Head of Business Development / Account Manager

JR United Kingdom; London; On-site; GBP 40,000 - 80,000; Full time

Job description

Social network you want to login/join with:

Head of Business Development / Account Manager, London

Client: Light Motif

Location: London, United Kingdom

Job Category: Other

EU work permit required: Yes

Job Views: 4

Posted: 13.04.2025

Expiry Date: 28.05.2025

Job Description:

Overview: The Head of Business Development / Account Manager will be pivotal in driving Light Motif’s continued growth by managing existing accounts, building new client relationships, and securing accreditation at additional high-profile venues.

Objectives:

1. Take responsibility for identifying and approaching new leads, customers, and opportunities for the business.
2. Manage the relationship with key existing venues and clients. Maximize opportunities to present and convert proposals within current accredited venues.
3. Grow additional work from existing clients both in and out of our accredited venues.

This is not a traditional sales role; many contracts and opportunities are awarded based on relationship and trust, rather than through conventional sales marketing and advertising techniques.

Account Management:

Develop and maintain strong relationships with key stakeholders at Unique Venues of London locations, ensuring Light Motif remains a trusted and preferred accredited supplier and partner.

Business Development:

Identify and pursue new business opportunities both within and outside UVL venues, expanding our client base and market presence. Respond to qualified leads produced by your own research, market intelligence, and pre-sales activity. Analyze sales and customer data from prior years, identifying opportunities for repeat business, lapsed customer identification, and client retention.

Client Engagement:

Cultivate relationships with corporate and private event clients, ensuring they consider Light Motif’s services for future events beyond their initial UVL venue.

Venue Accreditation:

Research and secure partnerships with new venues, ensuring Light Motif is added to their approved supplier lists through their published tender process.

Industry Networking:

Attend industry events, exhibitions, and networking opportunities to promote Light Motif’s services and build valuable connections.

Sales & Revenue Growth:

Develop and execute strategies to meet and exceed revenue targets, leveraging existing relationships and identifying new income streams.

Collaboration:

Work closely with the design, production, and operations teams to ensure seamless delivery of high-quality events.

Market Analysis:

Monitor industry trends, competitor activities, and emerging opportunities to maintain Light Motif’s competitive edge. Undertake networking with industry professionals and customers at marketing and trade events. Maintain a good current knowledge of the trends and opportunities within the live events and technical production markets.

Credentials Presentations:

Present credentials presentations to new and existing clients, with other appropriate team members. Oversee the preparation of presentation content.

Quotation Conversion:

Take accountability for the status of all live prospects/quotes. Through close regular liaison with project managers, ensure the quote follow-up process is adhered to and chances of converting quotes to confirmed projects are maximized.

Commercial / Forecasting:

Take responsibility for updating the company’s detailed Sales Forecast, in conjunction with the project management and operations teams. Be responsible for a revenue target to be achieved by new sales generation and maintenance and retention of existing customers.

Marketing:

Provide input and coordination into social media posts and website updates.

Experience:

Minimum 5 years in event production, venue management, or a related field, ideally within the Unique Venues of London sector. Experience in a relationship-driven niche sales/business development role, selling and coordinating sales of specialist business-to-business services.

Industry Knowledge:

Strong understanding of corporate and private event production, venue accreditation processes, and supplier relationships. An established industry professional with a wide range of relevant business connections.

Networking Skills:

Proven ability to establish and nurture long-term client and venue relationships.

Sales & Negotiation:

Strong commercial acumen with experience in securing new business and negotiating contracts.

Communication:

Excellent verbal and written communication skills, with the ability to present proposals and pitch to high-profile clients. Ability to present an idea or presentation to a group.

Initiative & Drive:

A proactive and results-driven mindset, with a passion for the events industry.

Flexibility:

Willingness to attend evening networking events, evening and weekend productions, and site visits as required.

Practical:

Demonstrable practical understanding of the conception, implementation, and practicalities of staging a live event, conference, etc., and the sensitivities of the UVL market.

Commercial:

Excellent commercial and business experience. Demonstrably astute, numerate, and articulate.

Technology:

Strong IT skills. Always ahead of and embracing new technologies. Experience of CRM software is an advantage. Strong skills with PowerPoint/Keynote, to create presentations for projects and targeted credentials pitches.

Personal:

Ability to handle a high level of pressure and critical decision-making. Energetic individual, highly motivated, with an enquiring mind and passion for accuracy and excellence. High level of integrity and openness.