Business Development Director

2 weeks ago

Singapore Informa Markets Full time

**Company Description**
Informa Markets is one of Informa's B2B Markets and Digital Services divisions. We are a highly international business, with a significant presence in the US, Brazil, the Middle East, India and China.

We work in over a dozen growing, specialist and international markets, with hundreds of leading brands across Health & Nutrition, Healthcare & Pharmaceuticals, Aviation, Beauty & Aesthetics, Infrastructure & Construction, Agriculture and Fashion.

Informa Markets delivers smart events, including must-attend trade-focused exhibitions, specialist content, specialist data and targeted digital services, including lead and demand generation solutions powered by our depth of first-party customer data.

Our live products and digital platforms and services enable buyers, sellers and decision makers in specialist markets to meet, discover and showcase new products and do business.

This role, which is accountable for Project Profitability, Implementing strategy for entire Event management team including industry and government engagement, driving Sales through an experienced team of sales professionals. Partnering with the Event and Sales lead in the Market Pillar to develop and deliver the sales strategy in the Market Pillar via the achievement of stretch Sales targets. Leads, manages and develops a team of event and sales professionals along with creating new products in the evolving conference world of blending digital and physical networking.

**Key responsibilities**:

- Develop Plans and implement strategies into event timeline include Sales, Marketing, VisProm and Operations includes timely report, update, and event management.
- Government and Trade Association Engagement
- Marketplace Engagement on Sales and Visitors
- Partner with the Sales Lead in the Market Pillar in the development of integrated sales strategy and plans, ensuring they are effectively communicated and executed by the wider team.
- Participate or lead group wide Project Management
- Management and Leadership capability - able to recruit, hire, onboard, manage and motivate a high performing event or project team.
- Develop, coach and grow the Event Management and Sales team to reach their full potential in an environment where there are fair opportunities for all. Coaching them to use the process and achieve the vision
- Drive revenue delivery through sales team hitting and exceeding all sales goals/KPI’s
- Developing and maintaining positive working relationships across Informa
- Ability to read and analyse data, use data to measure and improve performance.
- Deliver Sales/Revenue targets through existing and new Customers and new products
- Reporting accurate personal and team-based forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
- Identifying and participating in the development of new products, solutions and target market prospects to secure high value new business
- Developing key account relationships, exploring and developing strategic account plans to identify opportunities to cross/upsell, involving internal specialists in the process to align with business and customer needs
- Delivering innovative and cost-effective solutions, recognising the need to effectively reflect landscape, client needs, market conditions, and Informa products and solutions
- Fostering and leading internal partnerships, ensuring collaboration is driven with a customer focus
- Maximising usage and adherence to Informa systems and processes, adopting a best practice and facilitating developments in line with internal and external requirements
- Salesforce compliance, reporting and forecasting. Coach salespeople to use the process and achieve the vision.

**Qualifications**
- Bachelor Degree in related field
- Analytical Skills - review data and information, draw conclusions and actionable takeaways
- 5 years Industry Knowledge and Event Sales Management experience plus Media/Digital Sales Management
- Engaging at a senior level, building long lasting relationships
- Skilled at building rapport, opening doors, and understanding business requirements of senior decision makers
- Comfortable interacting/managing senior stakeholders and large complex customers
- Experience using CRM to manage and forecast sales opportunities
- Strong analytical and data skills to identify trends, patterns & actions
- Experience of mentoring and/or leading/Managing others effectively
- Strong communication skills written, verbal, presentation

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