Business Development Manager - Event management company (Auto,Fin)

Contact : Nisha Hariramkuar

Mobile:9677065065

Email ID : [Confidential Information]

• Identify, prospect, and convert new clients across target segments (corporates, brands, industry associations, exhibition organisers, government tenders and empanelments) for stalls, events, roadshows, and activation mandates.
• Build and maintain a healthy, always-on pipeline through cold outreach, industry networking, exhibition floor visits, referrals, digital inbound leads, and partner channels — with pipeline coverage of at least 3x the quarterly target.
• Lead the full sales cycle end-to-end: qualification, briefing, brief-to-pitch coordination with the creative and estimation teams, proposal and costing presentation, negotiation, and closure.
• Represent the company at industry events, exhibitions, and client forums to build visibility and originate opportunities.

Key accounts management

• Own a portfolio of key accounts as the single point of contact — grow wallet share by mining annual event calendars, multi-city roadshow programs, and retainer opportunities.
• Drive repeat business through structured account plans: mapped stakeholders, upcoming opportunities, share-of-wallet targets, and quarterly account reviews.
• Ensure post-event closure discipline on every project — client feedback, documented learnings, and a next-opportunity conversation within defined timelines.
• Protect and renew existing revenue: anticipate competitive threats, resolve service escalations quickly, and maintain senior-level client relationships beyond individual projects.

P&L ownership, tracking, and reporting

• Own the revenue and gross-margin targets for the assigned book of business — accountable for both top line (billing) and bottom line (project-level profitability after direct costs).
• Price and negotiate deals within margin guardrails; work with estimation and production to protect margins on every quotation, and obtain approvals for any deviation.
• Maintain strict, real-time tracking of the funnel in the CRM / sales tracker: every lead, stage, value, probability, expected closure date, and loss reason — no off-system deals.
• Publish accurate weekly sales reports and monthly P&L views per account and per project: booked vs. billed vs. collected, margin achieved vs. quoted, and pipeline health.
• Own collections for your accounts: advance terms, milestone billing, and follow-through on receivables so that DSO stays within company norms.
• Provide dependable revenue forecasts to management for capacity and cash-flow planning.

Cross-functional collaboration

• Work hand-in-hand with creative/design, estimation, production, fabrication, and operations teams to convert briefs into winning pitches and profitable, deliverable projects.
• Brief internal teams accurately and completely — venue constraints, budgets, timelines, brand guidelines — so that rework and margin leakage are minimised.
• Stay engaged through delivery: attend key client meetings during execution, support the operations team on-site for major projects, and own the client relationship through show days.
• Feed market intelligence back into the business: competitor pricing, emerging formats (hybrid events, experiential tech), and client budget trends.

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KEY PERFORMANCE INDICATORS — HOW THIS ROLE IS MEASURED

Targets below are indicative placeholders; final numbers are set at offer stage and reviewed annually.

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KPI

Measure

Review cadence

Top line — revenue

Booked and billed revenue vs. annual / quarterly target

Monthly

Bottom line — profitability

Gross margin % achieved per project vs. quoted margin; portfolio margin vs. target

Monthly

New business

Number and value of new logos closed; new-client revenue share

Quarterly

Key account growth

Repeat business %, wallet-share growth, account retention

Quarterly

Pipeline discipline

Pipeline coverage (≥3x target), CRM hygiene, forecast accuracy

Weekly

Conversion efficiency

Pitch-to-win ratio; average deal cycle time

Quarterly

Collections

DSO / receivables ageing on owned accounts; advances secured per policy

Monthly

Client health

Post-event client feedback scores; escalations resolved within SLA

Per project