Manager of Business Development

GES - Global Experience Specialists; Las Vegas (NV); Hybrid; USD 85,000 - 125,000; Full time

Benefits offered by this job

Competitive salaries

401K with company match

Healthcare/vision/dental insurance

Wellness benefits

Career development program

Employee assistance program

Vacation time

Community involvement opportunities

Team activities

Job summary

GES - Global Experience Specialists in Las Vegas seeks a Business Development Manager to identify and pursue sales opportunities, driving profitable growth. You will collaborate with Client Services and Operations to meet revenue goals and deliver excellent customer service while cultivating long-term relationships with clients, facilities and organizations.

You will lead prospecting, negotiations, and contract development, coordinate cross-functional teams, and leverage CRM tools to maximize

Qualifications

• Bachelor's degree or related experience.
• 2-8 years consultative sales/production in Exhibitions and Event Industry.
• Exhibition industry experience is a plus.
• Strong negotiation skills.
• Self-motivated with a positive attitude.
• Strong oral and written communication skills.
• Dynamic, consultative and influential sales style.
• Results oriented with proven sales success.
• Ability to develop short- and long-term vision and strategy.
• Professional presentation skills; attire business professional.
• Ability to negotiate contracts.
• Creative problem solving; ability to navigate a large company.
• Manage multiple projects and events; strong interpersonal skills.
• Develop outstanding relationships with clients and internal teams.
• Proficient in Microsoft Office.

Responsibilities

• Sells, produces, and renews accounts as primary contact.
• Prospect and secure exhibitions and event industry sales.
• Represent GES to clients, venues, and stakeholders.
• Develop relationships with convention bureaus, hotels, venues and subcontractors.
• Develop targeted solicitation plans for key accounts.
• Identify cross-selling opportunities with other GES lines.
• Coordinate with teams for all pre-show, on-site and post-show PM.
• Maintain Salesforce CRM records of activities.
• Maintain ongoing client communication to meet needs.
• Prepare client-centric RFP responses.
• Manage shows from planning to final invoicing.
• Develop proposals and presentations; negotiate contracts.
• Provide information to clients for future business.
• Attend industry events; build client relationships face-to-face.
• Maintain knowledge of Exhibitions & Events Industry and competitors.
• Assist Client Services when needed; transition new hires to GES culture.
• Adhere to CORE Values and company policies.
• Account size guidelines: up to $1M annually; up to $750k for primary contact.
• Other duties as assigned.

Skills

Negotiation

Communication

Self-motivated

Relationship building

Sales leadership

Multitasking

Education

Bachelor's degree in Hotel/Business Administration

Tools

Microsoft Office

Job description

The Business Development Manager will identify and implement objectives, strategies and action plans to pursue and close short- and long-term sales opportunities, as well as ensure consistent, profitable growth in sales and revenue. The Business Development Manager will work in partnership with the Client Services and Operations teams to achieve Company revenue and profit goals, objectives and delivery of customer service while building long term relationships with clients, facilities and organizations.

Responsibilities

• Sells, produces, and renews individual accounts serving as the primary sales/client services point of contact.
• Responsible for prospecting and securing sales and services tailored exclusively to the exhibitions and event industry.
• Represents GES to clients, venues, facilities, and industry stakeholders.
• Develops relationships with Convention Bureau Staff, Hotels, Venues, and subcontractors to generate leads and position GES as a trusted partner.
• Prospects for new business by developing targeted solicitation plans for key accounts including any and all potential meeting venues, hotels, associations and corporations exhibition and events opportunities.
• Individually identifies opportunities for cross-selling with other GES lines of business, such as audio-visual and event accommodations.
• Works with GES Business Development and Client Services teams to coordinate with others within GES for all Phases of pre-show, on site and post show project management.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow up activities within the Salesforce.com (CRM).
• Maintains open and ongoing communication with clients to ensure their needs/expectations are consistently met or exceeded on schedule.
• Creates and conducts GES Capabilities presentations.
• Prepares client centric RFP responses.
• Responsible for the management of shows from planning stages through collection of final invoice.
• Develops creative proposals and presentation materials.
• Negotiates and prepares contracts to secure new business and retain existing business.
• Proactively provides information to clients to assist in securing future business.
• Attends, participates and maintains, memberships in local and national industry organizations to provide maximum exposure for the Company; and meet face to face with clients and prospects.
• Maintains current knowledge of the Exhibitions & Events Industry and our competitors.
• Assists with and assumes Client Services responsibilities when necessary.
• Transitions new employees to the GES culture and workforce.
• Adheres to all company policies, procedures and business ethics codes (CORE Values).
• Account size and revenue volume guidelines:
• Individual Volume – One million dollars or more annually
• Ability to sell, lead, and/or produce as the primary point of contact on accounts up to seven hundred and fifty thousand dollars annually
• Other duties as assigned.

Qualifications

• Bachelor’s degree in Hotel/Business Administration, related field or comparable experience.
• 2-8 years consultative Sales/Production experience in the Exhibitions and Event Industry preferred.
• Exhibition Industry experience a plus.
• Experience developing targeted solicitation plans to secure key accounts.
• Strong negotiation skills.
• Self-motivated with a positive attitude.
• Strong oral and written communication skills.
• Dynamic, consultative and influential sales communications style.
• Results oriented individual with proven sales success.
• Demonstrated proficiency in developing short-term and long-term vision and strategy to achieve targeted sales objectives in a fast-paced environment.
• Excellent oral and written communication skills including the ability to develop and deliver a polished, professional presentation with very limited direction.
• Professional attire-Business professional and Business Casual.
• Ability to negotiate sales contracts.
• Able to problem solve in a positive and creative manner that serves both GES and Client needs.
• Ability to courageously fire ahead and self-navigate through a large company to explore and consult with many professionals to develop custom client solutions.
• Ability to manage multiple projects and events at various stages of development.
• Effective interpersonal skills.
• The ability to develop outstanding relationships with clients and internal team members at all levels of the company.
• Proficient computer skills to include Microsoft Office Suite.

Work Environment

• Moderate travel required – up to 35%
• Available to work nights, weekends, and at event locations.
• Require a flexible work schedule as events occasionally run on weekends and evenings.
• Work will be required in both an office, remote or show floor setting.
• Show Floor conditions can include a somewhat crowded or noisy area where there may be mild discomfort due to temperature, dust or other conditions.

Benefits

• Competitive salaries
• 401K with company match
• Healthcare/vision/dental insurance
• Wellness benefits
• Career development program
• Employee assistance program
• Vacation time
• Community involvement opportunities
• Team activities