Business Development Manager, Custom Events, Americas

Introduction

The Economist Group is the leading source of analysis on international business and world affairs. We deliver our information through a range of formats, from newspapers and magazines to conferences and electronic services. 

The Economist Impact Events is the leading provider of international forums for senior executives seeking new insights into strategic issues. These meetings include industry conferences, management events, and government roundtables held around the world. Each meeting organized by the events teams delivers objective and informed analysis. Meetings provide unusually high-level forums where senior executives can gain insights, exchange views and compare strategies.

We are recruiting a Business Development Manager to grow bespoke sponsorship revenue from a portfolio of custom events across the  Americas (North & South). The position reports to the VP, Head of Commercial, Economist Impact Events.

Accountabilities

• Manage the entire business development process (prospect, qualify, proposal, negotiate and close) and work effectively with other functions across The Economist Group
• Maintain personal responsibility in executing the sales process and maximise revenue for a defined portfolio
• Ability to confidently and persuasively convey the merits of The Economist Group capabilities to clients and prospects in all written and verbal communications while maintaining the high quality and professional image of The Economist
• Have a deep understanding of the high end consumer demographic and the most senior-level business decision-makers and their media and purchasing habits for the confirmed category
• Grow a new client base for the verticals assigned
• Focus on growing The Economist Group market share across media and content (as it relates to event sales)
• Foster effective teamwork with local and global sales
• Effectively manage all aspects of your given business (territory) – understanding your clients business, building & managing relationships, and understanding the competitive set
• Adhere to business directives required by management as well as maintaining an accurate and up-to-date sales database
• Act as the Global Sales Lead on identified event key accounts if and when required
• Support the sponsorship delivery process and work closely with operations, marketing, programming teams until the project/event is delivered

Experience, skills and professional attributes

• Significant demonstrable experience of new business development in an events or consultative sales environment
• Proven experience in a similar selling capacity; experience selling event sponsorship is a definite plus
• Experience in presenting and negotiating with senior decision makers of large multi-national corporations
• An ability and willingness to cold call and secure meetings with prospects and A strong consultative sales aptitude
• Strong collaboration skills and the ability to build and maintain productive business/professional relationships
• A keen interest and curiosity in international business and current affairs
• Experience presenting to and negotiating with senior decision-makers of large multi-national corporations
• Highly motivated, with excellent organizational and time management skills
• A good team player with the ability to think strategically and tactically
• Fluency in English and Spanish language is a plus

Budgeted Minimum Compensation

Budgeted Maximum Compensation