Senior Business Development Manager - M&I Sales
Location: Borough, South London (SE11EP) - Hybrid.
Company Overview
M&I, launched in 2006, brings together high calibre meeting planners and exhibitors from the hospitality industry through a series of standout events across Europe, the Middle East, and the Americas. Our portfolio includes M&I Expo, M&I Flagship, M&I Healthcare, and M&I Luxe. We create beautifully crafted events that spark meaningful engagement, from curated 1 2 1 meetings to immersive moments that showcase exceptional destinations, hotels, venues and MICE services. Our events take place across Europe, the Americas and the Middle East in some of the world's most extraordinary destinations. M&I is part of Worldwide Events Group, founded in 2007, and is a recognised leader in global MICE and luxury travel.
Role Summary
As a Senior Business Development Manager, you will own the commercial growth of the M&I brand across our M&I sales portfolio, winning and renewing supplier participation, driving new bookings, and maximising rebookings and account value.
Responsibilities
- Revenue Delivery - own a personal sales quota within the M&I supplier sales portfolio, delivering against annual revenue targets across new business, renewals and upsell.
- New Supplier Acquisition - build and manage a healthy pipeline of qualified supplier prospects, sourcing opportunities through market research, referrals and industry events.
- Renewal and Rebooking Management - manage the full renewal cycle, from early identification of expiring contracts through negotiation and rebooking, maximising retention across your portfolio.
- Upsell and Value Creation - identify opportunities for sponsorship, premium placements and multi property or multi event commitments to increase account value.
- Pipeline and CRM Discipline - maintain an accurate, current pipeline in Salesforce, recording customer interactions, deal stages, next steps and forecasts.
- Peer Mentoring and Deal Support - provide coaching and deal shaping support to Business Development Executives, Business Development Managers and Account Managers, sharing best practice and market intelligence.
Due to the nature of our work, you may occasionally be required to work outside standard hours to support events or meet key deadlines.
Qualifications
- Business Development and Selling - proven ability to prospect, qualify, negotiate and close supplier deals, with a track record of meeting or exceeding targets in a B2B events, hospitality or conference environment.
- Relationship Building - ability to build trust with senior supplier contacts, including hotel group leaders, venue owners and destination marketers, and to sustain productive long term relationships.
- Commercial Judgement - sound judgement on pricing, value and deal risk, working within policy and knowing when a strategic exception or senior escalation is required.
- Renewal and Rebooking Management - systematic approach to renewals: early identification, account preparation, tailored proposals, negotiation and timely close.
- CRM and Pipeline Discipline - consistent, accurate use of Salesforce, maintaining reliable interaction history, deal stages, next steps and forecasts.
- Market and Competitor Awareness - strong understanding of the hosted buyer event landscape, competitor activity, supplier priorities and relevant hospitality or MICE market developments.
Desirable Qualifications and Experience
- AI and Data Fluency - using AI and data tools appropriately for account research, proposal preparation, rebooking prioritisation, objection handling and informed sales decisions.
- Coaching and Mentoring - supporting junior and peer sellers through deal reviews, role play, shadowing, practical feedback and active knowledge sharing.
- Complex Deal Shaping - structuring and negotiating multi property, multi event or multi year commitments involving several stakeholders.