Business Director

The Role

The primary focus of this role is to manage Expo Manufactura through its physical or digital platforms to guarantee achievement of short and long term quantitative and qualitative goals. The position has its line management of Sales Executives who sell and manage existing customers and aggressively focuses on new business development with a focus on customer retention and new business growth. This role is also responsible for a combination of internal and external sales activity, regularly meeting customers face-to-face, and attending competitor events.  This position also has the responsibility for the creation and maintenance of the long-term event plan and strategic vision.

At the same time, it is co-responsible along with the marketing department for planning and overseeing the promotional activities for the event in charge. Monitor communication programs and public-relation events relating to the Business Sector Congress & Exhibition, including press releases, press conferences, networking functions, marketing collaterals, brand building campaigns and community building initiatives. 

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Responsibilities and Duties

The Business Director will present support to the Group Business Director defining strategies for the Events Exhibitions along with in the most viable dates and venues for the business unit considering the market and local competitors. As the Business Director will be responsible for day-to-day sales performance management, utilizing sales techniques and competitions to drive sales activity and supporting the professional development and mentorship of team members with a focus on developing an effective sales culture.

 

• Meet with customers regularly to discuss their evolving needs and foster meaningful connections. Also, maintain established relationships with external stakeholders in the Industries Sectors.
• Develop and implement new sales initiatives, strategies, and programs to capture key market segments. And identify and launch new market opportunities, domestically and internationally, that result in revenue growth.
• Lead the team through regular 1:1’s, professional development and coaching, to identify opportunities to grow customer spending and the best sales practices to effectively close deals.
• Manage the team’s budget and cost effectively targeting sales activity in relation to customer value and ensuring financial goals are met, including Gross Margin targets, both percentual and in absolute figures.
• Leverage sales insights and product knowledge to deliver targeted customer revenue.
• Globally connect brand and market sales opportunities to increase a customer’s share of wallet or improve the global approach to account sales. And promote a leadership position among all supporting areas to ensure that all shows related activities are performed according to plan and specifications.
• Maintain an open two-way dialogue with internal stakeholders to share customer feedback, insight, prospective leads and overall brand impact and market dynamic.
• Reinforce adoption and consistent use of the global sales process and CRM technology, ensuring consistency and effectiveness in the way we sell. As well as coach the team to accurately track customers through the sales pipeline process within Salesforce (CRM).
• Lead sales campaign execution, including targeting, pipeline management, deal closing and accurate reporting of performance in Salesforce (CRM).
• Plan the event from start to finish according to requirements, focusing on target audience and objectives to ensure all quantitative and qualitive goals are met, including NPS, satisfaction, loyalty, as well as financial performance.
• Stay informed on specific businesses sectors trends and relevant technologies to help the Events pre-empt and react to industry changes.

Qualification

• Bachelor’s degree.
• 5-7+ years of experience in leading B2B sales teams and proven ability to deliver or overachieve on revenue targets.
• Strategic vision to ensure long term growth of our brands.
• P&L management and understanding. Also, knowledge of KPIs and marketing techniques for event management.
• Proven ability to lead and manage a diverse and multicultural sales team, instilling an effective sales culture with high energy, using Salesforce (CRM).
• Excellent command of both spoken and written English and Spanish.
• Capacity to manage multiple tasks simultaneously while maintaining high-quality standards.