New Business Manager

As New Business Manager the main responsibility for the role is to sell products, including stands, seminars and targeted sponsorship packages. The ideal candidate will have experience of selling new business and it would be preferential to be interested in technology or have experience of selling to the sector.

The role will focus on delivering new business and selling to existing accounts through face to face meetings, telesales and email proposals. Attending industry events and conferences as required.

The company is growing fast and expanding its portfolio internationally so there will be some international travel if required by the company.

The Company:

You will be part of a leading event series focusing on disruptive technologies and digital transformation, they are seeking an ambitious, target driven business development manager. The role will focus on increasing yields from existing accounts, but mainly focusing on selling to the rapidly expanding vendor ecosystem.

This part of the business has grown at 14% per year since 2014 making it a fast paced, exciting environment to work in. The events provide an independent guide to the shifting tech landscape, bringing confidence to business and IT leaders through tailored learning and business development opportunities.

With the digital transformation market forecast to grow at 19.1% annually up to 2022, this is the perfect time for a hungry sales professional to leap into a high growth sector to maximize revenues on a high potential event and start to fast track their career development.

Key Responsibilities:

• Achieve revenue targets
• Achieve the non-financial strategic objectives attached to your event
• Develop and maintain strong product knowledge regarding all events including demographics, content focuses, customer profiles and future strategy
• Develop and maintain strong market knowledge by reading industry news, reports and staying ahead of industry trends.
• Use Salesforce to manage accounts and provide accurate weekly and monthly sales forecasts
• Hit benchmark activity levels to maximize revenues from the rapidly expanding vendor universe
• Be a ‘challenger’ sales professional with the ability to guide your clients and prospects to the right solutions, that will deliver the right results.
• Conduct regular face to face meetings and build strong relationships with your client base
• Understand customers’ business objectives and deliver tailored solutions that offer ROI
• Demonstrate the ability to maximize investment from clients by solution selling, with a range of package elements beyond the exhibition stand
• Focus on increasing yields of existing accounts and target a retention rate of 75%+
• Generate new business accounts
• Effective prospecting - be fully aware of the competitive event and media landscape – visit competitor shows to source leads (some international travel required)
• Identify new vendor categories to sell to and work with the content team and show directors to build the right proposition for them in the event
• Feed in to the event strategy with feedback from your customers
• Be a strong team player and communicate effectively with marketing, content and operations functions to ensure high customer service levels
• Arrange customer service calls pre-event to ensure that your clients are prepared for events, aware of all sales, marketing and PR opportunities to deliver exceptional ROI
• Assist with credit control issues as required to ensure no bad debt against your accounts
• High energy and focus during rebooking on site at events
• Be an ambassador the business maintaining high personal standards and levels of customer service
• Behave in line with company values – Passion, Care, Imagination & Trust
• Be fun to work with, bringing a positive ‘can-do’ attitude

Knowledge & Skills and Behaviours:

• Ability to plan for the short, medium and long term
• Experience at managing incoming leads quickly
• Determination to exceed expectations and problem solve
• Effective communicator internally & externally
• A hungry, motivated and competitive self-starter
• Strong commercial acumen, relationship builder & contributor of ideas
• Ability to deliver new business revenues
• Ability to grow existing revenues
• Ability to work with senior stakeholders
• Adept at networking & able to socialize productively
• Experience of international sales preferred
• Experience on Salesforce preferred
• Comfortable at being a brand ambassador