Business Development Director

The BTN Group is the market leading source of business travel and meeting information, news, data, analysis and research. The group has three main brands Business Travel News Europe: www.businesstravelnewseurope.com is the go-to information hub for 30,000 unique visitors monthly, our weekly e-newsletter reaches 14,000 opt-in subscribers plus over 10 annual conferences per year.

• Business Travel Awards: A 1,200-attendee awards programme celebrating the very best supplier and buyers in the industry
• Business Travel Show Europe: The premier event for the European business travel industry attracting over 6,000 attendees and 200+ exhibitors.

BTN Group is part of a larger portfolio of digital and events serving the US corporate travel market. Their Brands include Business Travel News, Travel Procurement, The Beat and over 40 x 1-day conferences, exhibitions and awards.

Northstar Travel Group (NTG) is a leading global B2B information and marketing solutions company serving all segments of the travel & meetings industry including leisure/retail, corporate/business travel, business and sports meetings, incentives, and travel technology.

The company’s portfolio includes media brands, digital media, face-to-face exhibitions conferences and forums, online subscription information services, business intelligence, SaaS e-commerce software, and content marketing solutions.

PURPOSE

The job holder is expected to have extensive experience in digital media & events sales, and exhibition & travel sector knowledge, (preferred). Across the business, they will work with editorial and management teams to help support the revenue goals of the business. Day to day they will focus on developing and maintain a portfolio of key client led partnerships through face-2-face meetings and at global industry events with the aim of selling multi-channel assets of information services, print, digital and live events. Specifically:

1. Maximize revenues from existing, new and lapsed clients
2. Identify and sourcing new business opportunities.
3. Establish, maintain and improve relationships with existing, new and lapsed clients

Key Accountabilities

Sales & Relationship Management

• Generate incremental revenue streams from existing advertisers by creating compelling integrated multi-channel solutions
• Identify key advertiser targets to develop productive relationships at a senior level to drive new business
• Build relationships with key customers at all levels, understand their needs and build solutions that meet with their business goals.
• Develop productive relationships with agencies to create connections with major brands to drive new revenues
• Support the BTN Team to maximize revenues across all channels
• Contribute to, implement and continually evolve the strategic proposition of the BTN Group to support increased revenue and new product development
• Work closely with all relevant editorial, research, marketing and commercial teams, sharing contact information with all relevant parties to build both knowledge and skill sets
• Assist in creating compelling strategic sales materials which consistently reflect the BTN Brand and support repeat (and secure new) revenue streams, particularly in the long-term
• Work with the editorial, research, marketing and commercial leadership teams to support the overall objectives of the BTN Group
• Share best practice and collaborate with wider commercial team to develop core commercial skills (digital sales, networking, influencing, business acumen etc.)

Business Management

• Keep exhibition and event floor plans accurate
• Contribute to the timely delivery and effectiveness of event promotions as directed.
• Supply accurate sales data to colleagues when required.
• Help in the delivery of live and digital events as required and directed.

Leadership and People Management

Compiling, analysing and reporting sales figures as directed.

Behaviours and Knowledge

• Solution selling: A proven track record in creating multi-channel marketing solutions that incorporates information services, print, digital & events
• Delivering ROI: A proven track record in delivering a tangible ROI for the client and the business
• Exhibition stand & sponsorship sales: Experience in creative solutions that meets with the goals of the clients and the revenue objectives of the business.
• Ambassador: An ability to act as a positive leadership ambassador for the BTN Group through attendance at industry events
• General business awareness: Demonstrates an ability to obtain in-depth knowledge of advertiser and then deliver profitable solutions that meet with their requirements
• Nurturing Partnerships: Show evidence of developing effective advertiser partnership strategies that focus on delivering short-, medium- and long-term revenue goals
• Creative thinking: Ability to identify opportunities and then develop new initiatives and compelling creative solutions
• Strong goal orientation: Track record in focusing on, setting and exceeding personal, team and organizational commercial goals
• Effective communicator: Demonstrates ability to build rapport with senior industry contacts; adept at networking and socialize productively; and able to relate to others at all levels both internally and externally
• Project management skills, A track record in planning and delivering to agreed time and budget schedules.
• Experience of working collaboratively with multi-platform teams

Success Measures

• Individual achieves or exceeds agreed monthly/annual/product/project revenues including exhibition(s), conference(s) and digital revenues
• Developed new revenue to target from the defined target client list annually
• Support new product development through engagement and development of productive relationships with key decisions makers in key accounts
• Cultivate client relationships across multiple countries to grow future revenues
• NetSuite is kept current and up to date with key decision makers and influencers of client base.

TO APPLY

Please send your cover letter with compensation requirements and your resume to btnresumes@ntmllc.com. We offer a competitive compensation package, strong benefits and a dynamic and exciting culture.