Business Development Manager, Exhibits (m/w/d)

About the Role

We are looking for a Business Development Manager to drive new business growth across the German market, with a particular focus on the exhibitions, trade fair and live events sector.

In this role, you will identify, develop and convert new business opportunities, managing the sales process from initial prospecting and qualification through to capability presentations, proposal development and contract negotiation. You will work closely with colleagues across Germany and our global network to build long-term client relationships and support sustainable business growth.

Reporting to the New Business Development Director, this role is suited to candidates with relevant professional experience in business development (typically around 4–6 years) within exhibitions, events, experiential marketing or a related industry.

Key Responsibilities

Business Development & Sales

• Identify, qualify and convert new business opportunities within target sectors.

• Develop and execute strategic pursuit plans for priority accounts.

• Build relationships with prospective clients and key decision-makers.

• Lead client meetings, capability presentations and proposal discussions.

• Coordinate responses to RFIs, RFPs and pitch opportunities.

• Maintain an active sales pipeline and ensure accurate CRM records and sales forecasting.

• Monitor performance against agreed business development objectives and KPIs.

Market Development

• Support the development and delivery of the annual business development strategy for the German market.

• Identify growth opportunities through market research, industry analysis and competitor insights.

• Collaborate with Marketing to deliver targeted campaigns, thought leadership and lead generation initiatives.

• Attend industry exhibitions, trade fairs, networking events and client meetings to strengthen market presence and identify new opportunities.

Client Relationships

• Develop trusted relationships with prospective and existing clients by understanding their commercial objectives and business challenges.

• Identify opportunities for long-term partnerships and account growth.

• Represent the agency professionally, acting as a credible ambassador for our capabilities and values.

• Collaborate with senior leaders and subject matter experts to develop commercially effective client solutions.

Collaboration

• Build strong relationships across the agency and our EMEA, APAC and US teams to support international growth opportunities.

• Partner with Client Services, Strategy, Creative, Production and Marketing teams to deliver coordinated business development activity.

• Share market intelligence, insights and best practices across the wider business development community.

Strategic Thinking

• Analyse market trends, client needs and competitive activity to inform business development priorities.

• Recommend commercially viable solutions that deliver value for both clients and the agency.

• Contribute to the continuous improvement of business development processes, reporting and sales effectiveness.

What You'll Bring

• Relevant professional experience in business development, sales or commercial roles (typically around 4–6 years), ideally within exhibitions, trade fairs, events, experiential marketing or a related sector.

• Demonstrated success in identifying, developing and winning new business opportunities.

• Excellent communication, presentation and relationship-building skills.

• Strong commercial awareness with the ability to understand client needs and develop tailored solutions.

• Experience managing multiple opportunities and maintaining CRM systems.

• Strong organisational, analytical and planning skills with excellent attention to detail.

• Ability to work proactively, independently and collaboratively within multidisciplinary and international teams.

• A results-oriented approach with sound commercial judgement.

Desirable

• An established network within the German exhibitions, trade fair or live events industry.

• Experience leading RFPs, RFIs and complex sales opportunities.

• Experience working within an international agency or professional services environment.

• Professional proficiency in English and German (or the level required for the role).

• Willingness to travel within Germany and occasionally internationally, as required.

Our Commitment

We are committed to creating an inclusive workplace where everyone is treated fairly, with dignity and respect. We welcome applications from all qualified candidates regardless of gender, gender identity or expression, nationality, ethnic or social origin, religion or belief, disability, age, sexual orientation or any other characteristic protected under applicable law.

Recruitment decisions are based on qualifications, skills, experience and business requirements. We are committed to equal opportunities and comply with all applicable German employment and anti-discrimination legislation.

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