Business Development Manager - National Restaurant Show

We’re part of Informa, a global business with a network of trusted brands in specialist markets across more than 30 countries, and a member of the FTSE 100.

Our purpose is to connect our customers to information and people that help them know more, do more and be more. No other company in the world helps more people share professional knowledge or make business connections.

We run around 800 events each year, create digital platforms based on engaging news and information content, and operate professional development programs for individuals and businesses.

The National Restaurant Show:

The National Restaurant Show is not just the largest annual gathering of foodservice professionals in the Western Hemisphere, it also boasts an attendee base full of quality buyers. In fact, over 85% of Show attendees are decision makers and over 50% purchase more than $5,000,000 per year. The most efficient and cost effective way to meet these decision-making operators is by becoming an exhibitor at the 2027 National Restaurant Show.

With over 900 product categories on a trade show floor that is larger than 12 football fields, there’s no better place to launch new products, grow your brand awareness, generate new leads, and build stronger relationships with current customers than the National Restaurant Show.

Job Description

As a National Restaurant Association Show Business Development Manager, you will drive growth in exhibit and sponsorship sales for The Show For Foodservice and your expertise and dedication will contribute to making this show a resounding success by connecting businesses and professionals from across the foodservice industry. Your key responsibilities include engaging with food and beverage suppliers to sell sponsorship packages, promote their brands, and align with their business needs.

In this position, your primary responsibility will be to engage with suppliers in the foodservice industry to sell booth space and sponsorship packages for our tradeshow. Your main focus will involve identifying potential exhibitors and sponsors, cultivating relationships, and securing their participation in the event. You'll leverage your sales expertise to communicate the value proposition of exhibiting or sponsoring at The National Restaurant Association Show, highlighting the unparalleled opportunities for brand exposure, lead generation, and relationship-building that the event offers.

Your role involves:

• Identifying and prioritizing potential sponsors and exhibitors.
• Selling exhibit booth space to qualified companies
• Selling sponsorship opportunities to exhibitors
• Strengthening relationships with current clients for upsell opportunities
• Conducting prospecting activities such as cold calling and networking.
• Building and maintaining strong client relationships.
• Customizing sponsorship packages and negotiating terms.
• Collaborating with internal teams to ensure smooth execution.
• Providing ongoing support and addressing client concerns.
• Monitoring industry trends and competitor activities.
• Attending industry events for promotion and networking.
• Managing sales pipelines and updating CRM systems.
• Staying informed about industry regulations and continuously enhancing the value proposition.

Qualifications

• Bachelor’s degree: Preferred fields include business administration, marketing, communications, or related disciplines, providing a solid foundation in business principles and sales strategies.
• Minimum 2 years sales experience: Demonstrated success in similar roles, showcasing the ability to drive revenue growth, build client relationships, and meet or exceed sales targets.
• Effective communication skills: Ability to communicate clearly and persuasively, both verbally and in writing, to engage clients and convey the value proposition of event sponsorship and floor space opportunities.
• Proficiency with Microsoft Office and SalesForce: Skills in Word, Excel, PowerPoint, and CRM software such as SalesForce are essential for creating sales proposals, presentations, and managing sales pipelines.
• Tradeshow sales experience Preferred but not Mandatory: Previous experience in tradeshow sales is highly advantageous, providing a deeper understanding of industry dynamics and best practices for driving sales success in this specialized market segment.
• Proven experience in client relationships and management.
• Demonstrated desire to build and nurture healthy internal and external relationships.
• Self-starter with the ability to work independently and collaboratively.
• Proficient in independently researching and prospecting using various techniques, including online research and face-to-face networking.
• Comfortable developing and selling creative, abstract ideas to senior executives.
• Excellent capacity to learn quickly, think on the fly, and self-teach as required.
• Exceptional written and verbal communication, organizational, and problem-solving skills.
• Solid understanding of core marketing principles.
• Proactive and goal-oriented with a strong willingness to learn and constantly improve.

Additional Information

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

The salary range for this role is $60,000-65,000 plus commission. 

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant

qualifications

and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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