Industry Partnerships & Buyer Relations Manager, Healthcare

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