Company 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.

Job Description

ROLE SUMMARY:

The Assistant Sales Manager is responsible for revenue generation from new customers and existing customers (retaining and maintaining relationships, growing accounts and driving exhibitor attendance) focusing on Jewellery Fairs. The role needs to source and close new customers, manage select customer accounts & targeted on their retention.

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 unitManage overseas sales offices and agents to achieve assigned targetsFeeding key customer feedback and market trends / issues for Event and Marketing strategySupport the Event in revenue planning for the Event for both virtual and physical exhibitionGeneration of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searchingMaintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needsDevelop 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 advertisingDevelop retention campaigns in collaboration with Exhibitor Marketing teamsDeliver assigned Sales campaigns, against accounts, products and revenue targetsDevelopment of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performanceSupport on the on-site re-booking of existing customer accountsCommunicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reportingMaintain 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 teamsSupport Finance in resolving bad debt customers as a final escalation pointAct as an informal mentor to sales executives to share industry knowledge and experiencePerform additional responsibilities as assigned

ILLUSTRATIVE ROLE METRICS:

Revenue targetsNew business revenue growth (new & lost customers)Existing customer retention revenueRebook revenueExisting customer revenue growthBrand (Event/product) existing customer revenue performance against targetIndividual performance metricsNumber of open opportunitiesNumber of pipeline opportunitiesNew business sales conversion % (win rate)Existing customers sales conversion % (retention off site)% re-book on siteDeal size (average sales value for closed – won deals)Sales cycle time (average time it takes a team to close a customer)% of sales target attainedIndividual sales activity metricsNumber of calls and meetings (by sector / account size)Number of new f2f customer meetingsNumber of new leads/ existing customers into pipelineCustomer contact volumeOverseas sales office & agent management metrics% of sales target attainedSales process and technology adoption metricsKey Salesforce system adoption metricsSales Excellence pipeline process adoption

QualificationsUniversity bachelor’s degreeMinimum 5 years’ experience in a B2B sales team and proven ability to deliver or overachieve on revenue targetsStrong experience in managing relationships with international customers across various regions and culturesFluent in verbal and written English, Cantonese and Mandarin mandatory.Proven ability to manage a number of customer accountsProven ability to manage overseas sales agentStrong relationship management experience, maintaining customer contact and relevanceAbility to develop relationships at senior levels and manage customer needsAbility to identify and pursue cross and up selling opportunitiesAbility to understand and articulate value proposition and customer ROIAbility to negotiate effectively, and proactively handle and respond to customer objectionsWillingness to informally coach and develop junior sales executivesStrong interpersonal skills, confident personality, high level of enthusiasm

OTHER PREFERRED ATTRIBUTES:

Proficiency in Microsoft Office support toolsExperience in using Salesforce.com

Additional Information

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

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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