Industry Partnerships & Buyer Relations Manager - Healthcare

Job Description

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

Qualifications

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

Additional Information

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 at LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

The salary range for this role is $75,000 — $85,000  based on experience. 

This posting will automatically expire on 11/13/2026

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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