Business Development Manager

5G and Core Networks Portfolio, Knect 365 Telecoms and Media (an Informa business)

Summary of job role

This is an exciting opportunity to join one of the most successful sales teams in the Knect 365 business, working on the industry leading 5G and Core Networks World Series.

To continue our success into 2017, we are looking for an experienced, focused and motivated events sales professional with a proven track record of growing accounts and securing new business.

Reporting to the Head of Sales, the Senior Sales Executive will be part of a team responsible for delivery of £6.1m+ of sponsorship and exhibitions revenue across 28 market leading international events.

This is a unique opportunity to be part of the Sponsorship and Exhibition sales on one of KNECT 365’s most established, and biggest growth portfolio’s. The role will have a particular emphasis on working as part of the team managing accounts across the 5G Series of events, which are at the cutting edge of the market, capitalising on the fervent discussion around next generation networks for Telco operators. This includes but is not limited to, IoT, NFV and SDN, Network Optimisation, Big Data. The series features shows all of which have been market established for 7 years+ and have a legacy of revenue growth YoY.

Running in Latin America, MENA, Europe and the US, the events bring together between 400-1000 attendees and vary in size from 10-70 exhibition stands. The events are forecast to expand rapidly across each region.

We are looking for a highly motivated, experienced and very well organised Sales Manager to help this top performing team into the next phase of growth by contributing significant personal sales. A commercially minded individual, the successful candidate will have significant input into the future direction of the Series.

Remuneration: Competitive Salary, + Uncapped Commission + Benefits

About Knect 365 Telcoms and Media.

Informa is the leading provider of events, research and training to the global telecoms and media community. Every year 70,000+ delegates and visitors attend our global events. Our sponsorship and exhibition packages offer unique ways to engage a senior level community.

What the role can do for you…

· Work with the leading telecoms providers

· Help to develop key account experience

· Increase your experience in face-to-face meetings

· Develop your sales negotiations and presentation skills

· Work with a truly international client base

· Provide international travel

Key Priorities

· To secure sponsorship and exhibition revenues across 4 events initially with exposure to rest of the portfolio in your first year and a chance to cross sell immediately.

· Leverage the conference agenda with respect to selling speaking positions and panels

· To achieve set sales and profit targets

· Achieve new business targets

· To develop, maintain and expand relationships with clients across the global telecoms industry

· To sell sponsorship and exhibition opportunities to both new and existing clients in the telecoms and media industry

· To sell meeting and hospitality packages to sponsors and exhibitors

· To manage the sale from lead generation to on-site delivery at the event

· To liaise closely with staff across the conference production marketing and operations teams

· Account management of leading sponsors and exhibitors

Performance measurements:

· Achievement of personal sales targets

· Achieving quarterly and annual sales targets

· Achieving activity levels i.e. number of calls per day/per week, number of meetings

· Achieving activity levels across Salesforce.com

· Updating weekly pipelines on Salesforce.com and ensuring this is up to date

· Effective co-ordination with Production, Marketing and Operations

· Attendance at competitor shows

· To attend internal and competitor events in order to meet clients face-to-face

· Growth of existing portfolio by generating new ideas

Required Competencies:

Experienced sales person (min 2 years selling at senior level)

• Main proficiency should be in events sponsorship sales – specifically thought leadership

• Demonstrated experience handling complex briefs and ability to respond with a considered and articulate proposal

• Should display resilience and adaptability whilst working under pressure

Independent worker

• Capable of making good business decisions based upon sound analysis, experience and judgement

• Good problem solving skills - demonstrates mental agility and is solutions focused

• Self-motivated and driven by success

Reliability and Commitment

• Can be relied upon to follow through on commitments made and client servicing

• Takes pride and personal responsibility in maintaining reputation of the product and the team

• Prepared to work beyond contracted hours from time to time

Project Management and Organizational Skills

• Ability to manage heavy workloads, prioritise effectively and draw on resources available to complete tasks at hand.

• Able to anticipate obstacles and find effective solutions

Influencing Internally and Externally

• Skilled at influencing decision makers and networking at a senior level

• Ability to articulate ideas clearly, logically and persuasively

• Strong rapport building skills with clients and colleagues

Questioning and Analytical Skills

• Able to pose intelligent questions that builds understanding of a particular topic and helps identify opportunities

• Enthusiasm for learning and ability to quickly grasp new ideas

• Ability to quickly recognise the issues and respond appropriately

Learning and Development

• Should be a quick learner and demonstrate an ability to learn from others

• Able to take an honest and reflective approach to self-assessment, identifying strengths, weaknesses and an ability to adapt and improve accordingly

• Demonstrate an appetite for progression

The ideal candidate

• Has experience on Saleforce.com or similar systems

• Is proficient with standard Microsoft Office applications

To apply please send a CV and Cover letter to