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Director, Business Development

Company: GES Agency
Location: Alexandria
Posted on: January 26, 2023

Job Description:

Overview
GES, Global Experience Specialists, is a global exhibition services company with a legacy spanning over 90 years and teams throughout North America, Europe and the Middle East. We create some of the most influential exhibitions in the world - think international medical symposiums, industry leading exhibitions for technology, manufacturing that help communities meet, educate and move their mission forward. From initial strategy to show-stopping audio visual, accommodations to award winning creative - and every detail in between - we create shows that propel commerce, education and community!
Our mission is to deliver extraordinary exhibition experiences through simple, user-friendly services and best-in-class execution.
The Director, Business Development is a highly visible business development role responsible for conversion of new business as well as the management, retention and conversion of existing business with a focus on multi-year agreements. The Director, Business Development will identify and secure request for proposal (RFP) opportunities and will be responsible for analyzing numerous variables in developing the best solution to meet the customers' needs while maintaining company goals and objectives.
Responsibilities


  • Develops creative proposals and presentation materials, floor plans, rate sheets, artistic renderings, etc. for current and potential clients as necessary.
  • Ultimate owner of proposals, sales presentations, and financial P&L with clients.
  • Develops budgets and proposals in sales process to secure exhibitions and event business.
  • Prepares and executes proposals, sales presentations and contracts for current and new business opportunities and performs all necessary functions to ensure the contract is secured for GES.
  • At times, directs the development of floor plans and the show management design process.
  • Initiates show production with the Client Services team to effectively meet clients' needs as well as working with clients from a consultative basis.
  • Engaged at show site during move in, show open and dismantle to ensure clients' needs are met.
  • At times, attends national & regional IAEE, PCMA & ESCA meetings; meets with clients out of town as required; participates in GES client events throughout the year.
  • Works in cooperation with GES Credit & Collections personnel to implement credit policies and obtain advance deposit and final payment when necessary.
  • Develops and implements customer strategy and determines tactical elements to support strategy.
  • Maintains a working knowledge of the general and specific trends of competitors and of the Exhibition and Events Industry.
  • Performs other duties as assigned and deemed necessary of the position under the direction of the Business Development Leadership Team.
  • Account size and revenue volume guidelines:
  • Individual Volume - $8 Million or more annually
  • Sells to medium - large complex accounts (greater than $1 Million)

    Qualifications

    • Bachelor's degree or equivalent combination of education and experience.
    • 10 years of face-to-face complex sales experience within the exhibition, event, hotel, convention or B2B
    • Proven ability to initiate and manage sales cycles, which includes preparing proposals, pricing strategies, oral/written presentations, negotiating and closing.
    • Subject matter expert of assigned business segment.
    • Expert knowledge in developing strategic and consultative sales plans and targeting potential new business opportunities to monitor and build pipeline opportunities.
    • Excellent oral and written communication skills including the ability to develop and deliver a polished, professional presentation with very limited direction.
    • Proficient computer skills to include Microsoft Office, Oracle & Salesforce.com.

      Work Environment

      • Moderate travel required - up to 35%
      • Ability to work in an office or remote.

        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:

        • Competitive salaries
        • 401K with company match
        • Healthcare/vision/dental insurance
        • Wellness benefits
        • Career development program
        • Employee assistance program
        • Vacation time
        • Community involvement opportunities
        • Team activities

          And much more------
          EEO InformationEqual Opportunity Employer, including vets and disability

Keywords: GES Agency, Alexandria , Director, Business Development, Executive , Alexandria, Virginia

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