The Business Development role will work closely with leadership team to develop value propositions that meet the needs of new customers from our clients core market and adjacent markets including gaming and adtech.
The Role:
Generate "net new" exhibition space revenue from adjacent and emerging technology sectors eg Gaming, esports, Ad Tech, AI/Machine Learning, VR/AR., Virtual Production.
To work alongside Director - Exhibition and the Marketing Department to identify and target key events, conferences, websites and publishing platforms that currently house these tech companies from adjacent sectors.
Working with the Director - Exhibition, to lead the creation and development of product value propositions that demonstrate ROI to these new target companies.
To focus on all Exhibition Space related products - Space Only, Shell Scheme, Content Everywhere, Outside Exhibits, Meeting Space.
To structure and manage prospect lists through the CRM - by Technology area, by Region etc.
To maintain and report on ongoing pipeline of prospects.
To ensure effective handover of each sale to the relevant Account Manager.
To work with the wider SAM team to ensure effective communications on target lists, prospects and converted business.
To continuously look for efficiencies in how to cover targeted companies as effectively as possible.
To identify wider sponsorship sales opportunities from all prospects and converted customers.
To work alongside the sponsorship sales team to maximise and expand each sales opportunity.
Develop specific plans to identify and convert priority areas and growth opportunities from the identified target areas.
Person Specification
A good relationship builder at C level globally including working with aa variety of cultures
Passionate about sales
Externally focused
Market focused
Proven track record in generating new business within international exhibition sales
High energy, self-motivated
Excellent formal presentation skills
Skills and experience
A minimum of 7 years of related experience in Exhibition Sales ideally or Media Sales
A strong track record in relationship selling
Ability & willingness for worldwide travel, coupled with a 'get the job done' attitude
Ideally experience in the Broadcast/Media Entertainment sector or related technology sector
A proven track record in understanding market dynamics.
Handle actively welcomes applicants from under-represented backgrounds - we pride ourselves on attracting the best talent for every opportunity through a commitment to equality, diversity and inclusion.
