AEO - Association of event organisers

Business Development Manager IBTM 1 year contract

AEO

Business Development Manager IBTM 1 year contract

  • Closing date: 31-Dec-2019
  • Hours:
    • Full Time
  • Job function:
  • Contract type:
    • Contract
    • Maternity

Job Title: Business Development Manager – (1 year contract)
Reports to: Portfolio Business Development Manager, IBTM portfolio
Based at: Richmond, Surrey, UK

Team Structure: IBTM events Buyer team: Portfolio Business Development Manager and Operations Manager, Account Managers and Business Development Managers, Buyer Executives
Job Purpose: Responsible for the Business Development strategy for event and meeting planner professionals (Buyers), including the recruitment of these to IBTM events
Scope: The role of a Business Development Manager specialises in working with high level event and meeting professionals. They will strive to build new and existing relationships, and take ownership of their market.

Key Responsibilities:

  • Always have the Buyers and customers best interests in mind whilst keeping in line with the event strategy
  • Develop and implement a comprehensive Buyer Business Development Strategy for your specialist market
  • Build solid relationships with the Events Industry
  • Cultivating new and existing relationships with event and meeting professionals
  • Grow the IBTM database by 30% YoY with key focus on the Association & Corporate market; including the necessary business development initiatives and costs to achieve these goals
  • Achieve other buyer targets set for the IBTM Portfolio Events with key focus on IBTM World
  • Regular communication with buyers on the telephone, via e-mail and at face-to-face meetings where required
  • Cleaning and reviewing Buyer Data to ensure invite lists for IBTM events are accurate and meet the qualifying criteria set by the event strategy
  • Using the database (Certain) to monitor registrations and maintain an accurate database of industry contacts for analysis and future recruitment
  • Identify potential Key Industry partnerships to support recruitment
  • Attendance to industry events and client meetings to establish new contacts and network with industry professionals
  • Delivering an exceptional experience for customers and buyers
  • Production and presentation of weekly, monthly and other regular management reports

Required Skills and Qualifications

  • Outstanding commercial awareness, confidence, drive and initiative
  • The desire to ensure customer and buyer satisfaction
  • Exceptional negotiating and social skills:
    • Being able to network effectively, meet new people and building relationships with professionals in the field; and
    • Being confident and persuasive while networking with industry contacts
  • Excellent interpersonal and communication skills:
    • Communicating clearly, both verbally and in writing, in order to create a clear and communicative environment between the accounts and or the buyers;
    • Being able to work independently with minimal supervision
    • Being able to deal with a diverse group of people , potentially adversarial situations using a calm, polite, tactful, discrete and effective approach
  • Organisational and time management skills, ability to prioritise and plan effectively:
    • Having strong multitasking skills; being organised enough to handle a number of buyers/accounts at the same time; and
    • Coping with pressure and working to tight deadlines
  • Analytical, problem solving, and decision making skills
    • Identifying issues and resolving problems in a timely manner exercising good judgement and critical thinking and
    • Being a clear thinker
  • Good knowledge and understanding of the European Meetings, Events and Incentive Industry
  • A proven understanding and commitment to growing the programme through a business development approach.
  • Excellent database/IT skills
  • Enthusiastic team player who can work collaboratively in an international environment.
  • A flexible approach to working methods and hours of attendance.
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