Audio Visual Business Development Manager - events

Business Development Manager

Role Purpose

The Business Development Manager is responsible for identifying, developing and converting new business opportunities for a successful AV event production company.

The role is focused on generating new client relationships, developing a strong sales pipeline and increasing revenue , targeting organisations that have a requirement for professional event production, AV, creative environments and event technology.

The Business Development Manager will work closely with the Sales Director and Account Management team to ensure opportunities are developed effectively and converted into long-term client relationships.

Key Responsibilities

Business Development

• Identify and target new organisations and potential clients that align with capabilities and target market.
• Research prospective clients, their businesses, event programmes and future requirements.
• Proactively create new business opportunities through networking, referrals, LinkedIn, events, industry contacts and other channels.
• Make initial contact with prospective clients and develop relationships with key decision-makers.
• Arrange introductory meetings, presentations, site visits and client visits.
• Build a consistent pipeline of qualified new-business opportunities.
• Maintain regular contact with prospects throughout the sales process.

Sales

• Take ownership of new-business opportunities from initial contact through to conversion.
• Understand the client’s requirements and identify where to add value.
• Introduce full range of services, including event production, AV, staging, lighting, LED/video, set design, branding, streaming and creative environments.
• Prepare and support the development of proposals, presentations and quotations.
• Follow up opportunities proactively and maintain momentum through the sales process.
• Negotiate commercially appropriate solutions with clients, with support from the Sales Director where required.
• Maintain accurate and up-to-date sales activity, opportunities and pipeline information within the company CRM.

Market Development

• Identify new sectors, markets and client groups that could provide opportunities.
• Monitor industry trends, competitor activity and developments in event technology.
• Identify organisations with regular event programmes or significant event-production requirements.
• Develop relationships with venues, agencies, event organisers and other potential referral partners.
• Attend relevant industry events and networking opportunities to increase visibility and create new contacts.

Account Development & Handover

• Work collaboratively with Account Managers to ensure a smooth transition when new clients become active accounts.
• Identify opportunities within new relationships for longer-term account development.
• Provide clear information to the delivery and account teams following successful conversion.
• Support Account Managers where additional commercial or business-development input is required.

Commercial Responsibility

• Work towards agreed KPI’s for daily activity, new business and revenue targets.
• Maintain a healthy and accurately qualified sales pipeline.
• Focus on opportunities that provide appropriate commercial value and long-term potential.
• Understand project costs, margins and commercial objectives.
• Provide regular pipeline and sales activity updates to the Sales Director.
• Track opportunities, conversion rates and reasons for won/lost business.
• Contribute to forecasting and future sales planning.

General Responsibilities

• Represent professionally and positively at all times.
• Develop a strong understanding of capabilities, services and proposition.
• Keep up to date with developments in event technology and the wider events industry.
• Work collaboratively with production, project management, account management and senior management.
• Contribute ideas to improve the company’s sales process and business-development activity.
• Maintain a high level of professionalism, persistence and organisation.
• Support reputation as a premium, independent event-production partner.

Key Measures of Success

Success in the role will be measured through:

• New clients secured.
• New revenue generated.
• Value and quality of the qualified sales pipeline.
• Number of new opportunities created.
• Conversion of prospects into clients.
• Number and quality of new client relationships established.
• Growth into new sectors and markets.
• Gross margin and commercial performance of new business.
• CRM accuracy and consistency of sales activity.
• Development of long-term client relationships.