Informa Markets, a division within Informa, creates global platforms for industries.
We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets.
These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.
We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.
CAPA - Centre for Aviation, part of the Aviation Week Network and Informa Markets, is one of the world's most trusted sources of market intelligence for the aviation and travel industry.
Our unrivalled reputation for independence and integrity means you get the whole story, with powerful data and in-depth insights on the news, issues and trends that are shaping our industry.
Job Description Hybrid (1 day per week in Sydney CBD office) OR fully remote within Australia Birthday day off and 4 Paid Annual Volunteering Days Healthy Lifestyle Subsidy (a contribution towards gym/yoga/sports classes and memberships) Work from anywhere* up to 4 weeks per year, we know how precious time is with your family and friends
As the Business Development Manager
for CAPA Summits, you will play a pivotal role in driving revenue through sponsorship and partnership sales.
Your primary responsibility will be to meet and exceed CAPA's sponsorship and event revenue targets by offering tailored solutions such as speaking packages, exhibition opportunities, branding and advertising options, networking and private function packages, and other innovative revenue-generating initiatives.
You will collaborate closely with key accounts to uncover new business opportunities and cross-selling potential while nurturing strategic relationships within the commercial aviation industry.
Key Responsibilities:
Achieve revenue targets through the sale of exhibition, sponsorship, and advertising packages, as well as marketing services across live events and digital platforms.
Utilise Salesforce (CRM) to manage and maintain accurate records, reporting forecasts, pipelines, and sales updates to relevant stakeholders.
Develop and maintain strategic relationships with key accounts in sectors such as airlines, OEMs, airline IT and technology providers, aviation consultancies, airports, regulators, tourism bodies, lessors, and other commercial airline suppliers.
Work in close collaboration with the Head of Partnerships, CAPA Senior Event & Partnership Manager, and the Content team to drive the strategic growth and development of CAPA Summits.
Identify and pursue new business and cross-selling opportunities.
Collaborate with marketing and other departments to generate leads and maximise sales potential.
Proactively source new business opportunities through research, competitor analysis, industry insights, and event attendance.
Willingness to work flexible hours to accommodate global time zones and ensure seamless collaboration with international clients and teams.
Qualifications Qualifications and Skills:
3-5 years of proven experience in B2B sales, ideally within the events sector.
Strong business development skills with a track record of securing and closing high-value opportunities.
Experience in consultative sales, offering creative solutions to complex client briefs.
Proficient in Salesforce and knowledgeable about digital trading and lead-generating marketing activities.
Exceptional relationship management skills, particularly with senior executives.
Experience in planning, developing, and executing strategic sales plans with accurate forecasting.
Comfortable working in a results-driven environment, with the ability to work both independently and as part of a team.
Willingness to travel within Australia and internationally.
Basic understanding of digital marketing and the marketing funnel.
Proficient in LinkedIn Premium and Navigator.
Excellent presentation and communication skills.
Experience in the commercial aviation sector is a plus.
Why Join Us?
This is a unique opportunity for a strategic and collaborative sales manager to contribute to the global success and growth of CAPA Summits.
If you are a self-starter with a passion for creative selling and building lasting client relationships, we would love to hear from you.
Additional Information How to apply for the role:
Please submit your CV and a cover letter stating why you are applying for this role, and your relevant interests, skills, and experience.
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: Hybrid (1 day per week in Sydney CBD office) or fully remote within Australia.
Support to create an optimal work-from-home environment.
Part of the world's largest B2B Events company - access to L&D, career progression, additional certifications etc.
Employee Share scheme options.
Birthday day off and 4 Paid Annual Volunteering Days.
Healthy Lifestyle Subsidy (a contribution towards gym/yoga/sports classes and memberships).
Work from anywhere* up to 4 weeks per year, we know how precious time is with your family and friends.
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.
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.
See how Informa handles your personal data when you apply for a job here.
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