Business Development Manager

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Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

WHX Miami (formerly known as FIME - Florida International Medical Expo) is the largest medical trade fair in the United States and Latin America. It serves as a premier platform for healthcare professionals to network, trade, and innovate within the medical industry. WHX Miami boasts impressive global reach, attracting thousands of healthcare professionals worldwide, with the previous show uniting 13,860 professionals from 116 countries and 1,204 exhibitors from 55 countries.

This role is based in our Fort Lauderdale Office.

As a Business Development Manager, you will play a pivotal role in driving revenue growth for WHX Miami by acquiring new business and expanding relationships with existing customers. Your focus will be on meeting and exceeding sales targets while delivering exceptional customer experiences that foster long-term loyalty and satisfaction.

You will sell across multiple products and revenue streams, targeting a diverse customer base that includes large key accounts as well as small and medium-sized independent businesses. By implementing effective sales strategies, identifying new opportunities, and staying informed about market trends, you will deliver tailored solutions that meet customer needs and maximize revenue potential.

• Revenue Growth: Meet and exceed assigned sales targets for WHX Miami by selling across multiple products and revenue streams.
• Customer Acquisition & Retention: Focus on both new business development and retention of existing customers to drive sustainable revenue growth.
• Sales Strategy Execution: Collaborate with leadership to develop and execute a sales strategy, including defining client touchpoints, creating customized sales presentations, and capitalizing on market trends.
• Market Intelligence: Proactively seek new business opportunities through customer intelligence, industry events, and market analysis.
• Negotiation & Closing: Skillfully negotiate contracts and agreements, addressing objections to close deals and maximize revenue.
• Customer Relationships: Build and maintain strong relationships with key customers, ensuring a top-tier experience throughout the sales cycle.
• Industry Knowledge: Stay updated on industry trends, product developments, and competitive events to ensure relevance in sales pitches and customer interactions.
• Sales Pipeline Management: Maintain accurate and up-to-date sales pipeline, activity, and customer data within Salesforce to track progress and forecast revenue.
• Collaboration: Work closely with leadership and cross-functional teams, including marketing, operations, and event management, to ensure customer needs are met and sales goals are achieved.
• Industry Presence: Represent WHX Miami at trade shows, events, and product presentations, establishing a strong presence in the medical space.
• Client Engagement: Maintain a consistent schedule of effective client calls and meetings to build and strengthen relationships.
• Performance Metrics: Success will be measured by:
  • Achieving 2+ hours of constructive talk time daily.
  • Meeting sales targets and revenue goals.
  • Generating new business leads and opportunities.
• Travel Requirements: Domestic and international travel may be required to meet customers and attend trade shows, with the majority of work being office-based.
• Financial Support: Collaborate with the finance team to monitor debt reports and assist with revenue collection activities.
• Accountability Standards: Demonstrate consistent performance against established metrics while maintaining high-quality customer interactions.

• 5+ years of sales or business development experience in media, sponsorship, or B2B event sales, ideally in medical or related industry.
• Strong ability to negotiate effectively, handle objections, and close deals with a consultative, value-based approach.
• Demonstrated success in managing and closing high-level business in a fast-paced, target-driven environment.
• Creative and analytical thinker, capable of developing tailored solutions for customers based on their needs and industry trends.
• Ability to think strategically, manage client relationships, and identify new sales opportunities that drive long-term business growth.
• Strong organizational skills with the ability to manage multiple priorities and maintain accountability for personal sales targets and team goals.
• Ability to work…