Business Development Representative - job 1 of 2

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.

This role is based in our Santa Monica or New York City office.

Position Overview

The Business Development Representative serves as the first point of contact for prospective clients and plays a crucial role in building and qualifying the sales pipeline for MAGIC events. This entry-level sales position offers exceptional growth opportunities and comprehensive mentorship within our sales organization, while providing essential support to drive revenue generation.

Key Responsibilities

Lead Generation & Qualification

• Execute strategic outbound prospecting activities including targeted cold calling and personalized email campaigns
• Qualify and prioritize inbound leads from marketing campaigns, website inquiries, and trade show activities
• Research and identify high-potential business opportunities within target market segments
• Schedule qualified discovery meetings for the Sales team with detailed prospect briefings
• Maintain accurate and up-to-date lead data in Salesforce CRM

Database Management & Research

• Update and maintain comprehensive contact information for existing and prospective clients
• Conduct in-depth research on company profiles, key decision-makers, and organizational changes
• Ensure data accuracy and completeness at the account level across all touchpoints
• Create and maintain targeted prospect lists for strategic outreach campaigns
• Track, analyze, and report on lead source effectiveness and conversion metrics

Sales Support & Customer Service

• Follow up on outstanding payments and coordinate resolution with Finance team
• Respond to customer service inquiries and escalate complex issues to appropriate team members
• Support sales managers with market research, competitive analysis, and industry intelligence
• Assist with proposal preparation and sales presentation materials

Pipeline Development & Nurturing

• Develop and nurture early-stage prospects through consistent, value-driven touchpoints
• Conduct professional introductory calls to assess prospective needs and qualification criteria
• Execute seamless handoffs of qualified opportunities to sales representatives with comprehensive briefings
• Maintain systematic follow-up schedules and track prospect engagement levels
• Collaborate closely with marketing team to optimize lead generation campaigns and messaging

Required Experience

• Bachelor's degree in Business, Marketing, Communications, or equivalent professional experience
• 1-2 years of experience in sales, customer service, business development, or related field preferred
• Demonstrated interest in developing a career in B2B sales
• Experience with Salesforce CRM and sales automation tools preferred

Essential Skills & Competencies

• Communication: Exceptional verbal and written communication skills with professional phone presence
• Organization: Strong organizational abilities and time management skills with attention to detail
• Technology: Proficiency in Microsoft Office Suite, CRM platforms, and sales enablement tools
• Prospecting: Comfortable with cold calling, email outreach, and various prospecting methodologies
• Independence: Self-motivated with ability to work autonomously while meeting team objectives
• Growth Mindset: Coachable attitude with eagerness to learn and implement feedback

Personal Attributes

• Resilience: Persistent and resilient when facing rejection with positive attitude
• Precision: Detail-oriented with strong follow-through on commitments and deadlines
• Collaboration: Team player with collaborative mindset and willingness to support colleagues
• Drive: Results-driven with competitive nature and commitment to exceeding targets
• Adaptability: Flexible and adaptable to changing priorities, processes, and market conditions

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

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 $50,000-60,000 + commission, based on experience. 

This posting will automatically expire on November 19, 2025.

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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