ROLE SUMMARY:
The Senior Business Development Manager is responsible for revenue generation from new customers, within one or several business units. He/ She will be expected to source and close leads working with Exhibitor Marketing, to develop strategies to attract new customers, enter new markets and review new business revenue. The role will be expected to sell to a variety of customers, independent small and medium enterprise customers (most our customer base) up to large key account acquisitions. As part of the life time management of customers, at times the Senior / Business Development Manager will be expected to support the closing or retention of high value or strategic customers, in particular those whom the Senior / Business Development Manager first acquired.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Revenue generation of specified amount assigned, through sales (booth, sponsorship/ advertisement and fully integrated packages) to new customers (including some customers who have not exhibited for several years) across products and revenue streams within a business unit
- Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
- Development of brand and industry specific knowledge to enhance and improve new business sales performance
- Identification and development of business development strategies, working with Event Directors to target new market sectors and regions
- Development of market analysis and opportunity assessment for brand growth and new revenue growth opportunities
- Collaboration with Exhibitor Marketing teams to develop attraction campaigns which could drive business development opportunities
- Support on the on-site re-booking of new business customers, and begin the handover of customers onto the account management team
- Support (where necessary) in the retention of existing customers
- To account manage newly acquired customers through their first show cycle to ensure a positive experience and provide resolution advice where necessary, working with other business functions (e.g. Marketing, Brand or Event Operations)
- Liaise with the Event Director in relation to key high value new customers, and Sales Operations with regards to available spots on the floor plan
- Adoption of sales pipeline process and data quality maintenance through use of Salesforce (CRM system)
- Manage the capture and entry of Sales contract information
- Manage sales information and customer requirements (via Salesforce) to Sales Operations and Event teams
- Act as an informal mentor to Business Development Executives within the Sales team, to share industry knowledge and experience
- Support overdue payment collection for accounts under management
- Perform additional responsibilities as assigned
ILLUSTRATIVE ROLE METRICS:
- Business Development revenue targets
- New business revenue growth (new customers)
- New business revenue growth (lost customers)
- Brand (Event/product) new business revenue performance against target
- Life time customer value
- Individual performance metrics
- Number of open opportunities
- New business sales conversion % (win rate)
- Deal size (average sales value for closed – won deals)
- Sales cycle time (average time it takes a team to close a customer)
- % of sales target attained
- Individual sales activity metrics
- Number of new calls and meetings (by sector / account size)
- Number of new opportunities (pipeline)
- Number of new leads generated into pipeline
- Number of new f2f customer meetings
- Sales process and technology adoption metrics
- Key Salesforce system adoption metrics
- Sales Excellence pipeline process adoption
