Business Development Manager

Job Purpose

The Business Development Manager is responsible for driving commercial growth by securing sponsorships, delegate packages, and revenue-generating partnerships across the exhibition, conferences and event features. The role is highly consultative and new business focused, creating packaged strategic opportunities that deliver long-term value to both clients and the event. The ideal candidate is a results-oriented relationship builder with the ability to engage senior decision-makers across the global utilities, water and energy sectors. This role requires a hunter mindset, strong communication skills, and dedication to creating impactful commercial partnerships.

Responsibilities

BUSINESS DEVELOPMENT & REVENUE

• Identify and engage new commercial partners globally, focusing on sponsorship and delegate sales.
• Develop and execute a sales strategy that supports overall event revenue growth.
• Research and prioritise strategic targets, tailoring outreach and proposals to address specific client objectives.
• Build and maintain a qualified pipeline of prospects through proactive outreach and market engagement.
• Lead senior-level conversations (C-suite, VP, Directors) to convert prospects into long-term partners.
• Meet or exceed revenue targets through structured and consultative sales efforts.
  
  

• Maintain and grow relationships with existing clients to increase their annual investment across relevant revenue streams.
• Develop tailored commercial solutions to meet clients evolving business needs.

• Foster collaborations with government entities and strategic industry partners.
• Maximise engagement from returning sponsors, partners, and delegates by identifying upsell opportunities.
  
  

• Craft persuasive proposals and sales narratives that articulate the strategic value of partnership.
• Present and negotiate custom packages that demonstrate tangible ROI for clients.
• Coordinate closely with internal teams (marketing, content, operations) to align offerings with client needs.
• Maintain sales pipeline data and reporting through CRM tools.
  
  

• Monitor developments in utilities, energy and water to stay ahead of market needs.
• Conduct market research and competitive analysis to identify commercial opportunities.
• Attend networking events and trade shows to generate leads and stay connected with market trends.
  
  

• Collaborate with marketing to plan and execute targeted campaigns for delegates and sponsors.
• Support content and conference teams to ensure alignment between client interests and program development.
• Work with operations to ensure excellent delivery and execution of all partner commitments.

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• Report sales performance and insights regularly and accurately to senior management.
  
  

• 5+ years of experience in B2B sales, business development, or account management within conferences, events, or media.
• Demonstrated success in securing high-value sponsorship and delegate deals.
• Experience with sponsorship, delegate acquisition, and conference sales strategies.
  
  

• Fluent English and Arabic languages are essential for this role
• Strong consultative selling and negotiation abilities.
• Proven track record of converting leads into commercial partnerships.
• Proficiency in proposal writing and client presentations.
• CRM fluency for tracking and pipeline management.
• Market analysis and trend-spotting capabilities.