Job Title: Pharmaceutical Business Manager / Business Development Manager
Objective of the job:
Responsibility for market interaction, key account management and maximising revenue generation from specific pharmaceutical accounts across a selected group of human healthcare events.
Main Duties:
Sales
- Manage day to day pharma sales across a portfolio of shows
- Lead by example – Responsible for delivering personal sales targets across pharma as well as responsible for junior sales staff hitting their personal target (where appropriate)
- To proactively deliver show strategies across new and existing business
- Deliver individual campaign strategies as set out by the Event Directors delivering each show over target including overall numbers of exhibitors, exhibitor mix, stand sales, sponsorship inventory, yield and sponsorship revenues
- Ensure each sales plan is being delivered on target and budget and activity targets (outbound call volumes and face-to-face meetings) are met
- Support junior sales staff in developing new revenues streams and creative and complex sales such as sponsorship
- Visit and canvas at competitor and industry events
- With the Event Director run and manage the rebook process for your accounts and prospects
- Roleplay the junior sales team regularly and share areas for enhanced sales performance and best practice
- Manage the current and prospect database to ensure it is constantly updated and is fit for purpose falling in line with the company CRM policy
- Ensure a constant high quality of delivery in all prospect, exhibitor and partner communication ensuring the message is on point
- To undertake any other duties as reasonably requested
Brands
- Be part of creating the Business plan for each of the events you work on ensuring they stay relevant to the needs of the pharma clients you are responsible for
- Execute the event’s brand strategy, ensuring each event maintains and increases its relevance to its market/s, and continues to meet visitor and exhibitor expectations.
- Ensure you are regularly out of the office meeting customers, prospects and event partners. (At least three days every fortnight)
- Ensure that the pharma exhibitor marketing strategy is delivered, monitored and analysed
- Manage the event floor plan for your accounts
- Identify, implement, and manage profitable show features for your accounts
- Monitor and report competitor activity, taking actions where necessary
- Get close to your market and accounts, understand their trends and develop your proposition and events around it
Financial
- Maintain an accurate stand and sponsorship ledger for your accounts
- Regularly reconcile the sales pipeline for your accounts knowing where your next three deals are coming from and when
- Provide a monthly report and forecast on your accounts revenues and activities for each event they participate in along with actions that are being taken for each account and show in order to achieve budget
General Management
- Day to day upward management to your line manager and each or the shows you sell across relating to what you are doing and what’s on your immediate pipeline
- Set clear goals and objectives for all reporting staff (where appropriate)
- Set, monitor, and evaluate personal and team performance targets (with the aid of CRM applications)
- Complete (alongside your line manager) annual and mid-term staff appraisals as necessary
- Assess, develop, and coach all reporting staff (including identifying bespoke training needs of individuals where necessary)
- Motivate the team
- Educate the teams of the shows you work across as to market and industry developments that will affect them
- Use SalesForce as your only CRM system
Operations
- Work with the operations team and relevant ED to execute the operations strategy for any pharma sales you make that need their input to ensure we deliver the best possible service / experience at the best possible price
-
Marketing
- Work with the marketing team to help deliver the event marketing strategy for your accounts which meets overall visitor numbers (with the right demographics), feature content, visitor and acquisition costs
- In partnership with each ED, attend key industry partnership meetings that have relevance to your accounts
- With the Event Director and your line manager develop an exhibitor campaign strategy including vertical and horizontal activity
Relationships
- Foster positive and professional relationships with your accounts, associations, media and commercial partners
Please note: This opportunity can be based remotely or from the London Offices. Additionally, all applications must have a background working in Pharmaceutical Event sales.