Industry Partnerships & Buyer Relations Manager, Healthcare
Informa Group Plc. · Orlando, Florida, United States
Informa Markets, a division within Informa, creates global platforms for industries to trade, innovate and grow. We organise over 450 large-scale branded and transaction-led events in over a dozen specialist markets. These are typically not-to-be-missed live and on-demand B2B events where industries convene and people gather to do business.
We also provide data and digital content, as well as year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads.
This role is based in our Orlando, FL office.
We are seeking an experienced and strategic Industry Partnerships & Buyer Relations Manager to drive the growth and success of our healthcare events portfolio. This role will work closely with exhibition sales, marketing, and content teams to ensure alignment and seamless execution. The Manager will serve as the primary architect of our partnership and buyer engagement strategies, driving both revenue growth and attendee quality across our healthcare events portfolio.
Key Responsibilities
Partnership Development & Management
- Identify, cultivate, and secure strategic partnerships with leading healthcare and pharmaceutical organizations, industry associations, research institutions, and solution providers
- Negotiate partnership agreements, sponsorship packages, and collaborative opportunities
- Serve as the primary relationship owner for key industry partners, ensuring ongoing engagement and satisfaction
- Create innovative partnership models that differentiate our events in the marketplace
- Collaborate with exhibition sales teams to identify partnership opportunities that complement (rather than compete with) traditional exhibitor sales
- Develop partnership tiers and benefits structures that differentiate from standard exhibitor packages
Buyer Relations & Audience Development
- In collaboration with leadership, design and implement targeted strategies to attract C-suite executives, senior decision-makers, and qualified buyers from pharmaceutical companies, healthcare providers, payers, MedTech firms, and related organizations
- Build and maintain relationships with key industry influencers and thought leaders
- Create compelling value propositions that drive attendance from target buyer segments
- Implement buyer incentive programs and engagement initiatives to maximize participation and satisfaction
- Own and manage the Hosted Buyer Program, including budget allocation, ROI tracking, and continuous improvement
- Develop criteria and qualification processes for VIP buyer selection to ensure quality over quantity
- Create post-event engagement strategies to maintain relationships with key buyers year-round
Revenue Generation & Business Development
- Drive incremental revenue growth through strategic partnerships, non-traditional sponsorships, and premium buyer programs that complement (not replace) core exhibition sales
- Assist in developing pricing strategies and packages for partnership and buyer offerings
- Identify new revenue opportunities within existing and emerging healthcare sectors
- Meet or exceed annual revenue targets for partnerships and buyer-related programs
- Collaborate with sales teams to create integrated commercial strategies
Market Intelligence & Strategy
- Monitor and report on healthcare and pharmaceutical industry trends, regulatory changes, and emerging opportunities
- Conduct competitive analysis to identify market gaps and positioning opportunities
- Collect and organize feedback from partners and buyers to inform event strategy and programming
- Provide insights to content and programming teams to ensure relevance to target audiences
- Represent the organization at industry conferences and networking events
- Conduct regular competitive analysis of other healthcare events' partnership and buyer programs
- Provide quarterly market intelligence reports to senior leadership on industry trends, competitor activities, and emerging opportunities
Stakeholder Collaboration
- Serve as the primary liaison between exhibition sales, marketing, and content teams to ensure partnership and buyer strategies are integrated into overall event strategy
- Lead regular cross-functional meetings to align on partnership and buyer engagement priorities
- Partner with marketing to develop targeted campaigns for partnership and buyer acquisition
- Coordinate with content teams to align programming with partner and buyer needs
- Coordinate with event operations to deliver exceptional on-site experiences for VIP buyers and partners
- Provide regular reporting and insights to senior leadership on partnership and buyer metrics
Budget Responsibilities
- Manage annual budget for partnership development and hosted buyer programs
- Support ROI tracking and budget monitoring under senior guidance
Experience
- 4+ years of progressive experience in business development, partnerships, or buyer relations within the healthcare, pharmaceutical, or events industry
- Proven track record of building and managing strategic partnerships that drive measurable business results
- Demonstrated success in attracting and engaging senior-level decision-makers and C-suite executives
- Experience managing or collaborating with exhibition sales teams in a B2B events environment
- Proven ability to work in a matrixed organization with multiple stakeholders
- Experience with B2B events, conferences, or trade shows in healthcare or related sectors
- Strong understanding of the healthcare and pharmaceutical industry landscape, including key players, trends, and challenges
Skills & Competencies
- Exceptional relationship-building and networking abilities with senior-level stakeholders
- Strong negotiation and commercial acumen
- Strategic thinking with the ability to translate vision into actionable plans
- Ability to balance strategic vision with tactical execution
- Strong project management skills with ability to manage multiple initiatives simultaneously
- Excellent communication and presentation skills, both written and verbal
- Data-driven approach to decision-making with strong analytical capabilities
- Ability to work independently and manage multiple priorities in a fast-paced environment
- Collaborative mindset with experience working across cross-functional teams
Knowledge
- Deep understanding of healthcare and pharmaceutical industry dynamics, including regulatory environment
- Familiarity with event industry best practices and trends
- Knowledge of CRM systems and partnership management tools
- Understanding of B2B marketing and audience development strategies
Preferred Qualifications
- Existing network of senior contacts within the healthcare and pharmaceutical industries
- Experience with international healthcare markets and global partnerships
- Background in healthcare consulting, pharmaceutical sales, or medical device industries
- Experience with matchmaking platforms and networking technologies for events
Key Performance Indicators
- Number and quality of strategic partnerships secured
- Revenue generated from partnerships and buyer programs
- Number of qualified buyers and decision-makers attending events
- Partner and buyer satisfaction scores
- Year-over-year growth in partnership revenue and buyer attendance
- ROI delivered to partners and buyers
- Retention rate of strategic partners and VIP buyers
We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.
We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say a