The role of Business Development Manager is to source and build key customer relationships, identify business opportunities, negotiate and close business deals and maintain extensive knowledge of current market trends, issues and conditions.

At the heart of this role is the ability to generate momentum for the exhibition sales function. Your success will be determined by the sourcing and contracting of new business, and by the management of incremental growth from existing business.

In this role you will be required to perform the following core functions:

Identify, source and maintain lists of prospective clients to complement existing data
Develop and maintain excellent relationships with existing exhibitors, sponsors, and partners
Research the market and know our competitors’ products to allow effective identification and development of the company’s unique selling propositions and differentiators
Keep abreast of industry developments to identify and research new growth areas for sales
Initiate and undertake existing and prospective clients visits when necessary
Use face to face meetings as a direct path to sales growth
Maintain key customer care objectives – understand their needs and match those to specific opportunities within our events that will deliver their desired outcome
Attend industry functions when required and visit relevant locally based exhibitions
Understand how a client’s needs may evolve over time, adjust discussions appropriately and report changes to colleagues and management
Write high quality sales proposals indicating an understanding of our clients objectives
Quote clients on pricing options, payment terms and negotiate mutually beneficial outcomes
Accurately compile sales contracts and record completed sales within our CRM system
Ensuring that all sales administration is completed to a high and accurate standard
Liaise with the finance department to assist in staged payment collection where necessary
Work with our operations team to arrange the delivery/fulfillment of each contract
Achieve personal exhibition space and sponsorship revenue targets, outbound call targets and other appropriate KPIs
Assist with the operational running of the event onsite, and with the onsite rebook
Conduct structured client follow up to understand their ROI and satisfaction with our events
Arrange and participate in internal and external client debriefs
Collate and produce sales plans and reports as required to report to sales management

To succeed in this role you would be expected to demonstrate a solid sales background, you would have:

Proven yourself in the generation of sales & new business – track record of hitting targets
The ability to convert new business in challenging markets
Direct consultative selling (face to face & telesales experience to SME’s, liaising at MD level)
Tenacity and sales drive
A range of selling skills that have increased teams performance through development
Focus – be a self-starter that works on own initiative
Shown you can work well under pressure
The ability to collaborate who can also work well within teams
Work towards best practice and high standards
Solid sales planning and reporting skills
Problem solving and negotiation skills
The ability to set clear goals and objectives

The right candidate will be:

Highly self-motivated who enjoys succeeding and achieving
An excellent communicator
Able to deal with a broad range of people at every level
Pro-active and able to take responsibility
An astute negotiator
Have the ability to socialise and network

Business Development Manager

Hannover Fairs Australia Sydney NSW 2000

Hannover Fairs Australia

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