Reporting to the Global Vice President, Business Development, the Business Development Manager is responsible for creating and developing qualified sales opportunities across the PCMA enterprise. This role serves as the primary outbound prospecting and lead generation function for the Business Development team, identifying new business opportunities for media, sponsorship, partnership, and other revenue-generating solutions across PCMA's global portfolio.
The Business Development Manager works closely with Business Development Directors, internal business units, and regional teams to identify prospective clients, conduct market research, initiate sales conversations, and cultivate relationships that result in qualified opportunities for revenue growth.
The primary focus of this role is outbound business development through prospect research, direct outreach, networking, industry events, trade shows, referrals, and strategic account targeting.
ESSENTIAL DUTIES AND ACCOUNTABILITIES
Pipeline Development & Prospecting
- Develop and execute proactive outbound sales strategies to identify and secure qualified opportunities across media, sponsorship, events, partnership, and other enterprise revenue offerings.
- Research and identify new target accounts, decision-makers, and emerging industry sectors aligned with PCMA's strategic growth priorities.
- Build and maintain a robust pipeline of prospective clients across all geographic territories.
- Conduct outreach through email, phone, LinkedIn, networking events, trade shows, and industry engagement activities.
- Schedule and facilitate introductory meetings between prospective clients and Business Development Directors.
- Qualify prospects through discovery conversations to assess business objectives, budget, timing, and fit with PCMA offerings.
- Maintain prospecting activity levels consistent with established sales goals and performance metrics.
Strategic Account Development
- Develop account intelligence and prospect profiles to support Business Development Directors in advancing sales opportunities.
- Collaborate with Business Development Directors to prioritize target accounts and strategic growth sectors.
- Identify cross-selling and enterprise-wide opportunities among prospective clients.
- Support account-based sales strategies for high-value target organizations.
- Monitor industry trends, competitive activity, and emerging market opportunities.
Collaboration & Revenue Growth
- Work closely with Business Development Directors to ensure smooth handoff and transition of qualified opportunities.
- Collaborate with internal business units including Events, Content, Marketing, Membership, Foundation, and Digital teams to identify relevant sales opportunities.
- Partner with regional teams in EMEA, APAC, LATAM, and North America to support global prospecting initiatives and revenue objectives.
- Ensure consistency of messaging, value propositions, and prospect engagement across the enterprise.
CRM & Reporting
- Maintain accurate prospect and pipeline information within Salesforce.
- Track outreach activities, lead status, meetings scheduled, and opportunity progression.
- Prepare regular pipeline reports, sales activity reports, and market intelligence updates.
- Measure and report on key performance indicators related to lead generation and opportunity creation.
- Attend sales meetings and business development planning sessions.
- Represent PCMA at industry events, conferences, and trade shows.
- Participate in strategic growth initiatives and special projects as assigned.
- Support new product launches and go-to-market initiatives through prospect identification and outreach.
- Perform other duties as requested by supervisor.
- Position may require evening and weekend work as well as travel.
- Strong prospecting and lead generation skills.
- Ability to identify and engage senior-level decision makers.
- Excellent verbal, written, and presentation communication skills.
- Strong research and analytical capabilities.
- Ability to develop strategic account plans and identify growth opportunities.
- Ability to work independently while collaborating effectively within a team environment.
- Strong organizational skills with the ability to manage multiple priorities simultaneously.
- Proficiency with Microsoft Office Suite and Salesforce CRM.
- Ability to represent PCMA professionally with internal and external stakeholders.
- Ability to travel as required.
MINIMUM QUALIFICATIONS
- Bachelor's degree in Business, Marketing, Communications, Hospitality, or related field, or equivalent work experience.
- Minimum two (2) to five (5) years of experience in business development, sales development, lead generation, sponsorship sales, media sales, hospitality sales, or related sales functions.
- Demonstrated success in prospecting, pipeline development, and new business acquisition.
- Experience using CRM platforms, preferably Salesforce.
- Strong communication and relationship-building skills.
- Ability to communicate effectively in written and spoken English.
- Experience within the meetings, events, hospitality, tourism, association, or media industries preferred.
PHYSICAL REQUIREMENTS AND ENVIRONMENTAL CONDITIONS
- Ability to perform work utilizing a computer for extended periods of time.
- Ability to sit for extended periods of time in performing the work.
- Ability to walk for extended periods of time in performing the work.
- Ability to grasp objects utilizing fingers (fine motor manipulation).
- Ability to travel by air or ground transportation as required in performing the work.
Skills Required
- Bachelor's degree in Business, Marketing, Communications, Hospitality, or related field, or equivalent work experience.
- Minimum two (2) to five (5) years of experience in business development, sales development, lead generation, sponsorship or media sales, or related sales functions.
- Demonstrated success in prospecting, pipeline development, and new business acquisition.
- Experience using CRM platforms (Salesforce preferred).
- Proficiency with Microsoft Office Suite.
- Strong prospecting and lead generation skills and ability to engage senior-level decision makers.
- Excellent verbal, written, and presentation communication skills; ability to communicate effectively in English.
- Ability to travel as required, including occasional evenings and weekends.
- Experience within meetings, events, hospitality, tourism, association, or media industries.
What We Do
The Professional Convention Management Association (PCMA) is the world’s largest community for business events strategists, providing senior-level education, networking, and market intelligence for the global business events industry. Its mission is to drive social and economic progress through business events, connecting, educating, and inspiring professionals who manage conferences, conventions, and strategic events worldwide.
