THE MARKET & PORTFOLIO
The Global Licensing Group (GLG) advances the business of brand licensing, IP extension, collaborations and partnerships for a global community of brand owners, manufacturers, retailers and service providers.
Through best-in-class tradeshows, in-depth news, trend reports and educational programs, the GLG is the ultimate partner for licensing professionals at every stage of their journey.
Our clients include companies such as Warner Bros., Walt Disney, Paramount, Arsenal FC, Real Madrid, Mattel, Hasbro, Pokémon, IMG, Ubisoft etc. who own or represent brands such as Guinness, Star Wars, Prada, BMW, Salma Hayek, Ford, Mustang, and many more household and recognisable names.
Our products include Brand Licensing Europe, Licensing Expo, Licensing Expo Shanghai, License Global and Licensing Unlocked.
ROLE SUMMARY:
An exciting opportunity has arisen to join the EMEA team responsible for growing current European accounts and driving European new business growth into the Global Licensing Group attracting new customers and venturing into new sectors (such as sports; football, rugby, tennis, golf) which complement the overall events and brand.
As part of the global sales team the Account & Business Development Manager is responsible for revenue generation from new and repeat customers in Europe to Brand Licensing Europe (exact countries and split TBD) as well as cross selling into Licensing Expo and our media brand License Global. Whilst split across retention and new business, this role will have a very strong focus on the new business element.
You will be responsible for sourcing and closing leads and working closely with Commercial Marketing to develop marketing strategies that generate new leads you will be expected to convert at our average conversion rate. You will have targets on Brand Licensing Europe, Licensing Expo AND License Global so this job is not purely exhibition sales.
The role will be expected to sell to a variety of customers, from large key account acquisitions to independent SME’s customers.
Job Summary/Responsibilities
- You will be selling to current & new customers for Brand Licensing Europe, Licensing Expo and License Global (inc some customers who have lapsed for several years) across all product types and revenue streams
- You will be generating new business leads, through customer relationship development, cold calling, attendance at industry-related events, market searching and face-to-face meetings.
- You will will be developing and gaining brand and industry specific knowledge to enhance and improve new business sales performance
- You will be able to identify and the development of business development strategies, working with Sales and Event Directors to target new market sectors and regions
- You will develop market analysis and opportunity assessment for brand growth and new revenue growth opportunities
- You will collaboration with Marketing teams to develop attraction campaigns which could drive business development opportunities
- You will account manage newly acquired customers to ensure a positive 1st year experience and provide resolution advice where necessary working with other business functions
- You will liaise with the Event & Sales Director in relation to key high value new customers, and available spots on the floor plan
- You will adopt Sales Excellence pipeline process through use of Salesforce (CRM system)
- You will maintain accurate and timely customer information and notes within Salesforce (CRM system)
- You will feedback customer feedback, insight and marketing information to the EMEA Sales Director
- You will manage the capture and entry of Sales contract information into sales order processing system, working collaboratively with Sales Operations who will confirm and QA this information ahead of issuing the contract
- You will manage the handing over of Sales information and customer requirements (via Salesforce) to the Event & operations teams
- You will support Finance credit control in resolving bad debt customers as a final escalation point
Qualities needed for the role
- Experience in a B2B sales team and proven ability to deliver revenue targets
- Experience in media sales or consultative sales across multiple products
- Proven ability to generate new business revenue, source leads and close sales
- Ability to develop relationships at senior levels and manage high value accounts
- Ability to travel to other events (UK and internationally)
- Ability to travel to and meet clients in their offices
- 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
- Strong interpersonal skills, confident personality, high level of enthusiasm
OTHER PREFERRED ATTRIBUTES:
- Experience with Salesforce CRM desirable
- A second speaking language would be a plus: German, Spanish, Italian
Qualities needed for culture fit
- Interesting, personable and lively individual
- Strong team player
- “Hunter” attitude willing to go out and source new business independently
- Quick to learn/spot new opportunities
- Persuasive
- Experienced negotiator
- Tenacious with a strong initiative
- Flexible & easy going
- Willing to travel (UK/Overseas)
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:
- Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
- 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 it’s time for the next step, we encourage and support internal job moves
- Time out: 25 days annual leave, rising to 27 days after two years, 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
- A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
- Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps 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
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.
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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