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

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 The Battery Show Asia and Mobility Tech Asia events 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:

Acquire new customer accounts and (at later stage) grow existing customer accountsRevenue generation from new customers through sales (booth, sponsorship/ advertisement and fully integrated marketing packages) across products and revenue streams for the assigned event projectsFeeding key customer feedback and market trends / issues for Event and Marketing strategyGeneration 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 Account executives to share industry knowledge and experience (Manager role only)Perform additional responsibilities as assigned

 

ILLUSTRATIVE ROLE METRICS:

Revenue targetsNew business revenue growth (1st year)Existing customer retention revenueRebook revenueExisting customer revenue growthIndividual 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 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 volumeSales process and technology adoption metricsKey Salesforce system adoption metricsSales Excellence pipeline process adoption

QualificationsUniversity Bachelor’s Degree3 – 5 years’ experience in a B2B sales team and proven ability to deliver or overachieve on revenue targetsStrong experience in managing relationships with customers across various regions and culturesFluent in verbal and written English and Mandarin (for Mainland China based) mandatory.Proven ability to manage a number of customer accountsStrong 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 coach and develop junior Account Executives (Manager role only)Strong interpersonal skills, confident personality, high level of enthusiasm

OTHER PREFERRED ATTRIBUTES:

Proficiency in Microsoft Office support toolsExperience in using Salesforce.comLess experience will be considered as Assistant Sales Manager

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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