Lead Insights Sales Manager - OneInforma

This role is based in our Toronto office.

As part of the One Informa initiative, we are committed to driving collaboration, innovation, and shared success across all divisions. This role is a key contributor to that mission, ensuring the seamless integration of Lead Insights into exhibitor and sponsor contracts and helping clients maximize their ROI through actionable data and insights.

We are seeking a resolute and results-driven Sales Manager to join our Toronto-based team, focusing on selling Lead Insights to existing sponsorship and exhibitor clients in North America who do not have it included in their contracts. Additionally, the successful individual will be required to assist with delegate sales campaigns, contributing to the sale of delegate places for events and training courses globally.

Role Impact
This role plays a critical part in driving the adoption of Lead Insights across sponsorship agreements, contributing to increased revenue, improved client satisfaction, and the overall success of the One Informa strategy. By ensuring all sponsorship clients benefit from Lead Insights and supporting delegate sales campaigns, the Sales Manager will help maximize exhibitor ROI and strengthen Informa’s position as a leader in event insights and reporting.

Key Responsibilities

Sales Outreach and Conversion:

• Identify existing sponsorship clients who lack Lead Insights in their contracts.
• Conduct targeted outreach to these clients, leveraging marketing materials and tailored communication strategies.
• Present the value proposition of Lead Insights, emphasizing its ability to unlock actionable insights and improve ROI.

Collaboration with Marketing and Event Teams:

• Work closely with the Marketing Team to coordinate targeted email campaigns and communications promoting Lead Insights.
• Partner with Event Sales Directors to align sales strategies and ensure consistent messaging.

Upselling and Client Engagement:

• Engage with clients through telesales efforts, providing detailed explanations of Lead Insights features and benefits.
• Maintain regular communication with clients to address questions and ensure satisfaction.

Delegate Sales Campaigns:

• Sell delegate places over the phone for events and training courses globally, including both physical and digital offerings.

Advise customers on the range and suitability of events and courses across several industries, ensuring sales reflect the training needs of the customer while maximizing long-term revenue.

• Identify cross-selling opportunities, understanding client needs and providing information about live and future events in their relevant portfolio.
• Build and maintain strong relationships with new and existing clients through excellent customer service and account management.

Performance Tracking and Reporting:

• Provide regular updates to the Sales Team on conversion rates and client feedback.
• Track sales performance against the 20%+ conversion target and report progress to management.

Training and Expertise:

• Develop a deep understanding of the Lead Insights platform, including its technical features and customer benefits.
• Participate in training sessions to enhance product knowledge and sales techniques.

• Proven experience in sales, preferably within the events or sponsorship industry.
• Effective communication and interpersonal skills, with the ability to build rapport and trust with clients.
• Ability to work collaboratively with cross-functional teams, including marketing and event sales.
• Results-oriented mindset with a focus on achieving and exceeding sales targets.
• Familiarity with CRM tools and data management systems is a plus.

Key Attributes

• Customer-Centric Approach: Enthusiastic about delivering value to clients and enhancing their event experience.
• Team Player: Committed to the One Informa initiative, fostering collaboration and shared success across teams.
• Adaptability: Comfortable working in a demanding environment and adjusting strategies to meet client needs.

f you’re passionate about sales, client engagement, and delivering impactful solutions, we encourage you to apply!

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