Job Description

ARBS Exhibitions is seeking an experienced Business Development Manager to drive commercial growth across exhibitions, sponsorships and advertising. Build high-value industry relationships, develop new domestic and international opportunities and help shape the commercial strategy of a trusted industry brand.

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About the Company

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ARBS Exhibitions is a respected not-for-profit organisation supporting the HVAC&R; and building services industries through education, innovation, collaboration and industry connection.

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Best known for its biennial ARBS exhibition, the organisation provides a valued platform for industry professionals to connect, discover emerging technologies and share ideas. ARBS is a small, collaborative and agile team focused on quality relationships, innovation and supporting the ongoing growth of the sector.

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The Role

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This newly created senior Business Development Manager role will be responsible for growing ARBS' commercial revenue through strategic, value-led relationships with exhibitors, sponsors, advertisers and industry partners across Australia and international markets.

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Reporting to the CEO, you will take ownership of developing new opportunities while nurturing established industry relationships and building a strong, high-quality commercial pipeline.

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Key responsibilities include:

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- Identify, prospect and secure new exhibitors, sponsors and advertising partners.
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- Grow exhibitor participation across building services, intelligent building technology, HVAC&R; and adjacent sectors.
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- Develop domestic and international opportunities, including strategic international exhibitor relationships.
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- Build tailored sponsorship opportunities aligned with partner objectives and audience needs.
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- Generate advertising revenue across digital platforms, publications, websites and event opportunities.
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- Conduct proactive business development through cold calling, networking, meetings, roadshows and industry events.
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- Build and maintain long-term relationships with exhibitors, sponsors, advertisers and senior industry stakeholders.
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- Maintain accurate CRM data, segmentation, forecasting and pipeline activity using Zoho CRM.
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- Collaborate closely with marketing and events teams on targeted campaigns and successful delivery.
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To secure the role, we are looking for:

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- Minimum 5 years' experience in business development, B2B sales or a related commercial role.
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- Demonstrated success achieving and exceeding sales and revenue targets.
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- Experience in senior business development, sponsorship, advertising or consultative sales.
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- Strong relationship-building, influencing, networking and telephone prospecting skills.
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- Strategic thinking with strong commercial acumen.
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- Confidence engaging and influencing senior industry stakeholders.
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- Strong CRM discipline and attention to detail, with Zoho CRM experience highly regarded.
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- Ability to understand technical subject matter and translate client needs into commercial opportunities.
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- A collaborative, self-directed style suited to a small and agile team.
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- Experience in exhibitions, events, sponsorship or media sales will be highly regarded, as will knowledge or networks across HVAC&R;, engineering, architecture, construction, building services or the broader built environment.
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Why Work for Us?

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This is an opportunity to step into ARBS' first dedicated Business Development Manager position and have a genuine impact on the organisation's future commercial growth.

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Performance Opportunity:

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- Earn up to approximately $30,000 OTE bonus against agreed commercial targets.
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Flexible Working:

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- Hybrid working arrangements.
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Shape the Role:

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- Influence commercial strategy, partnerships and new approaches in a newly created position.
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Industry Exposure:

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- Attend industry events, networking functions, gala dinners and stakeholder meetings.
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Career development:

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- Access to a professional development budget and ongoing industry learning.
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Meaningful Relationships:

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- Work with respected businesses and senior stakeholders across Australia and international markets.
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Collaborative Culture:

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- Join a friendly, innovative and agile not-for-profit team where ideas and initiative are valued.
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ARBS' values centre on Education, Collaboration and Growth, with a commitment to strengthening the HVAC&R; and building services sectors and creating opportunities for industry connection, learning and innovation.

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