Business Development Manager

The Business Development Manager is responsible for owning the full sales cycle for Brewers Association products and programs, including the Craft Brewers Conference (CBC), Great American Beer Festival (GABF), Hill Climb, and advertising opportunities. This role combines strategic prospecting, relationship management, and revenue generation to drive sustainable growth and strengthen partnerships across the brewing industry.

Essential Duties

Sales Ownership and Execution

• Lead all stages of the sales process — from prospecting and discovery through product presentations, proposal development, negotiation, and closing.
• Manage the complete sales cycle for all BA products and sponsorship opportunities, ensuring consistent communication and follow-through with prospects and clients.
• Maintain accurate records of all sales activities, opportunities, and communications in Salesforce.

Business Growth and Account Management

• Actively manage a portfolio of prospects and existing customers to drive new business and revenue growth.
• Develop account plans and retention strategies to ensure long-term client satisfaction and renewal success.
• Consistently meet or exceed individual and team revenue targets.

Strategy and Collaboration

• Partner with the Director of Business Development to shape sales targets, messaging, and territory strategies informed by market insights and performance metrics.
• Collaborate cross-functionally with Marketing/Communications, Events and Membership teams to align messaging, share insights, and deliver a unified customer experience.
• Contribute to the continuous improvement of sales processes, tools, and campaigns.

Lead Generation and Qualification

• Identify, research, and engage prospective clients through both inbound inquiries and proactive outbound efforts.
• Qualify leads according to defined criteria, advancing them efficiently through the sales funnel.
• Maintain a well-organized and up-to-date pipeline of opportunities in Salesforce.

Outreach and Campaign Management

• Develop and execute targeted outreach campaigns using email, phone, and social channels.
• Build and maintain prospect lists tailored to product and event audiences.
• Represent the BA brand professionally and consistently across all interactions.

Relationship Management and Customer Success

• Serve as a trusted advisor to clients by offering thoughtful recommendations and strategic guidance throughout the customer lifecycle.
• Conduct regular check-ins with clients to understand evolving needs and identify upselling or cross-selling opportunities.
• Manage contract renewals, ensuring a smooth and positive renewal experience while addressing any challenges that may impact satisfaction or retention.

Requirements:

• Proven success managing the full sales cycle — from prospecting and pitching to negotiation, closing, and renewal.
• Strong understanding of B2B sales principles, sponsorship development, and event or advertising sales.
• Excellent relationship-building and client management abilities with a customer-centric approach.
• Skilled in identifying, qualifying, and nurturing leads to build and sustain a healthy sales pipeline.
• Strategic thinker with the ability to analyze markets, identify opportunities, and develop actionable sales plans.
• Proficiency with CRM systems (Salesforce preferred) and data-driven pipeline management.
• Exceptional communication, presentation, and negotiation skills across phone, email, and in-person interactions.
• Ability to craft compelling proposals and tailor solutions to meet diverse client needs.
• Collaborative mindset with experience working cross-functionally.
• Self-motivated and results-driven with a track record of meeting or exceeding revenue goals.
• Highly organized and detail-oriented, ensuring accuracy and follow-through in all sales activities.
• Adaptable and resourceful, able to thrive in a dynamic, fast-paced environment.
• Demonstrated ability to represent a brand professionally and authentically to varied stakeholders.
• Strong analytical and reporting skills to track performance, inform strategy, and communicate progress.
• Passion for the brewing industry and alignment with the Brewers Association's mission and values.

Performance Metrics

• Achievement of individual and team revenue targets.
• Growth of new business pipeline and customer base.
• Retention of existing clients.
• Quality and accuracy of CRM data and reporting.
• Contribution to team collaboration and organizational goals

Travel Required

• Travel as assigned

Equal Opportunity

The Brewers Association is an equal opportunity employer and does not discriminate on the basis of race, color, national origin, gender, religion, age, disability, political beliefs, sexual orientation, or marital/familial status.