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Questex · 1 day ago

Industry Relations Manager

United States

Full-time

Remote

Mid Level

3+ years exp

Questex is a leading global events, media, and business information company, and they are seeking an Industry Relations Manager to enhance connections between suppliers and buyers. The role focuses on strategic relationship development, buyer retention, and audience development while managing data and insights related to buyer participation at events.

Business IntelligenceDigital MediaEventsSocial Media

No H1B

Responsibilities

Source new leads from LinkedIn, Zoom Info, press release announcements, Third-Party industry reports, Supplier wish lists, competitive event lists, Google alerts, and manage leads from Marketing Teams

Working with Marketing Director, Event Director and Market Leader to identify targets as well as generate buyer/VIP target audience profiles to be shared with the commercial teams

Identify, pursue and manage partner relationships that deliver new buyers/VIPs

Work with Marketing Director, Event Directors and Market Leaders to develop a budget to support buyer relations targets and goals

Develop and manage Advisory Boards that tiers buyers/VIPs A,B,C based on a criteria of supplier scores and other methods to ensure we are capturing and retaining the best buyers at our events

Reviewing/qualifying all hosted buyer applications that come in and solicit buyers on a daily basis

Telephone cold-calling to potential buyers and e-mail follow-up

Individual marketing efforts using database, websites and relationships and other market intelligence, such as soliciting social media outlets and utilize tools to acquire buyers

Review and vetting of all applications (assuming buyer/VIP meet initial qualifications in the electronic application); each applicant is to be called for a telephone screening and a comprehensive screening of each buyer to check references

Manage and maintain buyer application data and provide a demographic report of who is attending the event and applying to attend

Managing weekly reports to be shared with the team

Supporting the marketing and sales teams by providing updated profiles and pertaining information on trends, insights and data on buyers to support effective sales efforts and help reach revenue targets

Securing signed contract binding the targeted hosted buyer to attend the event

Responsible for communicating and corresponding with all buyers/VIPs on an ongoing basis to keep the committed buyers aware of activities

Responsible for communicating with and managing the buyers/VIPs who wish to cancel out of the Event, including following up on cancellation payments due, those who need to be billed, following up with accounting

Participation in weekly or monthly team conference meetings/calls

When a signed contract is received, liaise with the operations team to generate buyer profiles/content marketing for promotion in social media, on newsletters and emails

In-person meetings with buyers at their offices and at competitive events

Maintain at least 50% new buyers at each event

Managing the Buyer Insights Research campaign in conjunction with Market Leader to ensure we have a research product that tracks and indexes purchasing intentions, trends and performance within each market. Goal is a quarterly report and an annual report released in conjunction with the event

Developing buyer workshops and potentially buyer conferences before the events to support a common strategy on how buyers can get the greatest benefit from our content and events

Support the creation of an awards program that Buyer Council awards top new products etc . Awards would be tied to the creation of an on-site scoring system for buyers to rate suppliers

Oversee the Hosted Buyer Experience to ensure that these events continue to provide meaningful business development opportunities e.g., advising sales teams on suppliers with whom buyers wish to do business

Work closely with operations and the respective sales teams to strengthen the value proposition and on-site experience for Hosted Buyers. This includes contributing to creating content, sponsorship activations and designing events to reflect experiences buyers can duplicate for their own programs and business opportunities

Attend our events to ensure that buyers are meeting the terms of their contract on-site, namely, showing up for appointments. If appointments are missed, it is the BRS’s responsibility to work with the buyer to re-schedule the appointment, including re-iterating to the buyer the importance of complying with the terms of his/her contract. Welcome/greet buyers, network

An initial follow-up report on the event should be created within two weeks, with recommendations for change as needed. This includes participation in the post event wrap up meeting and identifying any buyers who are “blacklisted” with reason and keeping database up-to-date with marketing team

Qualification

Buyer AcquisitionData ManagementStrategic Relationship DevelopmentSalesforceMicrosoft Office SuiteCustomer ServiceLife Sciences KnowledgeMarketing ExperienceCommunication SkillsTeam Player