Sales Manager

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-tobe-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.

This role is based in our Blackfriars Rd office

What we’re looking for: The Sales Manager, Battery is responsible for the growth of live and virtual platform product sales. Candidate will target both new and existing customers within the Informa Markets Engineering portfolio for Battery.   

This role will manage a sales territory consisting of new and existing customers and work collaboratively with colleagues on the Event Sales team, as well as Promotion Sales teammates. The Sales Manager, Event Sales role is critical to the business, and the ideal candidate will be creative, hard-working, and collaborative, able to turn challenges into opportunities and generate innovative solutions while working with tight time deadlines and high call volumes.  

Job Description

The Sales Manager is responsible for revenue generation from new and existing customers within Informa Markets Engineering.  This role will manage Sales to all tier level customers depending on the market and attracting new customers. The Sales Manager is part of the sales team, which will focus on a specific brand while also developing the flexibility to work across multiple brands. This role is critical to the business, as the key to our success is retention, growth of customer relationships and cultivating new business.

The Sales Manager role will involve a combination of internal and external sales activity, meeting customers face-to-face and attending competitor events. This role will be expected to sell to a variety of new customers, from large key account acquisitions to independent small and medium enterprise customers.  The Sales Manager will also sell to valued existing customers and generate growth. Selling will be done over the phone and face-to-face when relevant. Performance will be evaluated based on achieving revenue and new business targets.

The Sales Manager will be knowledgeable and well-informed of the brand industry. Further brand and industry expertise will be developed by collaborating with Event Leadership and Marketing teams. The Sales Manager will be responsible for both sourcing and closing leads. Maintaining and strengthening the relationship throughout the year is an important focus, to understand the customers’ needs and articulate a compelling value proposition as part of the sale.

• Sell to existing small, medium and high-tier customer accounts with engaging conversations and compelling proposals while guiding them through buying process
• Prospect, generate and seek new business opportunities inside and outside of existing client base through cold calling, follow-up calling and attendance at industry related events
• Utilize consultative selling methods to prospective and existing customers by offering new opportunities
• Build upon industry specific knowledge, including attending competitor events, analyzing customer data, sharing experiences across the team
• Work collaboratively with Marketing to create tailored packages to support new revenue growth
• Deliver business development strategy, working with Event Directors, to target new market sectors and regions
• Leverage understanding of customer buying trends to help develop Sales plans and approaches 
• Support the retention of existing customers (where necessary). Ability to negotiate effectively, and proactively handle and respond to customer objections
• Maintain accurate pipeline, sales activity and customer information within Salesforce of new and existing business (CRM system)
• Inform line manager of the latest customer pipeline and booked information through accurate use of Salesforce reporting, in relation to the monthly and annual goals, so they can liaise with relevant Event Directors weekly
• Develop Sales plans, inclusive of pricing strategies, and approaches to grow existing customer account through cross and up selling
• Gain proficiency in using all platforms including (but not limited to) Salesforce and Clearslide
• Assist Accounting with revenue collection via emails and phone calls

INDIVIDUAL PERFORMANCE METRICS

• Revenue performance against target
• Customer retention revenue
• New business revenue
• Sales activity through Salesforce, LinkedIn, and Clearslide
• Maintaining consistent customer-outreach metrics, with a majority of direct calls vs. emails (target: 45 outreaches per day on average)

What you bring to the team:

• 3+ years of work experience in business-to-business sales with proven track record of prospecting and growing revenue from existing accounts.
• Ability to communicate effectively
• Ability to identify and pursue cross and up selling opportunities
• Ability to ask probing questions in order to proactively handle and respond to customer objections
• Experience managing multiple customers and maintaining high energy sales
• Energy and enthusiasm for the job
• Up to 20% travel required
• Experience with Salesforce CRM desired

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

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 LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 25 days annual leave, rising to 27 days after two years, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world

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.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 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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