Business Development Manager
Abu Dhabi University Knowledge Group
Total years of experience :19 years, 6 Months
Primary role is to support Public Sector entities in Abu Dhabi with conferences/workshops/round-table on topics they require more information on.
Work with private sector companies to help them deliver their message to the market, especially the Public Sector in UAE through focused events.
IQPC is one of the world’s leading B2B event organisers with a successful portfolio within all types of industries including Telecoms, Oil and Gas, Defence, Finance, IT, HR and many more. As a divisional sales director initially for Defence, Oil & Gas and Construction and later exclusively for Defence, I was responsible for overall financial performance of defence conferences.
Job profile:
• Key account management, responsible for managing the top 7 Defence clients and delivering almost 40% of yearly defence sponsorship revenue
• Identifying and researching new potential conference topics, talking to existing clients and industry leaders to establish value in hosting the event and make a business case to secure sponsorship
• Manage both yearly and quarterly budgets without losing sight of individual sales managers and event targets
• Establishing relationships with potential sponsors/market leaders and identifying their requirements and key audience, marketing forecast plan, available budget and how to place them
• Writing the sponsorship and exhibition marketing email copies, websites, brochures and press releases
• Building target market databases
• Managing individual sales campaigns to ensure sales managers have enough new leads every week to hit KPI’s and achieve targets
• Check each and every proposal to establish client requirements, objectives and challenges they face in the market to identify where our product can add value
• Help with call-backs and second voicing to either recap on the objective to build value or create urgency and close deals
• Onsite client management by organising one-to-one meetings
• Meeting and exceeding targets and deadlines
IQPC Middle East - Dubai, United Arab Emirates
Sr. Sponsorship Sales Manager
November 2007 - August 2010
As a sponsorship sales manager, I mainly focused on Defence, Oil & Gas, Construction and Infrastructure conferences.
Job profile:
• Responsible for hitting monthly sales targets as well as overall event target
• Identifying potential companies who should sponsor and cold calling them
• Delivering a value proposition to prospective clients, understanding their challenges to show how the conference can help overcome them and establish objectives & requirements to build a tailored proposal
• Building target market databases
• Attending and running regular meetings with clients as well as the project team consisting of sponsorship sales, marketing, operations and delegate sales
• Onsite client management by organising one-to-one meetings
• Meeting and exceeding targets and deadlines
Naseba is a Business-to-Business events organiser. In my role as a senior research analyst I was responsible for researching different industry segments for potential events, compile market briefs along with projected revenue and present the it to the management for their approval. I also played an integral role in the company's expansion from 2004 to 2007, which included opening new offices (India & UK), recruiting and managing new employees and developing new departments, which were initially outsourced.
Job profile:
• Project management, ensuring topics are managed from concept to implementation without deviation from research
• Managing all stages of projects including the finances
• Securing government support and building lasting relationships
• Assisting the vendor sales & delegates sales campaigns, operations & branding departments with weekly meetings and direct involvement with production department
• Building target market databases
• Delivering a seamless end-to-end customer experience through effective relationships with partners
• Attending and running regular meetings with clients as well as the project team consisting of sponsorship sales, marketing, operations and delegate sales
• Onsite event management and running of workshops
Key achievement: Successfully hired, trained and managed sales staff of over 25 people for offices in Bangalore and London in the space of 8 months.
• Bachelor of Science with Honours in Hospitality and Restaurant Management from the International Institute for Management and Technology, India • Awarded "A" grade for dissertation submitted on the topic: Brand Loyalty: The role of Customer Satisfaction and Image
• CBSE 10 & CBSE 12