Sales Manager

Company Overview

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.

• 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 position 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.
• Create revenue sales plan with Vice President of Sales. Heavily involved in ideation and creation of new sales programming to support revenue sales plan.
• Work with Show Director, Conference Director, Marketing and Sponsorship team to develop plans and programming.
• Initiate collaboration with Sponsorship Manager and Show Director on sponsorship sales plan, implementation and new products that include integrated show and digital offerings.
• Initiate 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.

• 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…