Business Development Representative

Company Description

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.
Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.
We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programmes for individuals and businesses.

Job Description

What isBioProcess:

BioProcess International™ stands as a monthly, controlled-circulation magazine that is entirely dedicated to the advancement, scale-up, and production of biotherapeutics and biodiagnostics. With each new issue, we furnish the global industrial biotherapeutic community with the latest, peer-reviewed information, delving into aspects like business, politics, ethics, applications, products, and services essential for effectively propelling biopharmaceuticals, vaccines, and biodiagnostics through the intricate phases of development and manufacturing.

Across various domains, Informa's premier brands and proficient teams orchestrate events and exhibitions, provide intelligence-driven products and services, cultivate vibrant communities both in-person and digitally, and facilitate access to cutting-edge research, all aimed at serving specialized customer communities on a global scale.

The Business Development Representative is responsible for managing a portfolio of accounts and creating new business opportunities to generate revenue. This involves creating account plans and strategies for growth, identifying potential sales leads, pitching products and solutions, and maintaining positive relationships with customers. They communicate updates about new products, services, and solutions to potential customers.

Responsibilities:

Research and Opportunity Identification:

• Research and identify new business opportunities, including new markets, growth areas, trends, partnerships, products, solutions, and services.
• Explore innovative ways to reach existing markets and expand the customer base and revenue.

Deal Evaluation and Knowledge:

• Screen potential business deals by analyzing market strategies, deal requirements, and financial aspects.
• Possess in-depth knowledge of Informa products, services, solutions, and value proposition.

Customer Engagement and Relationships:

• Work closely with customers to ensure ROI and continue business with Informa past the first year.
• Engage with customers through various communication channels, including face-to-face, phone, virtual, and written interactions.
• Foster and develop sustainable long-term relationships with customers.

Positioning and Proposal:

• Identify potential customer pain points, needs, and challenges, and position Informa's products, services, and solutions as solutions to these issues.
• Write business proposals, draft and review customer contracts, and negotiate with multiple stakeholders for mutually beneficial outcomes.

Sales Analytics and Reporting:

• Prepare sales forecasts and analyses and present findings to senior management through regular reporting.
• Contribute as a proactive member of a high-energy business development team, achieving revenue targets, responding to inquiries, and generating self-sourced leads.

Collaboration and Industry Insight:

• Collaborate across Informa Connect to promote the organization's capabilities and solutions.
• Stay updated on trends and changes in the business world, both locally and internationally.
• Work on projects across the business when required.

Professional Development and Continuous Learning:

• Keep abreast of changing business and industry landscapes and have a personal development plan utilizing Informa Connect's Sales Excellence Competencies.

Networking and Presence Building:

• Build a social media presence through social selling to drive referrals and nurture potential customers.

Customer Data Management:

• Keep customer information and records up to date, including interactions, transactions, pipelines, and new business account plans in the Informa CRM system.

Knowledge Sharing and Industry Engagement:

• Attend/participate in Informa and industry-relevant seminars, associations, events, conferences, and competitor events where appropriate.

Key Stakeholders:

• Engage with new prospects, customers, and a range of internal and external stakeholders, including all relevant Informa colleagues.

Performance Evaluation:

• Measure success based on revenue achievement against targets, increasing year-over-year account wallet share, diversification of products and platforms sold, successful rebookings and renewals, accurate forecasting, adherence to processes, and continuous personal development.

Collaboration and Impact:

• Collaborate with Informa Connect's team to deliver solutions and share best practices, working towards expanding Informa Connect's capabilities and market reach.

Measures of Success:

1. Achieving revenue targets and key performance indicators (KPIs).
2. Increasing wallet share within existing accounts year over year.
3. Selling a diverse range of products and platforms.
4. Securing rebookings and renewals.
5. Maintaining accurate sales forecasts.
6. Adhering to processes like Salesforce and internal operations.
7. Generating a specific number/value of leads and opportunities in the pipeline.
8. Achieving a favorable pipeline conversion rate.
9. Implementing an individual development plan focused on sales excellence.

This role involves collaboration with Informa Connect's team to deliver solutions and share best practices. The key stakeholders include prospects, customers, internal colleagues, and the Global Sales Trainer. The ultimate goal is to drive revenue growth and expand Informa Connect's market reach.

Qualifications

• Demonstrated track record in media sales, specializing in solution/campaign selling.
• Proficient in identifying untapped revenue prospects and optimizing product potential.
• Well-versed in diverse marketing strategies and proficient in assessing ROI across various approaches.
• Skilled in senior-level planning and strategic execution to enhance customer outcomes.
• Proficient at managing stakeholders within complex and extensive customer networks.
• Boasts an established network of clients, customers, and contacts spanning all tiers of the industry.
• Evidences deep knowledge of the competitive landscape and market dynamics.
• Experienced in navigating complex sales scenarios and a proven history of delivering sales KPIs.
• Competent in utilizing CRM systems for customer data management and sales opportunity forecasting.

Additional Information

Why work at Informa?

Employee experience is very important to us at Informa. On top of joining a supportive, diverse, and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally.

Our benefits include:

• Tailored development opportunities and on-demand access to thousands of courses on LinkedIn
• Balance time in the office with time working remotely, feeling fully supported wherever you are
• 25 days annual leave, 4 days for volunteering and a day off for your birthday!
• The chance to work from (almost!) anywhere across the globe, four weeks a year
• Competitive and rewarding benefits, tailored to each of our regions
• Work with high quality specialist products
• Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
• The chance to become an Informa shareholder, with extra rewards just for colleagues
• Regular social events and networking opportunities

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.

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