Business Development Manager (JR101378)

At Clarion, our people are at the absolute heart of what we do. We’re proud that our core values of PASSION, CARE, IMAGINATION, and TRUST define the way we carry out our work across all of our exhibitions and conferences.

If you share our values and want to be a part of a successful, dynamic, and creative global business then we want to hear from you.

The Opportunity:

The main responsibility for the role is to sell the DTX suite of products, including stands, seminars, curated sponsorship packages as well as digital solutions, be it as part of a coherent joined up campaign or in singularity. 

The role will focus on delivering new business and selling to existing accounts through face-to-face meetings, hitting the phone, video conferencing and email proposals. Attending industry events and conferences as required.

Imago Techmedia – Clarion’s leading event series focusing on disruptive technologies and digital transformation - are seeking an ambitious, target driven business development manager. The role will focus on increasing yields from existing accounts, but mainly focusing on selling to the rapidly expanding vendor ecosystem as we look to monetize the next multi-trillion-dollar industry. Our events provide an independent guide to the shifting tech landscape, bringing confidence to business and IT leaders through tailored learning and business development opportunities.

Cloud, Network, Cyber and AI are both current and future core technologies which are and will enable Digital Transformation. The ideal candidate will have a desire and the ability of outperforming market growth in their previous roles, as well as increasing market share vs. key competitors.

Visit our YouTube Channel to get a feel for how Imago Techmedia delivers world class events

Key Responsibilities:

• Achieving revenue targets (Experience of hitting £1m+ preferred)
• Generating new business accounts, this will represent ~30-40% of your target
• Developing and maintaining strong product knowledge regarding all Imago events including demographics, content focuses, customer profiles and future strategy
• Using Salesforce to manage accounts and pipeline to provide accurate weekly and monthly sales forecasts
• Hitting Clarion’s benchmark activity levels to maximize revenues from the rapidly expanding vendor universe (New Opportunities, Pipeline Modifications, Activities, Closed business)
• Being a ‘challenger’ sales professional with the ability to guide your clients and prospects to the right solutions, which will deliver the right results.
• Conducting regular face to face meetings and building strong relationships with your client base along with understanding customers’ business objectives and delivering tailored solutions that offer ROI with effective prospecting – being fully aware of the competitive event and media landscape – visiting competitor shows to source leads (some international travel required)
• Demonstrating the ability to maximize investment and yield from clients by solution selling, with a range of package elements through a tailored campaign targeting a retention rate of 75%+
• Identifying new vendor categories to sell to and working with the content team and show directors to build the right proposition for them in the event. Feeding into the event strategy with feedback from your customers
• Being a strong team player and communicating effectively with marketing, content and operations functions to ensure high customer service levels

Knowledge, Skills & Behaviours:

• Ability to sell coherent multi-faceted annual campaigns
• Ability to forecast and plan for the short, medium and long term
• A hungry, motivated and competitive self-starter who excels in delivering new business revenues while growing existing revenues
• Effective communicator internally & externally with strong commercial acumen, relationship builder & contributor of ideas
• Ability to work with senior stakeholders - adept at networking & able to socialize productively
• High energy, bringing a positive ‘can-do’ attitude

About Clarion Events

Clarion Events is one of the world’s leading event organisers, producing and delivering innovative and market-leading events since 1947. (https://clarionevents.com/welcome)

Clarion Events embrace diversity and equal opportunities in all that we do. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.

Clarion is private equity backed and owned by Blackstone. Blackstone is one of the world’s leading global investment funds, investing capital for the long term in order to build successful, resilient businesses. (https://www.blackstone.com/)

Our purpose is to deliver exceptional customer outcomes and experiences, by making every connection count.

Our vision is we want every one of our products to be a market leader in customer satisfaction and delight.

• 25 days’ holiday plus bank holidays
• End of year wellbeing shutdown (closed for the last week of the year)
• Celebration day off (e.g. birthday, Diwali, Eid, etc)
• Summer Hours in August (3pm finish on Fridays)
• Helping Our World (HOW) Days – one paid day per quarter to carry out charity work
• Pension Scheme
• Private Medical Insurance
• Health Cash Plan
• Employee Assistance Programme (EAP) – a 24/7, 365-day confidential helpline
• Subsidised Café
• Season Ticket Loan
• Cycle to Work Schemes
• Free on-site gym and shower facilities
• Free eyesight tests
• Free flu vaccination – offered on site once a year for all employees