ROLE SUMMARY:
The Sales Manager is responsible for revenue generation from new customers and existing customers (retaining and maintaining relationships, growing accounts and driving exhibitor attendance). The role needs to source and close new customers, manage select customer accounts & targeted on their retention. The role will focus on Jewellery whilst developing flexibility to work across multiple brands if needed.
The role will be required to continually develop their Brand and industry knowledge through engagement both internally and externally at industry events.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
- Sales & grow existing customer accounts and lapsed customers (those who have not exhibited for one show cycle)
- Revenue generation from new customers (including some customers who have not exhibited for several years) through sales (booth, sponsorship/ advertisement and fully integrated packages) across products and revenue streams within a business unit
- Manage overseas sales offices and agents to achieve assigned targets
- Feeding key customer feedback and market trends / issues for Event and Marketing strategy
- Support the Event Director in revenue planning for the Event for both virtual and physical exhibition
- Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
- Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
- 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
- Develop retention campaigns in collaboration with Exhibitor Marketing teams
- Deliver assigned Sales campaigns, against accounts, products and revenue targets
- Development of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performance
- 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
- Maintain accurate and timely customer information and notes within Salesforce (CRM system)
- Manage the handing over of Sale 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 Account executives to share industry knowledge and experience
- Perform additional responsibilities as assigned
ILLUSTRATIVE ROLE METRICS:
- Revenue targets
- New business revenue growth (new & lost customers)
- Existing customer retention revenue
- Rebook revenue
- Existing customer revenue growth
- Brand (Event/product) existing customer revenue performance against target
- Individual performance metrics
- Number of open opportunities
- Number of pipeline opportunities
- New business sales conversion % (win rate)
- Existing customers sales conversion % (retention off site)
- % re-book on site
- Deal size (average sales value for closed – won deals)
- Sales cycle time (average time it takes a team to close a customer)
- % of sales target attained
- Individual sales activity metrics
- Number of calls and meetings (by sector / account size)
- Number of new f2f customer meetings
- Number of new leads/ existing customers into pipeline
- Customer contact volume
- Overseas sales office & agent management metrics
- % of sales target attained
- Sales process and technology adoption metrics
- Key Salesforce system adoption metrics
- Sales Excellence pipeline process adoption
- University Bachelor’s Degree / University of Applied Sciences qualification
- 3 – 5 years’ experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
- Strong experience in managing relationships with international customers across various regions and cultures
- Fluent in verbal and written English, Cantonese and Mandarin mandatory.
- Proven ability to manage a number of customer accounts
- Proven ability to manage overseas sales agent
- 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
OTHER PREFERRED ATTRIBUTES:
- Proficiency in Microsoft Office support tools
- Experience in using Salesforce.com
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.
