Business Development Manager

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.

Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.

We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programs for individuals and businesses.

This role is based in our Boston office.

The Business Development Manager will work with established portfolios of conferences and marketing services, contributing to business growth by identifying new opportunities. This includes prospecting and qualifying early-stage leads to build the sales pipeline for their designated area, converting newly discovered opportunities, and identifying sales leads. They will pitch products, services, and solutions to potential customers while fostering strong relationships with new contacts. Additionally, they will communicate new product, service, or solution developments to prospective customers.

Role Responsibilities:

• Prospect for lead generation and identify growth opportunities within existing accounts for a designated portfolio of events (in-person conferences) and marketing services (e.g., webinars, eBooks, custom emails).
• Gain in-depth knowledge of Informa products, services, solutions, and value propositions to apply to specific portfolios.
• Arrange meetings with potential new and current customers-face-to-face, over the phone, virtually, or in writing-to understand their challenges and needs.
• Collaborate with internal teams to identify prospects, align products with their needs, and execute strategies that ensure ROI and continued business with Informa beyond the first year.
• Create business proposals, draft and review customer contracts, and negotiate basic terms to achieve mutually beneficial outcomes.
• Work closely with the Heads of Sales in weekly pipeline reviews and develop sales plans to meet event and marketing services budgets.
• Meet revenue targets by proactively responding to inbound inquiries and self-generated leads.
• Maintain accurate Salesforce usage for effective reporting.

• Proven track record of success in a sales-specific role, particularly within the events or conference industry (sponsorships, exhibits, thought leadership, and marketing services).
• Experience in senior-level planning and strategizing to drive customer success and improve results.
• Strong stakeholder management skills, with experience managing relationships within large, complex organizations.
• In-depth knowledge of the competitive landscape within the events and marketing services industry.
• Demonstrated success in managing complex sales situations and consistently meeting or exceeding sales KPIs.
• Proficient in using CRM systems to manage customer data, track sales opportunities, and forecast sales.
• Experience in sponsorship sales, including selling event sponsorships, exhibits, and marketing services.
• Adaptable and collaborative, with the ability to work across teams and adjust strategies to meet changing priorities.

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 atLifeAt.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 colleague groups and networks promoting a positive, supportive, and collaborative work environment
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

The pay range for this role is $58,000 - $68,000 , plus commission

This posting will expire 3/30

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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