- Revenue generation of specified amount assigned, through sales (booth, sponsorship/ advertisement and fully integrated packages) to new customers (including some customers who have not exhibited for several years) across products and revenue streams within a business unit
- Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
- Development of brand and industry specific knowledge to enhance and improve new business sales performance
- Meet or exceed revenue targets for assigned accounts through strategic engagement of customers
- 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
- Collaboration with Exhibitor Marketing teams to develop attraction campaigns which could drive business development opportunities
- Adoption of sales pipeline process and data quality maintenance through use of Salesforce (CRM system)
- Manage the capture and entry of Sales contract information
- Manage sales information and customer requirements (via Salesforce) to Sales Operations and Event teams
- Act as an informal mentor within the Sales team, to share industry knowledge and experience
- Support overdue payment collection for accounts under management
- Perform additional responsibilities as assigned
- University Bachelor’s Degree / University of Applied Sciences qualification
- 5-8 years of sales experience, with minimum 5 years in new business development
- Strong experience in managing relationships with international customers across various regions and cultures
- Significant experience in a B2B sales team and proven ability to deliver revenue targets
- 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 identify and pursue cross and up selling opportunities for new customers
- Ability to understand and articulate value proposition and customer ROI
- Ability to negotiate effectively, and proactively handle and respond to customer objections
- Strong interpersonal, communication and interpersonal skills with a high level of enthusiasm
- Travel is required
OTHER PREFERRED ATTRIBUTES:
- Experience with Salesforce CRM desirable
- MS Office
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.
