Business Development Manager (aviation week)

Informa Markets, a division within Informa, creates global platforms for industries. We organize over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

This role is based in our Beijing or Shanghai China office, with a flexible working arrangement requiring 3 days in person at the office and/or attending client visits and events.

Aviation Week by Informa is the largest multimedia information and services provider for the global aviation, aerospace, and defense industries, serving 1.7 million professionals around the world.

Industry professionals rely on Aviation Week by Informa to help them understand the market, make decisions, predict trends, and connect with people and business opportunities. Customers include the world's leading aerospace manufacturers and suppliers, airlines, airports, business aviation operators, militaries, governments, and other organizations that serve this worldwide marketplace.

Aviation Week by Informa ’s portfolio delivers award-winning journalism, data, intelligence and analytical resources, world-class tradeshows and conferences, and results-driven marketing services and advertising. Aviation Week by Informa is part of Informa Markets, a division of Informa PLC.

Informa Markets is seeking an experienced Business Development Manager to drive revenue growth by identifying and securing new business opportunities. While focused on a specific brand, the role also requires adaptability across multiple brands. Emphasizing consultative sales, the Business Development Manager proactively engages prospective clients to expand Informa’s market presence, increase customer acquisition, and drive new revenue streams.

Key Responsibilities

• Identify and engage high-value prospects within the aviation sector, guiding them through the buying process to increase market share and penetration of Aviation Week by Informa solutions.
• Apply consultative selling techniques to uncover customer needs and present tailored solutions across data, media, consulting, and events.
• Plan, organize, and execute sales campaigns to maximize revenue growth within the designated sales territory.
• Conduct product demonstrations and support business negotiation activities to close high-value deals.
• Build and maintain relationships with senior-level decision-makers in aerospace, air transport, and finance sectors to secure new partnerships.
• Engage regularly with prospects and customers to understand their business, goals, and requirements while delivering high levels of customer satisfaction.
• Represent Aviation Week by Informa at industry events, conferences, exhibitions, and competitor shows to generate leads and expand market reach.
• Establish strong working relationships across Aviation Week by Informa to develop and deliver bespoke customer solutions.
• Build industry-specific knowledge by attending competitor events, analyzing market trends, and staying informed of sector developments.
• Conduct market research to identify emerging trends, growth opportunities, and competitive activity, responding strategically.
• Leverage customer buying trends and industry insights to develop effective sales plans targeting new accounts.
• Collaborate with Marketing to create packages and campaigns that attract new customers and support revenue growth.
• Use Salesforce to track client interactions, opportunities, and forecasts accurately and prepare detailed performance reports for senior leadership.
• Develop pricing strategies and proposals to maximize profitability and close deals effectively.
• Share best practices and insights across the sales team to enhance overall performance.
• Meet or exceed daily, weekly, and monthly sales activity and revenue targets.
• Perform additional tasks as required

Performance Targets

• Lead Generation: Achieve daily call/email quotas to identify and qualify new prospects within the aviation sector.
• Revenue Growth: Meet or exceed monthly and quarterly revenue and renewal targets through new business acquisition and account management within the assigned sales territory.
• Sales Activity: Maintain consistent outreach and engagement with prospective clients, delivering against challenging KPIs and objectives set by senior management.
• Market Expansion: Secure new accounts and partnerships to increase Aviation Week by Informa 's market share and penetration.
• Pipeline Management: Maintain accurate forecasting and regularly report performance against objectives.

• Bachelor's degree in engineering, business, marketing, or a related field; MBA or advanced degree preferred.
• 3-5 years of B2B sales experience, ideally in media, data solutions, consulting, sponsorship, or B2B events within the aviation or aerospace sector, with proven revenue achievement.
• Strong network of customers within the aviation industry.
• Native Mandarin speaker with fluent English communication skills (written and verbal).
• Strong expertise in lead generation, consultative selling, new business development, and closing high-value deals.
• Proven experience in extensive cold calling and network-building.
• Excellent negotiation, communication, and relationship-building skills with senior-level decision-makers.
• Proficiency in CRM systems (Salesforce preferred) for pipeline management and reporting.
• Sales or related certifications are an added advantage.
• Willingness to travel up to 50% for client meetings, industry events, and business development activities.

Key Competencies

• High Energy: Persistent and positive attitude throughout the sales cycle with a proactive and self-motivated approach to work.
• Results Driven: Thrives on competition and is committed to exceeding targets with a results-driven working style.
• Resilient: Uses challenges as motivation to improve performance and maintain momentum.
• Entrepreneurial: Takes ownership of sales territory, identifying creative solutions and new opportunities for growth.
• Curiosity: Brings a mindset that fosters growth, creativity, and continuous improvement.
• Strategic Analysis: Strong analytical skills to interpret market changes, competitor activity, and customer trends.
• Relationship Builder: Exceptional ability to establish and maintain strong networks and working relationships across internal teams and external stakeholders.
• Communication Excellence: Outstanding verbal and written communication skills with the ability to deliver compelling presentations and proposals.
• Organizational Skills: Strong ability to manage multiple priorities, opportunities, and accounts effectively.

Technical Proficiency: Competent in IT and office software tools, with expertise in CRM systems and sales technology platforms

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: annual leave plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong well-being support through EAP assistance, mental health first aiders, plus company funded additional medical cover
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.