Director - New Business Development

Hamilton; Indianapolis (IN); On-site; USD 120,000 - 180,000; Full time

Job summary

Hamilton seeks a seasoned leader to drive New Business Development across Exhibits, Environments, Events, Mobile, and Digital. Build and nurture a strong client pipeline, identify market opportunities, and collaborate with Marketing on tailored pitches.

You will travel ~20% for client meetings and industry events, mentoring teams, and advancing revenue goals while maintaining high professional standards and client relationships.

Qualifications

• 10+ years in business development, sales, or account growth in related events or experiential marketing.
• Proven track record of generating new business and meeting revenue targets.
• Strong understanding of experiential marketing programs and timelines.

Responsibilities

• Identify and research potential clients across Hamilton’s core pillars (Exhibits, Environments, Events, Mobile, Digital).
• Develop and maintain a pipeline of qualified leads through proactive outreach.
• Attend trade shows, events, and targeted networking opportunities to generate opportunities.
• Build the business development strategy with performance targets and growth plans.
• Maintain CRM records and report pipeline status to leadership.

Skills

Business development

Sales leadership

Key account growth

Trade shows

CRM proficiency

Negotiation

Lead generation

Outbound strategy

Market research

Travel readiness

Education

Bachelor's degree

Tools

HubSpot CRM

MS Excel

Marketing automation

Job description

As the leader of New Business Development, you will promote the Hamilton brand across our five core capabilities: Exhibits, Environments, Events, Mobile, and Digital. You will be responsible for generating new business revenue by identifying, engaging with, and nurturing prospective clients who would benefit from Hamilton’s portfolio of event marketing services. You will play a key role in expanding our client base by proactively introducing and pitching Hamilton to businesses who are looking to create high-impact brand experiences.

This opportunity offers growth and leadership potential as the role develops.

Performance will be evaluated based on fulfilling the responsibilities of the position described in a timely, accurate, professional, and responsive manner; meeting revenue expectations; participating as part of a team; and developing and maintaining positive relationships with prospects, clients, and company team members.

This role offers a bonus structure.

Responsibilities

Prospecting and Lead Generation

• Identify and research potential clients across Hamilton’s core business pillars (Exhibits, Events, Environments, Mobile, and Digital)
• Develop and maintain a pipeline of qualified leads through proactive outreach
• Utilize prospecting tools such as industry databases, AI applications/integrations, CRM and marketing automation platforms (e.g., HubSpot), and others
• Attend trade shows, events, and targeted networking opportunities to generate new business opportunities

Outreach and Engagement

• Engage in multiple forms of communication (face-to-face, calls, emails, social media outreach, etc.) to connect with prospective clients
• Schedule and conduct introductory meetings, discovery calls, and presentations
• Follow up consistently to nurture relationships and move prospects through the sales funnel

Sales Strategy and Development

• Build the business development strategy; including performance targets, identify market opportunities, and plans for growth
• Collaborate with Marketing to develop tailored pitch presentations that align with prospective clients’ goals and objectives
• Develop and refine outbound strategies, sales messaging, and value propositions
• Research and provide feedback on trends and solution offerings across Hamilton’s core business pillars to position Hamilton effectively in the marketplace

Pipeline and CRM Management

• Maintain detailed records of outreach, lead progress, and conversions in Hamilton's CRM
• Track key sales metrics (response rates, conversion rates, deal sizes) to optimize prospecting efforts
• Regularly report to leadership regarding pipeline status and sales performance

Relationship Building and Client Onboarding

• Develop strong relationships with prospective clients to foster future business opportunities
• Work closely with internal teams to ensure a smooth hand-off from business development to the Account Director

Qualifications

• 10+ years of experience in business development, sales, or account growth within the trade show, exhibits, experiential marketing, or live events industry is a plus
• Proven track record of generating new business and meeting or exceeding revenue targets
• Strong understanding of experiential marketing programs, design/build processes, services, and timelines
• Experience prospecting, qualifying leads, and developing new client relationships from initial contact through contract execution
• Ability to identify client needs and collaborate with design, sales, and other internal teams to develop winning solutions
• Self-motivated and results-driven with a hunter mentality
• Excellent communication, presentation, and negotiation skills
• Professional presence with the ability to represent the company with potential clients and at industry events
• Proficiency with CRM systems, Microsoft Office applications, AI applications/integrations, pipeline management, and sales forecasting
• Willingness to travel approximately 20% for client meetings, site visits, industry events, and Hamilton engagements

Physical Requirements

• Remaining in a sedentary position, often standing, or sitting for prolonged periods
• The ability to alternate between sitting, standing, and walking