Business Development Manager

Delinian

  • London
  • Permanent
  • Full-time
  • 19 days ago
JOB PURPOSE: Delivery of sponsorship and exhibition revenue for Telecoms & Digital Infrastructure Events through personal sales.The Business Development Manager for Techoraco will be responsible for bringing in new business revenue, re-engaging and developing companies and accounts, and looking after and growing a portfolio of spending accounts. The role sits across our rapidly growing global portfolio of telecoms and digital / cloud infrastructure events.This is one of the fastest growing sectors globally, as our clients build and power the infrastructure of the internet on a worldwide basis. We are seeing huge growth and investment into fibre rollout and telecoms infrastructure, growth in towers and wireless infrastructure, and growth and investment in data centres. In addition, we are seeing the transformation of these communications networks worldwide to deliver ever faster and smarter customer experience across consumer and enterprise.As such the space represents a strong opportunity for new business growth and development. The role is focused on particular projects and brands across 3 main areas. Our brands are market leaders in their areas, but we are also seeking to develop and grow these into newer areas as well.The role offers the opportunity to cross-sell between these brands to generate new business, as well as attending shows internationally (including our own), using our extensive delegate lists, databases and external sources to establish and build new spending relationships.On top of the basic salary the role offers a highly competitive uncapped commission scheme, and the opportunity to grow and develop within a fast-growing events division.PRINCIPAL ACCOUNTABILITIES2 Deliver and exceed revenue targets for new business and existing accounts
  • Develop strong understanding of specific market segments and the new companies to bring on board
  • Map company stakeholders and build and maintain strong prospect/client relationships with multiple touchpoints including senior level decision makers, using a highly consultative sales process
  • Establish and identify companies’ services, target audiences, objectives and challenges, and plan sales strategy accordingly
  • Develop targeted proposals and pitches to suit the seniority of customers for events
  • Work with the Head of Business Development, to identify and feed into event pipelines
  • Work closely with colleagues (product, marketing, rest of sales and ops) to ensure the overall success of each event / brand
  • Deliver accurate weekly pipeline updates
  • Travel to attend events or visit prospects/clients
KEY INTERFACES
  • Head of Business Development, Techoraco
  • Sales Director, Techoraco
  • Product Directors and Events Producers
  • Head of Events Marketing and Events Marketers
  • Global Head of Operations and Operations Managers / Coordinators
KNOWLEDGE, EXPERIENCE AND SKILLS
  • Extensive Event sales experience in a B2B environment. Experience in the telecoms space would be an advantage, but is not essential
  • Proven track record in winning new business
  • Proven success in the new business sales process from planning to close
  • Highly intelligent approach to matching audiences and understanding what makes a ‘good lead’ to pursue
  • Ability to quickly identify specific prospects to approach
  • Fast learner, able to pick up, understand and pitch multiple brands quickly
  • Experience of working on multiple sales projects and event brands at the same time
  • Experience and understanding of international sales at a senior level
  • Solid track record of personal sales success, regularly hitting and exceeding targets
  • Experience of building relationships with C-levels and ability to convey how events can support their marketing strategy
  • Natural networker with ability to hold their own in conversations with senior decision makers
  • Ability to navigate through complex clients, managing multiple key stakeholders
  • Ability to adjust sales approach to match the client/situation
  • Accurate forecasting of pipeline and revenues
BEHAVIOURIAL COMPETENCIES
  • Self-motivated, self-starter, competitive and goal orientated
  • Intelligent approach to understanding sometimes complex technical markets and desire to learn
  • Motivated by revenue generation and hitting targets
  • Highly organised and calm under pressure
  • Motivated to (further) develop deep understanding of market segments
  • Ability to keep to deadlines, pick new approaches up quickly and multi-task
  • Collaborative with other peers across the business in other functions
  • A good communicator, able to deal with people at all levels of an organisation

Delinian