A Business Development Career in Events
Thinking About a Career in Business Development?
Are you interested in working in the business events and conference industry? Do you want to be part of a team while also having your own responsibilities? If so, a B2B Events Business Development job could be the perfect career choice for you.
Right now, we have many early career business development roles available in the London offices of our international events clients. Check out our sales vacancies and apply today!
When considering a career in business development, understanding different interview techniques can be crucial.
What Does a Business Developer Do in a B2B Conference and Events Company?
As part of the wider events project team, alongside colleagues in conference production, event operations, and marketing, business developers are the commercial professionals who create sales revenue. Our events clients produce and own their commercially focused events, including conferences, exhibitions, summits, congresses, awards ceremonies, tradeshows, business festivals, roundtables, networking events, and more!
These B2B events generate revenue through two main streams: ticket sales and sponsorship/exhibition space sales. A business development professional is responsible for finding new businesses to collaborate with and developing sales with existing clients. It’s essential to understand your clients’ needs to match them with the most beneficial sponsorship or exhibition package.
Sponsorship Sales is consultative and solutions-led selling. It often starts with a phone call or email and ends with an in-person meeting. Each event has different sponsorship packages (varying in price), and it’s the business development professional’s job to identify which package will provide the best return on investment (ROI) for the client.
Clients often rebook and increase their spending each year. It’s the responsibility of the business developer to manage these relationships, develop a deeper understanding of clients’ needs, and work with them continuously.
Business development roles typically involve a mix of new business acquisition, repeat business development, and client relationship management. You need to be a great researcher, communicator, relationship builder, and closer. It’s an exciting, fast-paced, challenging, and consultative position.
The Benefits of Being a B2B Events Business Development Manager
1. Work in a Team and Individually
Business development managers have the opportunity to work both independently and as part of a wider events team. They lead the sales process from start to finish, managing their sales pipeline and day-to-day activities. While there are regular KPIs to maintain, there is generally autonomy over managing work. Success is achieved when all stakeholders collaborate effectively.
2. Become an Industry Expert
Business developers are responsible for exploring the industry and staying updated on new startups, acquisitions, product launches, etc. Using your industry knowledge, you can identify, advise, and secure business with new clients while nurturing and developing client relationships.
3. Overseas Travel
In a recent poll, we discovered that business developers in B2B events travel overseas for business on average up to five times a year. The amount of travel varies depending on where the events you’re selling are held. Travel opportunities allow you to meet clients and attend industry events, enhancing your relationship-building skills in face-to-face settings.
4. Variation – No Two Days Are the Same
One of the best aspects of working in business development is the variety. You’ll work with different clients, in various companies and locations daily. It’s a varied and fast-paced role, often requiring you to work under pressure with tight deadlines and targets.
5. Proactive and Action-Oriented
Business development professionals are proactive, action-oriented, and forward-thinking. In this role, you will use a combination of market research, analytical approaches, communication, organisation, persuasion, negotiation, teamwork, relationship-building, and sales skills daily. B2B events business development professionals are resilient, determined, and confident superstars.
Ready to Get Started?
Are you seeking your next position in events business development to sell sponsorship or exhibition packages? Apply here or contact Helen Yarrow directly at helen@jbrecruitment.co.uk.
About Jackson Barnes Recruitment
Jackson Barnes Recruitment delivers international recruitment solutions within the events, media, and publishing sectors. Jackson Barnes recruits Graduate to MD level in the following positions:
• Researcher
• Conference producer
• Event Marketing
• Sales – delegate, sponsorship & Business Development
• Event Manager
• Editor