Business Development Director

Delinian

  • London
  • Permanent
  • Full-time
  • 19 days ago
About the RoleTechoraco is a global leader in delivering high-value B2B events across the telecoms and digital infrastructure sectors. Our flagship brands — including ITW, Datacloud, and Capacity — connect senior leaders, innovators, and decision-makers across the industry.We are seeking a London based dynamic and strategic Business Development Director to lead our London based Events Sales teams working on Events which take place in the Americas and Europe & Asia. This individual will play a pivotal role in driving commercial growth across our premier event brands, including ITW, Datacloud, and Capacity. Reporting to the Chief Commercial Officer, and working closely with the Managing Directors of each brand, you will be responsible for developing and executing sales strategies that drive retention, upsell, cross-sell, and new business opportunities.This is a high-impact role requiring strong leadership, commercial acumen, and a deep understanding of the events industry. You will oversee all aspects of SpEx and Media revenue generation within your region and be accountable for achieving revenue goals, while developing, managing and mentoring a high-performing sales team.Key Responsibilities
  • Revenue Leadership:
Accountable for Achieving regional revenue targets across all assigned event brands by creating and executing sales strategies tailored to market needs.
  • Sales Strategy & Execution:
Develop and implement strategic sales plans, in collaboration with senior leadership, to drive growth across new and existing markets. These Strategies will be focused around our Key Growth Drivers of Retention, Cross Sell, Up Sell and New Business.
  • Team Management:
Develop, manage and recruit a high-performing, hybrid sales team (each responsible for account management and new business sales), fostering a culture of accountability, performance, growth and continuous improvement.
  • KPI & Pipeline Management:
Set and manage sales targets by event, individual and key growth drivers, monitor performance metrics including pipeline health, conversion rates, activity levels, and sales cycle lengths.
  • Forecasting & Reporting:
Maintain accurate sales forecasts and proactively mitigate risks through alternative strategies.
  • CRM Management:
Ensure Salesforce is utilized to its fullest potential, adopting best practices in pipeline and data management.
  • Product & Pricing Strategy:
Manage inventory, pricing, and sponsorship value propositions to maximise revenue opportunities and client satisfaction.
  • Cross-Functional Collaboration:
Align closely with internal departments (Marketing, Production, Operations, Invoicing, Legal, Customer Service, etc.) to ensure seamless delivery of client solutions.
  • Client Engagement:
Act as the commercial face of Techoraco at key industry events, cultivating strong client and partner relationships.
  • Insights & Innovation:
Leverage client and market insights, competitor analysis, and sales data to inform product development and sales strategy.
  • Personal Revenue Generation:
Manage and grow their own territory of key accounts, renewals and new business.Qualifications & Experience
  • Track record in data-driven sales management and decision-making.
  • Extensive experience in sales within the conference/events industry, with a strong track record in selling high-value sponsorships and consultative B2B sales.
  • Established experience managing sales teams, including remote and hybrid structures, from junior execs to senior sellers.
  • Proven ability to set and manage clear KPIs and proven accountability for delivering revenue
  • Proven success in a matrix organizational structure, working collaboratively across brands and regions.
  • Strong numeracy and analytical skills
  • Strong strategic thinking, with demonstrated ability to identify new markets, develop products, and innovate sales processes.
  • Deep familiarity with Salesforce, Microsoft Office Suite, Excel, and data tools like Power BI.
  • Experienced in aligning sales with delivery, invoicing, customer data, and business intelligence systems.
Personal Attributes & Behaviours
  • Is geared towards a growth mind set and is solutions oriented
  • Commercially astute, pragmatic, and highly analytical
  • Strong communicator with the ability to build trust and influence at all levels
  • Self-motivated and proactive, with excellent organizational and prioritization skills
  • Demonstrates credibility, leadership, and a culture of performance excellence
  • Takes pride in representing the Company and Event brands with integrity and professionalism

Delinian