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 DescriptionThe 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 accounts
Revenue generation from new customers through sales (booth, sponsorship/ advertisement and fully integrated marketing packages) across products and revenue streams for the assigned event projects
Feeding key customer feedback and market trends / issues for Event and Marketing strategy
Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
Develop 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 advertising
Develop retention campaigns in collaboration with Exhibitor Marketing teams
Deliver assigned Sales campaigns, against accounts, products and revenue targets
Development of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performance
Support on the on-site re-booking of existing customer accounts
Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting
Maintain 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 teams
Support Finance in resolving bad debt customers as a final escalation point
Act 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 revenue
Rebook revenue
Existing customer revenue growthIndividual performance metricsNumber of open opportunities
Number of pipeline opportunities
New business sales conversion % (win rate)
Existing customers sales conversion % (retention off site)
% re-book on site
Deal 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 meetings
Number of new leads/ existing customers into pipeline
Customer contact volumeSales process and technology adoption metricsKey Salesforce system adoption metrics
Sales Excellence pipeline process adoptionQualificationsUniversity Bachelor's Degree
3 – 5 years' experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
Strong experience in managing relationships with customers across various regions and cultures
Fluent in verbal and written English and Mandarin (for Mainland China based) mandatory.
Proven ability to manage a number of customer accounts
Strong relationship management experience, maintaining customer contact and relevance
Ability to develop relationships at senior levels and manage customer needs
Ability to identify and pursue cross and up selling opportunities
Ability to understand and articulate value proposition and customer ROI
Ability to negotiate effectively, and proactively handle and respond to customer objections
Willingness 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 tools
Experience in using Salesforce.com
Less experience will be considered as Assistant Sales Manager
Additional InformationWe know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.#J-18808-Ljbffr