Business Development Manager

Summary about this job

Detail information about job Business Development Manager. Terms and conditions vacancy

CEBIT is Australia’s largest and longest running business technology event, which is owned and operated by Hannover Fairs Australia.

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 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 clients visits when necessary and appropriate
• Attend industry functions when required and visit relevant locally based exhibitions
• Maintain key customer care objectives – understand their needs and match those to specific opportunities within our events that will deliver their desired outcome
• Understand how a client’s needs may evolve over time and adjust discussions appropriately
• Write high quality sales proposals indicating an understanding of our clients objectives
• Quote clients on pricing options, and negotiate to deliver 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
• Collate and produce sales plans and reports as required to report to sales management
• Liaise with the company finance department to assist in deposit/staged payment collection where necessary
• Work with our operations team to ensure the delivery of the contracted services
• 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
• Arrange and participate in internal and external client debriefs
• Conduct structured client follow up to understand their ROI and satisfaction with our events

To succeed in this role 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 (Field & telesales experience to SME’s & 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