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
- University bachelor’s 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 junior Account Executives
- Strong interpersonal skills, confident personality, high level of enthusiasm
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.
