Business Development Executive, Sponsorships – National Restaurant Association S

Company Description

Informa Connect:

Home to over 1,000 talented and passionate individuals, Informa Connect is a global business which delivers world-class live events and outstanding digital content to markets across 30 countries. From Biotech and Pharma to pop culture, we connect hard and fast with businesses to create exciting on-demand experiences who expect the very best.

At Informa Connect, we foster a culture of innovation and collaboration, where your ideas have the freedom to flourish and your hard work makes a real-time impact. We’re committed to supporting your professional growth and celebrating your individual successes – because when you succeed, we all succeed. Move forward, move fast with us at Informa Connect.

The National Restaurant Show:

The National Restaurant Show is not just the largest annual gathering of foodservice professionals in the Western Hemisphere, it also boasts an attendee base full of quality buyers. In fact, 77% of Show attendees are decision makers and nearly 50% purchase more than $5,000,000 per year. The most efficient and cost effective way to meet these decision-making operators is by becoming an exhibitor at the 2024 National Restaurant Show.

With over 900 product categories on a trade show floor that is larger than 10 football fields, there’s no better place to launch new products, grow your brand awareness, generate new leads, and build stronger relationships with current customers than the National Restaurant Show.

National Restaurant Association Show (

Job Description

As a National Restaurant Association Show Business Development Manager, you’ll play a pivotal role in driving exhibit and sponsorship sales growth for this prestigious event. With your expertise and dedication, you’ll contribute to making this show a resounding success, connecting businesses and professionals from across the foodservice industry.

In this role, you’ll be responsible for engaging with key audience segments, including independent commercial operators, commercial chain operators, non-commercial operators, food and equipment dealers and distributors, lodging foodservice operators, c-store retail, and more. Your primary focus will be on identifying potential exhibitors and sponsors within these segments, nurturing relationships, and securing their participation in the event.

You’ll leverage your sales expertise to communicate the value proposition of exhibiting or sponsoring at The National Restaurant Association Show, highlighting the unparalleled opportunities for brand exposure, lead generation, and relationship-building that the event offers. With over 900 product categories on a trade show floor that is larger than 10 football fields, you’ll emphasize the unique platform the show provides for launching new products, growing brand awareness, and strengthening relationships with current customers.

Develop and execute strategic sales plans to achieve revenue targets for event sponsorship and floor space.
Identify and prioritize potential sponsors and exhibitors based on target audience segments and industry trends.
Conduct prospecting activities, including cold calling, email outreach, and networking, to generate leads and opportunities.
Build and maintain strong relationships with existing and potential sponsors and exhibitors, serving as their primary point of contact throughout the sales process.
Customize sponsorship packages and floor space options to meet the specific needs and objectives of each client.
Present proposals and negotiate terms and pricing with clients, ensuring alignment with budget and ROI expectations.
Collaborate with internal teams, including marketing, operations, and event management, to ensure seamless execution of sponsorship agreements and floor space arrangements.
Provide ongoing support to sponsors and exhibitors, addressing any questions or concerns and facilitating their participation in the event.
Monitor industry trends and competitor activities to identify new sales opportunities and stay ahead of market changes.
Attend industry events, trade shows, and conferences to promote our events and network with potential clients.
Manage sales pipelines and update CRM systems with accurate and up-to-date information on sales activities and client interactions.
Prepare sales reports and forecasts to track progress against targets and communicate performance to management.
Stay informed about event content, agenda, and speaking opportunities to upsell additional services to sponsors and exhibitors.
Coordinate logistics for sponsor activations, including booth setup, signage, and promotional materials.
Collaborate with speakers and moderators to secure their participation in event programming and maximize their visibility.
Provide guidance and support to clients regarding branding and advertising opportunities within event collateral and promotional materials.
Identify opportunities for cross-selling and upselling additional event services, such as workshops, roundtables, and VIP experiences.
Conduct post-event evaluations with sponsors and exhibitors to gather feedback and identify areas for improvement.
Stay abreast of industry regulations and compliance requirements related to event sponsorship and exhibition activities.
Continuously seek ways to enhance the value proposition of event sponsorship and floor space offerings to drive increased revenue and client satisfaction.

These responsibilities cover a range of activities involved in selling event sponsorship, floor space, and exhibition opportunities, as well as supporting clients throughout their participation in the event.


Bachelor’s degree: Preferred fields include business administration, marketing, communications, or related disciplines, providing a solid foundation in business principles and sales strategies.
**Minimum 2 years sales experience: Demonstrated success in similar roles, showcasing the ability to drive revenue growth, build client relationships, and meet or exceed sales targets.
Effective communication skills: Ability to communicate clearly and persuasively, both verbally and in writing, to engage clients and convey the value proposition of event sponsorship and floor space opportunities.
Proficiency with Microsoft Office and SalesForce: Skills in Word, Excel, PowerPoint, and CRM software such as SalesForce are essential for creating sales proposals, presentations, and managing sales pipelines.
**Tradeshow sales experience: Previous experience in tradeshow sales is highly advantageous, providing a deeper understanding of industry dynamics and best practices for driving sales success in this specialized market segment.
Proven experience in client relationships and management.
Demonstrated desire to build and nurture healthy internal and external relationships.
Self-starter with the ability to work independently and collaboratively.
Proficient in independently researching and prospecting using various techniques, including online research and face-to-face networking.
Comfortable developing and selling creative, abstract ideas to senior executives.
Excellent capacity to learn quickly, think on the fly, and self-teach as required.
Exceptional written and verbal communication, organizational, and problem-solving skills.
Solid understanding of core marketing principles.
Proactive and goal-oriented with a strong willingness to learn and constantly improve.
Salary range: $52,500 to $65,000 plus commission.
This job listing will no longer be available after March 11, 2024.

Additional Information

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

Our benefits include:

Learning and development plan to assist with your career development
15 days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday!
Competitive Benefits with 401k match
Paid parental leave
Work with a high quality of specialist products and service
Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
ESPP – become a shareholder

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.

Originally posted on Himalayas


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Sponsorship Sales Manager, Business Development Executive, Business Development Associate, Business Development Director, Business Development 

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