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.

About the Company

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

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.

The Role

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.

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.

Key responsibilities include:

Identify, prospect and secure new exhibitors, sponsors and advertising partners.

Grow exhibitor participation across building services, intelligent building technology, HVAC&R and adjacent sectors.

Develop domestic and international opportunities, including strategic international exhibitor relationships.

Build tailored sponsorship opportunities aligned with partner objectives and audience needs.

Generate advertising revenue across digital platforms, publications, websites and event opportunities.

Conduct proactive business development through cold calling, networking, meetings, roadshows and industry events.

Build and maintain long-term relationships with exhibitors, sponsors, advertisers and senior industry stakeholders.

Maintain accurate CRM data, segmentation, forecasting and pipeline activity using Zoho CRM.

Collaborate closely with marketing and events teams on targeted campaigns and successful delivery.

To secure the role, we are looking for:

Minimum 5 years' experience in business development, B2B sales or a related commercial role.

Demonstrated success achieving and exceeding sales and revenue targets.

Experience in senior business development, sponsorship, advertising or consultative sales.

Strong relationship-building, influencing, networking and telephone prospecting skills.

Strategic thinking with strong commercial acumen.

Confidence engaging and influencing senior industry stakeholders.

Strong CRM discipline and attention to detail, with Zoho CRM experience highly regarded.

Ability to understand technical subject matter and translate client needs into commercial opportunities.

A collaborative, self-directed style suited to a small and agile team.

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.

Why Work for Us?

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.

You'll enjoy:

Performance Opportunity: Earn up to approximately $30,000 OTE bonus against agreed commercial targets.

Flexible Working: Hybrid working arrangements.

Shape the Role: Influence commercial strategy, partnerships and new approaches in a newly created position.

Industry Exposure: Attend industry events, networking functions, gala dinners and stakeholder meetings.

Professional Development: Access to a professional development budget and ongoing industry learning.

Meaningful Relationships: Work with respected businesses and senior stakeholders across Australia and international markets.

Collaborative Culture: Join a friendly, innovative and agile not-for-profit team where ideas and initiative are valued.

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.