Senior Vice President of Business Development

Description

The SVP, Business Development is responsible for generating and managing new business development and maintaining their existing clients / portfolio accounts. The SVP will provide leadership and manage the Business Development team assigned to him / her and be responsible for the overall team goals and financial performance. The SVP will work in partnership with the EVP Business Development on the development of new business and retention plans. In this position, you will work with your team as the business owner for the strategic and tactical planning that leads to successful conversion, retention and penetration of assigned association and portfolio clients that meets / exceeds revenue objectives. Together with the Sales Leadership team, builds, retains, and leads top performing business development and service teams focusing on new and existing business.

Responsibilities

• Overall leadership and management of the assigned Business Development team members.
• Sell, produce, and renew individual accounts serving as the primary sales / client services highest point of contact.
• Assist team members with identifying and prospecting for new business based on developing targeted solicitation strategies for key accounts.
• Manage team's active pipeline through Salesforce.
• Conduct regular monthly sales meetings and account reviews and provide motivation, leadership and assistance to the sales team so they can meet / exceed sales and retention goals.
• Highest level client point of contact or serve as executive sponsor on accounts greater than $1M.
• Develop and maintain strong relationships with existing and new business opportunities.
• Work with all GES business units to increase market share through lead referrals within the current GES network of clients.
• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the Salesforce.com (CRM) system.
• Work with assigned team members to prepare and present clear, compelling and persuasive sales presentations that demonstrate GES's value proposition and core capabilities to our customers.
• Sell consultatively and make recommendations to prospects and clients of the various solutions the company offers to their business issues.
• Provide hands-on coaching and guidance to the Business Development team members in the sales process, i.e. generating leads, new business development, sales proposals, sales presentations, and closing the business.
• Ensure optimal resources are assigned to the right opportunities.
• Assist Business Development team members with negotiating terms, conditions, pricing and commitments.
• Provide necessary feedback and approval on proposals and contracts.
• Identify 'at risk' clients and execute strategies to mitigate issues and retain the account.
• Regularly meet with clients to build strong relationships and to ensure client needs / expectations are met.
• Demonstrate full knowledge of GES products and services.
• Perform other duties as assigned and deemed necessary of the position under the direction of the EVP of Exhibition Sales
• Account size and revenue volume guidelines :
• Individual and / or team volume - $35 Million or more
• Sell and lead large strategic accounts and / or portfolios (Greater than $2 million)
• Is an innovator and creative thinker about unique methods to differentiate GES that leads to sales successes.
• Attend industry events and maintain active memberships in related professional associations such as IAEE, PCMA, HCEA, ESCA and any other relevant organizations to provide maximum exposure for the Company and network / build relationships with targeted existing clients and prospects.

Qualifications

Work Environment

Our team members are our family, so we help our team members care for their families. The rewards of joining GES are extensive. We offer a comprehensive benefits package to all full-time employees. Here are some of the highlights :

And much more...

Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)