuous improvement.

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• 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

The salary range for this role is $80,000- $100,000 + commission based on experience. 

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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