BUSINESS DEVELOPMENT MANAGER

Events & Content Sales

Reporting to: Group Chief Growth Officer - Integrated Solutions Compensation: Salary as per industry standards

Role Overview

We are looking for a Business Development Manager with strong B2B sales experience in events, experiential solutions and content services. The role has a clear two-part mandate: grow business from the Group's existing relationships and build a qualified pipeline of new clients.

The ideal candidate should be comfortable engaging with senior stakeholders across Marketing, Brand, Corporate Communications, HR, Sales and Procurement; identifying opportunities before they become formal briefs; and converting those opportunities into commercially viable projects.

The person should understand corporate events, dealer meets, conferences, exhibitions, activations, milestone celebrations and awards, along with corporate films, AVs, TVCs, DVCs, AI-led videos and branded content.

60% - Business growth from known / existing Group clients 40% - New client identification, acquisition and conversion

KRA Structure

KRA 1 - Existing Group Clients | 60%

The larger part of the mandate is to generate incremental business from existing and past relationships across the Group.

- Map existing Group clients and identify Events and Content opportunities
- Build relationships beyond current contacts across Marketing, Brand, Corporate Communications, HR, Sales and Procurement
- Understand each client's annual business calendar and proactively identify corporate events, dealer/distributor meets, launches, conferences, awards, exhibitions, activations and milestone celebrations
- Identify content requirements including corporate films, AVs, TVCs, DVCs, AI-generated videos, product films, leadership films and event content
- Convert existing single-service clients into multi-service relationships
- Meet clients proactively instead of depending only on incoming briefs
- Develop ideas and solutions around upcoming business requirements
- Identify opportunities within other divisions, locations and business units of existing client organisations
- Reactivate relevant past or dormant Group clients
- Work with creative, strategy, content, production and event teams to develop proposals




- Own the commercial process from opportunity identification through proposal, negotiation and closure
- Maintain an account-wise opportunity calendar and revenue pipeline

Key expectation Move the relationship from 'Call us when you have a brief' to 'We know what is coming up in the client's business and are already discussing how we can help'.

KRA 2 - New Business Development | 40%

The second mandate is to identify, approach and convert new corporate accounts across India.

- Build and continuously expand a qualified database of prospective clients
- Identify organisations with significant requirements across events, exhibitions and content
- Prioritise sectors such as manufacturing and engineering, building materials, FMCG, healthcare, BFSI, real estate, automotive, education, technology, metals and mining, energy and infrastructure
- Identify relevant decision-makers across Marketing, Brand, Corporate Communications, HR, Sales and Procurement
- Generate meetings through networking, referrals, industry relationships, LinkedIn, events and direct outreach
- Research prospective clients before meetings and approach them with relevant business opportunities rather than generic credentials
- Identify upcoming events, exhibitions, product launches, corporate milestones and content requirements
- Generate qualified briefs and lead the pitch process
- Coordinate internally to create customised creative and commercial proposals
- Follow opportunities systematically through negotiation and closure
- Develop new business particularly across Kolkata and Eastern India, while progressively supporting Guwahati, Bhubaneswar and other priority Pan-India markets
- Build relationships with industry bodies, associations and business networks that can generate introductions and opportunities
- Maintain an active pipeline with transparent values, probabilities, next actions and closure timelines





Revenue & Performance Expectations Performance will be evaluated on both revenue generated and the quality of pipeline created.
- Revenue generated from existing Group clients - 60% weightage
- Revenue generated from new clients - 40% weightage
- Number of qualified client meetings and briefs generated
- Proposal / pitch value and conversion ratio
- Number of new clients acquired
- Growth in business from existing accounts
- Number of clients buying more than one service
- Pipeline value and pipeline-to-target coverage
- Repeat business and account retention
- Maintain approximately 3X qualified pipeline against the assigned revenue target

Candidate Profile
- 6-8 years of proven B2B sales / business development experience
- Strong preference for candidates from event management, experiential marketing, advertising, content/video production, integrated marketing or allied industries
- Demonstrated experience selling corporate events and/or content solutions
- Existing relationships with corporate marketing and communication decision-makers will be a significant advantage
- Strong understanding of how corporate events and content projects are scoped, pitched and commercially structured
- Comfortable engaging with senior management and CXO-level stakeholders
- Strong presentation, pitching and negotiation skills
- Ability to understand a client's business problem and convert it into an opportunity
- Proactive and comfortable creating opportunities rather than waiting for briefs
- Strong follow-up and pipeline-management discipline
- Comfortable working with creative, strategy, production, content and finance teams
- Willing to travel across India as required

What We Are Specifically Looking For This is not a lead-generation-only role. We need someone who can enter an existing client relationship, understand the larger business opportunity, identify what else the Group can sell and bring that business home.

The ideal person combines account mining + relationship building + solution selling + new-business hunting, with Events and Content as the primary revenue categories.

At the same time, the individual must have the hunger and network to open doors with companies we currently do not work with and convert those conversations into revenue.

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