Revenue Generation:- Total Sponsorship and Exhibition Revenue: Achieving or exceeding the annual revenue targets set for sponsorship and exhibition sales.
- Revenue per Sponsor/Exhibitor: Average revenue generated from each sponsor or exhibitor, ensuring a balanced mix of small, medium, and large clients.
Sales Pipeline:- New Leads Generated: Number of new leads/prospects identified and engaged for sponsorship and exhibition opportunities.
- Conversion Rate: Percentage of leads converted into confirmed sponsorship/exhibition deals.
- Sales Cycle Length: Average time taken from initial contact to securing sponsorship/exhibition agreements.
Client Retention and Relationship Management:- Repeat Business Rate: Percentage of sponsors/exhibitors from previous events who renew their participation for future events.
- Client Satisfaction: Client feedback and satisfaction scores related to their experience with the sponsorship/exhibition process.
- Number of Long-Term Partnerships: Establishing ongoing relationships that extend beyond individual events, ensuring repeat sponsorship or exhibition opportunities.
Deal Customization and Package Creation:- Customized Package Sales: Percentage of deals closed that involve bespoke or tailored sponsorship/exhibition packages, reflecting an ability to meet specific client needs.
- Package Variety and Innovation: Number of new or innovative sponsorship/exhibition packages developed that align with evolving client needs or industry trends.
Engagement and Communication:- Number of Meetings/Calls with Prospects: Active engagement with prospects, including the number of sales calls, meetings, and follow-ups conducted.
- Proposal Conversion Rate: Percentage of proposals or quotations sent that result in confirmed sales.
Team Collaboration and Internal Communication:- Participation in Internal Meetings: Regular attendance and contribution to weekly company meetings, sales updates, and event planning discussions.
- Cross-Departmental Collaboration: Frequency of collaboration with marketing, event planning, and other departments to ensure the alignment of sponsorship and exhibition strategies with event goals.
Market Insight and Competitor Analysis:- Market Intelligence Reports: Regular contribution to reports on market trends, competitor activities, and client feedback to help shape event offerings and sponsorship strategies.
- Benchmarking Against Competitors: Keeping track of industry standards and competitors’ offerings to ensure the event’s packages remain competitive and attractive to potential sponsors and exhibitors.
Target Achievement:- Quarterly and Annual Targets Met: Achievement of specific quarterly and annual targets for sponsorship and exhibition sales.
- Quota Fulfillment: Meeting or exceeding pre-established sales quotas set for sponsorship and exhibition deals.
Job Purpose:The Business Development Executive (BDE) - Sponsorship and Exhibition plays a key role in driving revenue growth by securing sponsorship and exhibition opportunities for conferences and events. This position focuses on identifying and targeting potential corporate clients, organizations, and associations that align with the event’s objectives. The BDE is responsible for creating, negotiating, and managing customized sponsorship and exhibition packages based on client specifications, ensuring these packages meet the marketing and business development needs of the clients while maximizing event revenue.
The BDE will work closely with the marketing, sales, and event planning teams to develop compelling sponsorship opportunities and maintain strong relationships with existing clients. The role requires proactive outreach to potential sponsors and exhibitors, effective sales presentations, and the closing of deals. The BDE will also monitor industry trends and competitor offerings to ensure the event’s sponsorship and exhibition offerings remain competitive and attractive to potential partners.
The BDE will attend and actively participate in various internal meetings, including weekly company updates, sales progress reviews, and conference planning sessions, to ensure alignment with overall business goals and event objectives. The individual will also provide regular sales reports, forecasts, and updates to senior management, ensuring transparency and accountability in the sales process.
This role requires a combination of excellent communication, negotiation, and relationship-building skills, along with a deep understanding of client needs and the ability to create innovative sponsorship packages that add value for both the event and its partners.
Competitive Salary & Commission Structure:- Base salary with performance-based incentives, including commission or bonus based on meeting sales targets, providing a direct link between performance and compensation.
Career Development and Growth Opportunities:- Opportunities for professional development through training, mentorship, and attending industry conferences to further enhance knowledge and skills.
- Clear career progression paths within the company, with potential for advancement into senior sales or leadership roles.
Performance Recognition and Awards:- Regular recognition of achievements, including monthly/quarterly awards, to celebrate top performers.
- Opportunities to be acknowledged in company-wide meetings or events for outstanding contributions.
Networking and Exposure:- Direct exposure to high-profile clients, industry leaders, and key decision-makers through sponsorship and exhibition deals.
- Opportunities to attend and participate in industry events, conferences, and networking sessions to build connections and broaden professional networks.
Travel Opportunities:- Opportunity to travel for conferences, events, and meetings with clients, allowing for professional development and exploration of new markets.
