Business Development Manager - Manufacturing

About the role

Informa Markets creates global platforms for industries, organizing over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These annual events are key opportunities for buyers and sellers to build relationships, showcase products, and conduct business. We also provide year-round online platforms for companies to showcase their businesses and products, generate leads, and offer data and digital content that supports knowledge and transactions in markets. As part of Informa, a FTSE 100 company, we are ranked #3 in Glassdoor's Best Places to Work 2025 UK list.

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, analyzing 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 maximize profitability and close deals effectively.
• Meet 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.

Requirements

• 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.

Key Competencies

• High Energy: Persistent and positive attitude throughout the sales cycle.
• Results Driven: Thrives on competition and is committed to exceeding targets.
• Resilient: Uses challenges as motivation to improve performance.
• Entrepreneurial: Takes ownership of sales territory, identifying creative solutions and new opportunities.
• Curiosity: Brings a mindset that fosters growth, creativity, and continuous improvement.

Benefits

• Great community: A welcoming culture with in-person and online social events, including our annual Walk the World charity day and active diversity and inclusion networks.
• Broader impact: Up to four days per year to volunteer, with charity match funding available.
• Career opportunity: Bespoke training and learning, mentoring platforms, and on-demand access to thousands of courses on LinkedIn Learning. Encouragement and support for internal job moves.
• Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day. Option to work from (almost!) anywhere for up to four weeks a year.
• Flexible personal benefits: Choice of benefits, plus company-funded private medical cover.
• ShareMatch scheme: Opportunity to become an Informa shareholder with free matching shares.
• Wellbeing support: EAP assistance, mental health first aiders, a healthy living subsidy, and access to health apps.
• Recognition: Global awards and kudos programs for great work.
• International collaboration: Chance to work with teams around the world.

Pay

80,000 - 100,000 USD + commissions

Schedule

In-person work with colleagues, customers, or partners three days a week or more, with flexibility to work from home or remotely when not in the office or at events.