Business Development Manager

Overview

The Business Development Manager will identify and implement objectives, strategies and action plans to pursue and close short- and long-term sales opportunities, as well as ensure consistent, profitable growth in sales and revenue. The Business Development Manager will work in partnership with the Client Services and Operations teams to achieve Company revenue and profit goals, objectives and delivery of customer service while building long term relationships with clients, facilities and organizations.

Responsibilities

• Sells, produces, and renews individual accounts serving as the primary sales/client services point of contact.
• Responsible for prospecting and securing sales and services tailored exclusively to the exhibitions and event industry.
• Represents GES to clients, venues, facilities, and industry stakeholders.
• Develops relationships with Convention Bureau Staff, Hotels, Venues, and subcontractors to generate leads and position GES as a trusted partner.
• Prospects for new business by developing targeted solicitation plans for key accounts including any and all potential meeting venues, hotels, associations and corporations exhibition and events opportunities.
• Individually identifies opportunities for cross-selling with other GES lines of business, such as audio-visual and event accommodations.
• Works with GES Business Development and Client Services teams to coordinate with others within GES for all Phases of pre-show, on site and post show project management.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow up activities within the Salesforce.com (CRM).
• Maintains open and ongoing communication with clients to ensure their needs/expectations are consistently met or exceeded on schedule.
• Creates and conducts GES Capabilities presentations.
• Prepares client centric RFP responses.
• Responsible for the management of shows from planning stages through collection of final invoice.
• Develops creative proposals and presentation materials.
• Negotiates and prepares contracts to secure new business and retain existing business.
• Proactively provides information to clients to assist in securing future business.
• Attends, participates and maintains, memberships in local and national industry organizations to provide maximum exposure for the Company; and meet face to face with clients and prospects.
• Maintains current knowledge of the Exhibitions & Events Industry and our competitors.
• Assists with and assumes Client Services responsibilities when necessary.
• Transitions new employees to the GES culture and workforce.
• Adheres to all company policies, procedures and business ethics codes (CORE Values).
• Account size and revenue volume guidelines
  • Individual Volume – $1 Million or more annually
  • Ability to sell, lead, and/or produce as the primary point of contact on accounts up to $750K annually
• Other duties as assigned.

Qualifications

• Bachelor’s degree in Hotel/Business Administration, related field or comparable experience.
• 2-8 years consultative Sales/Production experience in the Exhibitions and Event Industry preferred.
• Exhibition Industry experience a plus.
• Experience developing targeted solicitation plans to secure key accounts.
• Strong negotiation skills.
• Self-motivated with a positive attitude.
• Strong oral and written communication skills.
• Dynamic, consultative and influential sales communications style.
• Results oriented individual with proven sales success.
• Demonstrated proficiency in developing short-term and long-term vision and strategy to achieve targeted sales objectives in a fast-paced environment.
• Excellent oral and written communication skills including the ability to develop and deliver a polished, professional presentation with very limited direction.
• Professional attire-Business professional and Business Casual.
• Ability to negotiate sales contracts.
• Able to problem solve in a positive and creative manner that serves both GES and Client needs.
• Ability to courageously fire ahead and self-navigate through a large company to explore and consult with many professionals to develop custom client solutions.
• Ability to manage multiple projects and events at various stages of development.
• Effective interpersonal skills.
• The ability to develop outstanding relationships with clients and internal team members at all levels of the company.
• Proficient computer skills to include Microsoft Office Suite.

Work Environment

• Moderate travel required – up to 35%
• Available to work nights, weekends, and at event locations.
• Require a flexible work schedule as events occasionally run on weekends and evenings.
• Work will be required in both an office, remote or show floor setting.
• Show Floor conditions can include a somewhat crowded or noisy area where there may be mild discomfort due to temperature, dust or other conditions.

EEO Information