Business Development Manager - International Sanitary Supply Association (ISSA)

Business Development Manager - ISSA Show North America

As a crucial member of the ISSA Show North America team, this role plays a pivotal part in expanding our customer base and exploring new sectors within the commercial, industrial, and residential cleaning markets. The Business Development Manager is tasked with achieving revenue growth targets by acquiring new customers. The initial experience our customers have in their first year significantly influences long-term loyalty, making this role responsible for managing the first year’s sales cycle.

Key Responsibilities:

• Drive Sales Growth: Sell across various products and revenue streams, consistently exceeding assigned revenue targets for new business acquisitions.
• Develop Sales Strategies: Collaborate with the Show Director and sales team to devise and execute effective sales strategies for the assigned territory. This includes client engagement tactics, sales presentations, and customized packages aligned with market trends.
• Lead Generation: Actively generate and pursue new business leads through customer insights, cold calling, participation in industry events, and thorough market analysis.
• Innovative Sales Initiatives: Contribute to and adopt new sales initiatives, strategies, and programs aimed at capturing key demographics based on customer feedback.
• Marketing Collaboration: Work closely with Marketing teams to generate quality leads and enhance customer acquisition efforts.
• Customer Retention: Support the retention of existing customers as needed, particularly high-value clients acquired by the Business Development Manager.
• Effective Negotiation: Negotiate effectively and proactively handle customer objections to secure successful sales outcomes.
• Team Collaboration: Liaise with the Show Director and internal teams concerning new key customers and floor placement strategies.
• Market Analysis: Conduct thorough market analysis and opportunity assessments to identify avenues for revenue growth and new business opportunities.
• Salesforce Management: Maintain accurate records of sales pipeline, activities, and customer information within Salesforce CRM.
• Industry Presence: Enhance industry credibility through active participation in trade shows, product presentations, and staying updated on industry developments.

This role requires a proactive approach, strong communication skills, and the ability to thrive in a dynamic sales environment. The Business Development Manager will play a pivotal role in shaping the growth trajectory of ISSA Show North America within the cleaning markets.

• 5+ years of experience in business-to-business sales, specializing in event sponsorship and new business acquisition.
• Proven track record of successfully prospecting and expanding revenue from both existing and new accounts.
• Consistently achieve and surpass revenue targets, demonstrating a strong focus on sales performance.
• Expertise in identifying and capitalizing on cross-selling and upselling opportunities to maximize revenue growth.
• Skilled in asking probing questions to address customer objections proactively and effectively.
• Proficient in analyzing sales data and statistics to develop strategic solutions that drive business outcomes.
• Competent in utilizing CRM systems for managing customer data and forecasting sales opportunities.
• Thrives in a dynamic, fast-paced environment, maintaining excellent time management skills.
• Demonstrates strong internal navigation skills to secure necessary support and resources for success.
• Collaborative team player, adept at fostering relationships with exhibitors and internal teams.
• Motivated to continuously learn and stay abreast of industry trends, products, and news.
• Willingness to travel 10-20% as required for business needs.

Further Information:

• Competitive salary range between $65,000 - USD 85,000, with uncapped commission tied to sponsorship and exhibit revenue.
• Job posting expires on October 12th, 2024.

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com.

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks 
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year 
• Competitive benefits, including a 401k match, parental leave and an ESPP offering company shares at a minimum 15% discount 
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs 
• As an international company, the chance to collaborate with teams around the world 

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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