Business Development Director

Summary:

The Business Development Director will drive net new growth with high value target prospects. This role is essential for Skyline to achieve overall growth targets and will work closely with marketing on top-tier client prospecting strategies including outreach and messaging, lead generation, lead conversion and overall pipeline build and management. The Business Development Director will be someone who loves “the hunt” and is able to achieve revenue and profit goals through both their own existing network of opportunities as well as through a proven ability to drive leads to success via a consultative and strategic approach.

Essential Duties/Responsibilities:

Identify and engage high value targets regarding their trade show spend and any ancillary face-to-face marketing activities with partnership potential.

Focus on generating and qualifying opportunities via existing relationships with key decision makers, strong and innovative networking skills and a keen ability to drive and convert prospects via consultative, customer-centric selling behaviors.

Manage complex capabilities and pitch meetings, and work effectively with all departments by using their expertise appropriately.

Provide a strategic presence across the Business Development team by helping to develop innovative and strategic techniques and programs.

Leverage the sales tech stack for optimal results of prospecting activities.

Work closely with marketing on leveraging value propositions and value add content in outreach to build pipeline aggressively.

Drive revenue and profit results through strong win rates and high average order values.

Penetrate net new logos won for a period of 12 months in a “land and expand” focus. (additional divisions, activations, revenue opportunities)

Exhibit strong forecasting, pricing strategy and closing skills.

Represent Skyline across industries with a high-level of knowledge and integrity.

Knowledge, Skills, and Abilities:

Minimum 10 years of experience in sales with a focus on acquiring new business.

Minimum 10 years of experience in B2B sales within the trade show or similar industries.

Existing network of relevant relationships and the experience of growing this through innovative and creative outreach techniques.

Deep understanding of key markets, customers and competitors in order to target needs and drive sales.

Experience utilizing CRM and prospecting / outreach tools.

Experience managing a pipeline, converting leads and maintaining high win rates.

Experience selling enterprise accounts, full programs and the ability to be highly strategic in business discussions with clients.

An entrepreneurial, self-starter who desires to achieve and excel in a fast-paced dynamic environment.

Ability to be flexible, creative and highly collaborative.

Clear communication with clients and internal stakeholders.

Minimal travel is required (1-2 trade shows per quarter)

Salary Information:

$100,000 + uncapped commission *base compensation may vary based on location

About Skyline:

A leader in the trade show industry, Skyline Exhibits has offered high-quality and innovative exhibiting solutions for 45 years. Working with brands of all sizes, Skyline Exhibits partners with marketers to create brand-elevating trade show experiences through the design and manufacturing of custom and custom modular exhibits and offers a full range of services including digital activations, high-impact graphics, custom fabrication, and asset management. With a strong focus on excellence, Skyline employs over 400 people in marketing and sales, skilled production, exhibit design, warehousing, and client services.