Business Development Manager – Exhibition Sales (B2B Events) at Salt South Africa

• Our client, an international organiser of B2B conferences and exhibitions, is looking for a Business Development Manager to drive sponsorship and exhibition sales across its event portfolio. This is a full-cycle, consultative sales role. It suits someone who enjoys researching a market, building relationships across an industry and closing high-value deals.

The role

• Research and find prospects to build your own pipeline of sponsorship and exhibition opportunities
• Run consultative, needs-based conversations with prospective sponsors and exhibitors using SPIN
• Write tailored proposals, then close and administer the contracts
• Work with the Project Director to create new sponsorship and exhibition opportunities
• Build deep knowledge of your sector and strong relationships within it
• Work with Conference Managers so that sponsors and exhibitors take a meaningful part in the event
• Manage your sponsors and exhibitors on-site at events
• Contribute to the business plan and project management of your events
• Post regularly on LinkedIn to build a visible presence in your market

What success looks like

• Annual sales above USD 1 million at target
• A re-book rate above 80%
• Steady activity: at least five proposals and one signed contract a week, and five booked prospect engagements a day

What you’ll bring

• Experience in consultative B2B new-business sales. Sponsorship, exhibition or media sales experience is an advantage.
• A working knowledge of SPIN selling
• Skill with LinkedIn Sales Navigator and Salesforce
• Strong research skills and real curiosity about the industries you sell into
• Excellent written and spoken communication
• A commercial outlook and the drive to build your own pipeline
• Strong networking and relationship-building skills
• Customer focus, adaptability and creativity, and the ability to influence others
• A collaborative team player who puts first things first