Biotechnology Innovation Organization (BIO) is the world’s largest advocacy association representing member companies, state biotechnology groups, academic and research institutions, and related organizations across the United States and in 30+ countries. BIO members are involved in the research and development of innovative healthcare products. BIO also produces the BIO International Convention, the world’s largest gathering of the biotechnology industry, along with industry-leading investor and partnering meetings held around the world.
The Manager, Industry Partnerships supports revenue growth across BIO’s portfolio of meetings, events, and year-round initiatives by developing, selling, and managing sponsorship opportunities. Reporting to the Director, Industry Partnerships, this position is responsible for managing an assigned portfolio of prospects and sponsors, cultivating new business, strengthening existing relationships, and moving opportunities from initial outreach through contracting and fulfillment.
Working within the sales strategy, account priorities, and revenue objectives established by Industry Partnerships leadership, the Manager coordinates closely with Event Marketing, Event Operations, Finance, and other internal teams to develop compelling sponsor proposals, deliver contracted benefits, track financial performance, and ensure a high-quality partner experience. The role also supports the Director on strategic accounts and collaborates with colleagues responsible for exhibit sales where sponsor opportunities intersect with exhibitor relationships. PRIMARY Responsibilities
Sponsorship Sales & Business Development
- Execute proactive outreach and sales activities for assigned sponsorship across BIO events and year-round initiatives, contributing to established individual and team revenue goals.
- Identify, qualify, and cultivate prospective sponsors through targeted research, referrals, inbound inquiries, and ongoing relationship development; maintain a healthy, prioritized pipeline of new business opportunities.
- Engage with sponsors to learn about their therapeutic areas of interest and identify business and policy priorities to inform sponsorship proposal design.
- Prepare tailored sponsorship recommendations, proposals, and presentations that connect prospective partners’ business objectives with relevant BIO audiences, programs, and benefits.
- Manage the sales cycle for assigned opportunities, including prospect communications, proposal follow-up, negotiations within approved parameters, documentation, and coordination of agreements.
- Implement sales campaigns and account development priorities established by the Director, Industry Partnerships, and share market feedback and emerging opportunities to inform future plans.
Sponsor Account Management & Retention
- Serve as the day-to-day relationship manager for assigned sponsor accounts, providing responsive, professional service before, during, and after BIO events.
- Build account knowledge and ongoing engagement by understanding partner objectives, industry trends, tracking past participation, identifying renewal opportunities, and recommending appropriate sponsorship enhancements.
- Support the Director, Industry Partnerships, with outreach, proposal development, account coordination, and follow-through for designated strategic or high-value partners, while respecting the Director’s lead relationship and decision-making role.
- Coordinate sponsor renewals and address routine concerns or changes in scope promptly, escalating pricing exceptions, contractual issues, and significant relationship risks to the Director.
- Gather sponsor feedback and participation results to support retention planning, account reviews, and improvements to the partner experience.
Sponsorship Contracting, Fulfillment & Cross-Functional Collaboration
- Translate sold sponsorship benefits into clear deliverables, timelines, and internal handoffs; collaborate with Event Operations, Marketing, Programming, Registration, and other teams to support accurate fulfillment.
- Partner with Event Marketing on sponsor sales collateral, opportunity descriptions, prospect communications, and visibility of sponsor benefits across applicable channels.
- Collaborate with colleagues responsible for exhibit sales, as appropriate, to coordinate sponsorship outreach and integrated proposals involving shared customer relationships.
- Work with Finance and internal partners to track invoice status, payment follow-up, contract changes, and account reconciliation; elevate exceptions and collection concerns as needed.
- Monitor fulfillment status and proactively resolve routine partner issues to ensure obligations are completed and sponsors receive a consistent, high-quality experience.
Sales Operations, Reporting & Performance Insights
- Maintain timely, accurate prospect records, account histories, activity notes, opportunity stages, contracted benefits, and revenue information in BIO’s customer relationship management (CRM) system.
- Monitor assigned revenue and pipeline performance, prepare regular sponsorship sales updates and forecasts for the Director, and flag gaps, risks, and opportunities for corrective action.
- Analyze sponsor participation, retention, sales conversion, competitor offerings, and market trends to recommend practical improvements in prospecting, packaging, and account service.
- Maintain sales processes, templates, timelines, and relevant documentation; identify efficiencies that strengthen data quality, collaboration, and the customer experience.
- Support additional Industry Partnerships initiatives and related projects as assigned.
qualifications
Education and Experience
- College degree or an equivalent combination of education and relevant experience.
- Three to five years of relevant experience, including demonstrated success in sponsorship sales, account management, or a related revenue-generating role.
- Experience managing multiple client relationships, sales opportunities, and competing deadlines while coordinating with cross-functional stakeholders.
- Experience using CRM tools (Salesforce or a comparable system) and proficiency with Microsoft Office, particularly Excel.
Knowledge, Skills and Abilities (KSA’s) Required
- Strong consultative selling, prospecting, negotiation, follow-up, and relationship-management skills, with a focus on delivering measurable results and customer value.
- Excellent written, verbal, and interpersonal communication skills, including the ability to prepare persuasive proposals and communicate effectively with senior external contacts.
- Sound judgment, initiative, attention to detail, and the ability to independently manage assigned work while knowing when to seek guidance or escalate issues.
- Strong organizational, and analytical skills; ability to interpret pipeline and revenue data and maintain accurate records.
- Collaborative approach to working across teams and a commitment to professional, responsive sponsor service.
- Ability to travel in support of BIO meetings, events, and sponsor engagement activities.
Preferred
- Experience or working knowledge in biotechnology, life sciences, healthcare, science, or related industries.
- Experience with sponsorship sales for associations, conferences, professional events, or membership organizations.
- Experience identifying sales trends, supporting revenue forecasts, and recommending process improvements.
physical requirements
- Ability to stand and walk for extended periods of time during events.
- Frequent bending, stooping, kneeling, and reaching during events.
- Ability to lift and carry up to 25 pounds if necessary
- Ability to lift, carry, and set down luggage when necessary
TRAVEL REQUIREMENTS AND WORK ENVIRONMENT
- Hybrid (Monday and Friday virtual, Tues-Thursday in office required)
- Travel Required: Up to 15%
This job description is not intended to be all-inclusive, and responsibilities can be expected to evolve over time to meet changing business needs. The employee may be required to perform other related duties to meet these needs. While BIO’s intent is always to be clear and transparent about the expectations of this role, this job description may be reviewed and updated accordingly with or without notice. BIO is an equal opportunity employer and does not discriminate based on race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other protected characteristic under federal, state, or local law. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.