Company Description
Informa Markets is one of Informa's B2B Markets and Digital Services divisions. We are a highly international business, with a significant presence in the US, Brazil, the Middle East, India and China.
We work in over a dozen growing, specialist and international markets, with hundreds of leading brands across Health & Nutrition, Healthcare & Pharmaceuticals, Aviation, Beauty & Aesthetics, Infrastructure & Construction, Agriculture and Fashion.
Informa Markets delivers smart events, including must-attend trade-focused exhibitions, specialist content, specialist data and targeted digital services, including lead and demand generation solutions powered by our depth of first-party customer data.
Our live products and digital platforms and services enable buyers, sellers and decision makers in specialist markets to meet, discover and showcase new products and do business.
Job Description
The Sales Manager is responsible for revenue generation from new customers, existing customers and engaging external agents, who in turn will sell to both new and existing customers within several units.
The incumbent will be expected to source and close leads, to develop strategies to attract new customers, enter new markets and review new business revenue; revenue generation from existing customers by retaining and maintaining relationships, growing accounts and driving exhibitor attendance. The role is also expected to carry out the agent commissioning process to identify, assess and select new agents whilst enhancing the relationship with existing agents as strategic business partners.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
Revenue generation of specified amount assigned, through sales (booth, sponsorship/ advertisement and fully integrated packages) to new customers across products and revenue streams within a business unit
Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
Meet or exceed revenue targets for assigned accounts and agents through strategic engagement of customers
Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
Maintain regular communications between Informa Markets and agents to monitor customer pipeline, tracking against revenue targets, confirming status of re-bookings and escalation of issues
Deliver assigned Sales campaigns, against accounts, products and revenue targets
Development of brand and industry specific knowledge, including competitor events
Collaboration with Exhibitor Marketing teams to develop attraction campaigns
Liaise with the Event Director and Sales Operations with regards to available spots on the floor plan
Maintain accurate and timely customer information and notes within Salesforce (CRM system)
Capture and enter sales contract information into the CRM/ invoicing system
Manage sales information and customer requirements (via Salesforce) to the Sales Operations and Event teams
Support Finance in overdue payment collection, resolving bad debt customers and facilitating consistent commission payment process for agents with regular pay runs
Perform additional responsibilities as assigned
Qualifications
POSITION REQUIREMENTS:
University Bachelors Degree in Business Administration or equivalence.
5 years of sales experience
Strong experience in managing relationships with international customers across various regions and cultures
Significant experience in a B2B sales team and proven ability to deliver revenue targets
Proven ability to generate new business revenue, source leads and close sales
Proven ability to manage a number of agents and/or customers, instilling an effective Sales culture and driving consistency
Strong relationship management experience, maintaining customer contact and relevance
Ability to develop relationships at senior levels and manage high value accounts, agent and/or customer needs
Ability to identify and pursue cross and up selling opportunities for new and existing customers
Ability to understand and articulate value proposition and customer ROI
Ability to negotiate effectively, and proactively handle and respond to agent and/or customer objections
Strong interpersonal, communication and interpersonal skills with a high level of enthusiasm
Required travel approximately 40% to mainly Asia region
Strong in spoken and written English and Chinese due to clientele needs
Additional Information
OTHER PREFERRED ATTRIBUTES:
Experience with Salesforce CRM desirable
MS Office
