AEO - Association of event organisers

Business Development Manager IBTM 1 year contract


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.
  • "Broadway Events joined the AEO on the Enterprise Membership. We’ve already taken advantage of the many benefits including the excellent FaceTime Masterclasses and training guides for exhibitors."
    Emma Barrett
    Broadway Events
  • "We are a member of the AEO because it is a proactive association for the events industry. As an organiser it provides us with high value ideas, networking, guidance and information."
    David Harrison
    PPMA Group
  • "This year, the association has led working groups to address industry issues and put on some amazing events full of insightful content for both organisers and, through the AEOs FaceTime initiative, exhibitors. In addition, the AEO has represented the industry at a Governmental level to raise awareness of the importance of events to the UK economy."
    Paul Byrom
    Brand Events
  • "I genuinely believe that if you’re involved in organising events you should become a member of the AEO."
    Simon Kimble
    Clarion Events
  • "Our membership of the AEO represents real and tangible value for UBM - it provides fantastic networking opportunities, practical training for our team as well as valuable insight into the state of our industry."
    Simon Parker
  • "The AEO take great effort to ensure our industry continues to be recognised for its value, promotes the sector for talent acquisition and encourages the sharing of best practice across its members and their customers. It also provides a rich calendar of events for our staff to learn, network, share experiences and celebrate with their peers in the industry."
    Stuart Johnston
    Ascential Events
  • "As an Association business, we appreciate the excellent work the secretariat of the AEO do for our community. From the events side of our business, the AEO provides an excellent return on investment, providing thought leadership, fantastic networking, brilliant awards, excellent research and FaceTime, a valuable tool to tell our markets why exhibitions and events should be an essential part of the marketing mix."
    Neil Felton
  • "AEO’s networking and member meetings are valuable for individuals at all levels within our organisation. The promotion of our sector to the outside world, to government, authorities and business at large is another vital aspect of the AEO’s purpose for members, many of whom, like my company, work on events throughout the world."
    Stephen Brooks
    Mack Brooks Exhibitions
  • “Knowledge is power and the AEO dinners are certainly powerful, there is always a wealth of knowledge at the table. Insightful presentations make for a constructive and extremely social way to learn from the experts who’ve done it before. I attended the Japanese evening and gained really valuable insight about the culture and how best to communicate with a local audience.”
    John Whitaker
    Vice President Marketing, Data & Digital , dmg events
  • "We have the opportunity to contribute positively to the industry as well as gaining valuable insight and advice. There’s no need to spend valuable time and money reinventing the wheel when you have so many experienced professionals in AEO membership to learn from”
    Emma Cartmell
    CHS Group
  • "JOINING THE AEO HAS BEEN FANTASTIC! Being able to gift our customers with free places at the FaceTime masterclasses, learn alongside industry peers and seek advice to common challenges is invaluable”
    Sharon Azam
    GovNet Communications




AEO news