We are looking for a dynamic, self-motivated Business Development Manager with a minimum of 5 years of experience selling and growing business specifically in events, exhibitions, mobile roadshows, and brand activations. The role carries direct ownership of a revenue target and its profitability — the BDM is accountable not only for a healthy top line through new client acquisition and key account growth, but equally for a healthy bottom line through disciplined pricing, negotiation, cost awareness, and receivables control. Candidates must bring demonstrated, verifiable success stories of generating consistent business from both new and existing clients — shortlisting will be track-record-led.

KEY RESPONSIBILITIES

New business development

- Identify, prospect, and convert new clients across target segments (corporates, brands, industry associations, exhibition organisers, government tenders and empanelments) for stalls, events, roadshows, and activation mandates.

- Build and maintain a healthy, always-on pipeline through cold outreach, industry networking, exhibition floor visits, referrals, digital inbound leads, and partner channels — with pipeline coverage of at least 3x the quarterly target.

- Lead the full sales cycle end-to-end: qualification, briefing, brief-to-pitch coordination with the creative and estimation teams, proposal and costing presentation, negotiation, and closure.

- Represent the company at industry events, exhibitions, and client forums to build visibility and originate opportunities.

Key accounts management
- Own a portfolio of key accounts as the single point of contact — grow wallet share by mining annual event calendars, multi-city roadshow programs, and retainer opportunities.

- Drive repeat business through structured account plans: mapped stakeholders, upcoming opportunities, share-of-wallet targets, and quarterly account reviews.

- Ensure post-event closure discipline on every project — client feedback, documented learnings, and a next-opportunity conversation within defined timelines.

- Protect and renew existing revenue: anticipate competitive threats, resolve service escalations quickly, and maintain senior-level client relationships beyond individual projects.

P&L; ownership, tracking, and reporting
- Own the revenue and gross-margin targets for the assigned book of business — accountable for both top line (billing) and bottom line (project-level profitability after direct costs).

- Price and negotiate deals within margin guardrails; work with estimation and production to protect margins on every quotation, and obtain approvals for any deviation.

- Maintain strict, real-time tracking of the funnel in the CRM / sales tracker: every lead, stage, value, probability, expected closure date, and loss reason — no off-system deals.





- Publish accurate weekly sales reports and monthly P&L; views per account and per project: booked vs. billed vs. collected, margin achieved vs. quoted, and pipeline health.

- Own collections for your accounts: advance terms, milestone billing, and follow-through on receivables so that DSO stays within company norms.

- Provide dependable revenue forecasts to management for capacity and cash-flow planning.

Cross-functional collaboration
- Work hand-in-hand with creative/design, estimation, production, fabrication, and operations teams to convert briefs into winning pitches and profitable, deliverable projects.

- Brief internal teams accurately and completely — venue constraints, budgets, timelines, brand guidelines — so that rework and margin leakage are minimised.

- Stay engaged through delivery: attend key client meetings during execution, support the operations team on-site for major projects, and own the client relationship through show days.

- Feed market intelligence back into the business: competitor pricing, emerging formats (hybrid events, experiential tech), and client budget trends.

KEY PERFORMANCE INDICATORS — HOW THIS ROLE IS MEASURED

Targets below are indicative placeholders; final numbers are set at offer stage and reviewed annually.

KPI Measure Review cadence

Top line — revenue Booked and billed revenue vs. annual / quarterly target Monthly

Bottom line — profitability Gross margin % achieved per project vs. quoted margin; portfolio margin vs. target Monthly

New business Number and value of recent logos closed; new-client revenue share Quarterly

Key account growth Repeat business %, wallet-share growth, account retention Quarterly

Pipeline discipline Pipeline coverage (≥3x target), CRM hygiene, forecast accuracy Weekly

Conversion efficiency Pitch-to-win ratio; average deal cycle time Quarterly

Collections DSO / receivables ageing on owned accounts; advances secured per policy Monthly

Client health Post-event client feedback scores; escalations resolved within SLA Per project

REQUIRED QUALIFICATIONS AND EXPERIENCE

- Minimum 5+ years of business development / sales experience specifically in events, exhibitions, mobile roadshows, activations, or experiential marketing agencies (mandatory — candidates from unrelated B2B sales without this industry exposure will not qualify).

- Demonstrated success stories with numbers:



revenue delivered year on year, marquee wins, accounts grown, and margins protected — candidates must be prepared to walk through 3–4 specific deals in detail, including what they personally did to win and to protect profitability.

- A live, referenceable network of client relationships and a working knowledge of the exhibition calendar, major venues, organisers, and industry bodies in the operating region.

- Strong commercial acumen: costing structures of stalls / events (fabrication, rentals, manpower, logistics), pricing strategy, negotiation, and contract and advance-payment terms.

- Graduate degree required; MBA / postgraduate in marketing or sales is preferred.

- Fluent business communication and presentation skills; proficiency with CRM tools, Excel / Google Sheets for trackers and P&L; views, and PowerPoint for proposals.

- Willingness to travel extensively for client meetings, site visits, and event days, including weekends during show periods.

PERSONAL ATTRIBUTES
- Dynamic and self-motivated: a proactive hunter mindset that does not wait for inbound leads; sets personal stretch goals and pursues them with urgency.

- Ownership mentality: treats the assigned book of business like their own P&L; — no excuses on numbers, full accountability on commitments made to clients and to internal teams.

- Collaborative influence: builds genuine partnerships across creative, production, and operations rather than throwing briefs over the wall; earns internal goodwill that translates into better client delivery.

- Resilient and composed under event-industry pressure: last-minute changes, tight deadlines, and demanding clients are the norm, not the exception.

- High integrity in commercial dealings: transparent on pricing, honest on deliverability, and disciplined on company policies for discounts and credit.

ADDED ADVANTAGES
- Existing relationships with corporate marketing / brand teams, exhibition organisers, or government / PSU event cells that can be activated early.

- Experience with tender / RFP-driven business and empanelment processes.

- Exposure to hybrid and tech-enabled formats: virtual events, AR/VR experiences, LED and immersive content — and the ability to sell them as upsells.

- Track record of building or mentoring a small BD team.

APPLICATION REQUIREMENTS
- Updated CV with quantified achievements: annual revenue handled, targets vs. achievement for the last 3 years, top 5 clients handled, and largest single deal closed.

- A brief note (max one page) describing two success stories — one new-client win and one key account grown — with your specific role, the numbers involved, and how profitability was protected.

Pay: ₹100,000.00 - ₹150,000.00 per month

Work Location: In person

📌 Business Development Manager (BDM) (Delhi)
🏢 Our Links India
📍 Delhi