Business Development Manager

Job Description
The Business Development Manager is responsible for driving revenue growth by identifying and securing new business opportunities across multiple brands within Informa Markets.

Key Responsibilities

Identify and engage high-value prospects with compelling proposals, guiding them through the buying process.

Apply consultative selling techniques to uncover customer needs and present tailored solutions.

Build industry-specific knowledge by attending competitor events, analysing market trends, and sharing insights across the team.

Collaborate with Marketing to create packages and campaigns that attract new customers and support revenue growth.

Leverage insights into customer buying trends to develop effective sales plans and approaches targeting new accounts.

Use Salesforce to track client interactions, opportunities, and forecasts that are up to date and accurate.

Represent Informa at industry events, competitor shows, and networking opportunities to generate leads and expand market reach.

Build and maintain relationships with senior-level decision-makers to secure new partnerships and sponsorships.

Conduct market research to identify emerging trends and opportunities for business growth.

Actively engage with prospective clients to position Informa as a trusted partner in their industry.

Prepare detailed reports on sales performance, market trends, and ROI for senior leadership.

Develop pricing strategies and proposals to maximise profitability and close deals effectively.

Achieve or exceed daily, weekly, and monthly sales activity and revenue targets.

Performance Targets

Lead Generation: Achieve daily call/email quotas to identify and qualify new prospects.

Revenue Growth: Meet or exceed monthly and quarterly revenue targets through new business acquisition.

Market Expansion: Secure new accounts and partnerships to increase Informa’s market share.

Sales Activity: Maintain consistent outreach and engagement with prospective clients.

Qualifications

Bachelor’s degree or equivalent experience.

5-7 years of B2B sales experience, ideally in media, sponsorship, or B2B events, with proven revenue achievement.

Strong expertise in lead generation, consultative selling, and closing high-value deals.

Excellent negotiation, communication, and relationship‑building skills.

Ability to develop creative solutions and identify new opportunities for growth.

Proficiency in CRM systems (Salesforce preferred) for pipeline management and reporting.

High energy and resilience to thrive in a competitive sales environment.

Entrepreneurial mindset with a proactive approach to managing sales territory.

Willingness to travel up to 50% for client meetings, industry events, and business development activities.

Results driven, resilient, and entrepreneurial – with a curious mindset that fosters growth, creativity & continuous improvement.

Benefits

Great community: a welcoming culture with in‑person and online social events, charity days and diversity & inclusion networks.

Broader impact: up to four days per year to volunteer, with charity match funding.

Career development: bespoke training, mentoring platforms and access to LinkedIn Learning courses; internal job moves encouraged.

Time off: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and up to four weeks of remote work per year.

Flexible personal benefits and company‑funded private medical cover.

ShareMatch scheme allowing free matching shares.

Wellbeing support via EAP, mental health first aiders, healthy living subsidy and health apps.

Recognition programmes, global awards and kudos programmes.

International collaboration with teams worldwide.

Salary
$80,000 – $100,000 base + commission based on experience.

Equal Opportunity Employer
Informa is an Equal Opportunities Employer. We base decisions on relevant qualifications and merit and do not discriminate on the basis of any protected characteristic. We welcome and encourage applications from all backgrounds.

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