Business Development Manager

Informa Markets , a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.

We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.

This role is based in our Irving, TX office.

The Business Development Manager is responsible for driving revenue growth by identifying and securing new business opportunities. While focused on a specific brand, the role also requires adaptability across multiple brands. Emphasizing consultative sales, you will proactively engage prospective clients to expand Informa’s market presence, increase customer acquisition, and drive new revenue streams.

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, 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 sponsor ships.
• 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.

• 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.

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together…