Job Description

Informa Markets, a division within Informa, creates global platforms for industries. We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business.

We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.

The Sales Manager is responsible for working with the account management team and aligning a client's need with the most relevant and impactful products we have on offer. The Sales Manager is an effective consultative sales professional working with a mix of emerging and top-tier global accounts, to help them achieve their objectives, ensure their success, their repeat business, and to act as their single point of contact. The Sales Manager will be required to meet customers face to face outside of the “at event” sales activities, by attending competitor shows or customer meetings.

Maintaining and strengthening the client relationship throughout the year is an important focus, as well as developing an understanding of the customers’ needs and expectations. The Sales Manager is to be able to create and articulate a compelling and innovative value proposition which responds to the customers’ needs. This role requires thoughtful people leadership, that creates a trusted space for honest, constructive, and future thinking environment for colleagues. The Sales Manager will also keep abreast of industry news by reading trade journals, social media etc., to ensure that they are seen by their clients as a valuable information resource

Role Accountability and Duties

• Weekly reporting of sales and sales progress
• Development of sales plan for sales team to achieve/exceed revenue budget
• Maintains and grows key accounts, while also managing a sales territory.
• Research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products, solutions, and services - or new ways of reaching existing markets to increase the customer base and revenue.
• Identify and map potential customer pain points/needs/challenges and accurately positioning products, services, and solutions as a solution to them.
• Leverage understanding of customer buying trends to help develop sales plans and approaches.
• Prepare sales forecasts and analysis and present your findings to senior management through weekly, monthly, quarterly, and yearly reports.
• Creates revenue sales plan with Vice President of Sales. Heavily involved in ideation and creation of new sales programming to support revenue sales plan.
• Works with Show Director, Conference Director Marketing and Sponsorship team to develop plans and programming.
• Initiates collaboration with Sponsorship Manager and Show Director on sponsorship sales plan, implementation and new products that include integrated show and digital offerings.
• Initiates collaboration with Show Director and Marketing Manager to identify marketing support needs.
• Responsible for the following processes in partnership with your HR Partner, which include but are not limited to: Performance and talent development, colleague growth and expectations conversations, recruitment, people budgeting processes.

Qualifications

• 5+ years of sales or business development experience in media, sponsorship, and B2B event sales
• Ability to negotiate effectively, and proactively handle and respond to customer objections
• Creative and analytical thinker, with a fast-learning ability, capable of selling based on value rather than price and possessing a deep understanding of consultative selling.
• Demonstrated ability to find, manage and close high-level business in a fast-paced environment while maintaining strong time management skills
• Must be team-focused with a collaborative mindset and able to work seamlessly with exhibitors and internal teams
• Strong understanding of campaign metrics and analysis
• Must be able to work autonomously and maintain a high level of accountability.
• Proficient with experience in MS Office: Word, Excel, and PowerPoint, Salesforce
• Motivated to learn and become knowledgeable on industry trends, products, and news
• Travel required 10-20%

Additional Information

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

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

Salary: 70,000 — 95,000 USD plus commissions

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• 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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• 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.

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, 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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