Sales Manager

ROLE SUMMARY:

The Sales Manager is responsible for revenue generation from existing customers by retaining and maintaining relationships growing accounts and driving exhibitor attendance. The role which is part of the Sales Management function will manage select customer accounts and will be targeted on their retention and growth. The role will focus on a certain brand (products/events) whilst developing flexibility to work across multiple brands. The Sales Manager will also be required to target our lapsed customer base those customers who have not exhibited for one show cycle.

The role will be required to continually develop their Brand and industry knowledge through engagement both internally within the Sales Management team and externally at industry events.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Meet or exceed revenue targets for assigned accounts through strategic engagement of customers
• Sales to existing customer accounts and lapsed customers (those who have not exhibited for one show cycle)
• Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
• Deliver assigned Sales campaigns against accounts products and revenue targets
• Development of brand and industry specific knowledge including competitor events
• Develop retention campaigns in collaboration with Exhibitor Marketing teams
• Support on the on-site re-booking of existing customer accounts
• Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting
• Develop Sales plans and approaches to grow existing customer account share of wallet through cross and up selling as well as the sale of integrated packages sponsorship and advertising
• Maintain accurate and timely customer information and notes within Salesforce (CRM system)
• Capture and enter sales contract information into the CRM/ invoicing system
• Manage the handing over of Sales information and customer requirements (via Salesforce) to the Event Operations and Event teams
• Support Finance in resolving bad debt customers as a final escalation point
• Act as an informal mentor to Sales Executive within the Sales team to share industry knowledge and experience
• Perform additional responsibilities as assigned

Qualifications :

• University bachelors degree / University of Applied Sciences qualification
• Minimum 5 years experience in a B2B Sales Manager and proven ability to deliver or overachieve on revenue targets
• Strong experience in managing relationships with international customers across various regions and cultures
• Excellent communication in English
• Proven ability to manage a number of customer accounts
• Strong relationship management experience maintaining customer contact and relevance
• Ability to develop relationships at senior levels and manage customer needs
• Ability to identify and pursue cross and up selling opportunities
• Ability to understand and articulate value proposition and customer ROI
• Ability to negotiate effectively and proactively handle and respond to customer objections
• Willingness to informally coach and develop Sales Executives
• Strong interpersonal skills confident personality high level of enthusiasm

Additional Information :

We believe that great things happen when people connect face-to-face. Thats why we work in-person with each other or with customers and partners. This position will be required to work in-person in the office five days a week.

We work hard to make sure Life at Informa is rewarding supportive and enjoyable for everyone. Heres some of what you can expect when you join us. But dont just take our word for it see what our colleagues have to say at .

Our benefits include:

• Great community: a welcoming culture with in-person and online social events our fantastic Walk the World charity day and active diversity and inclusion networks 
• 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 its time for the next step we encourage and support internal job moves
• Time out: annual leave plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year 
• A flexible range of personal benefits to choose from plus company funded private medical cover
• Strong wellbeing support through EAP assistance mental health first aiders and more
• Recognition for great work with global awards and kudos programmes 
• As an international company the chance to collaborate with teams around the world

Were 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 youll 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. See how Informa handles your personal data when you apply for a job here.

Remote Work :

No

Employment Type :

Full-time