The Role:
As Senior Sales Manager, you will be responsible for delivering substantial revenues, selling integrated and multi-channel sponsorship packages to new and existing clients across the Middle East and APAC.
You will be responsible not only for offering tailored integrated solutions to our existing customer base, but also to map and grow those accounts by region, segments and/or product lines.
You will be expected to sell across our digital and F2F product suite. Including the leading DCD>Connect live events series (F2F) which attracts over 10,000+ delegates a year, as well as our leading suite of digital marketing products. Total revenues for these business units are over $11 million p/a.
Responsibilities:
- Create a sales plan for the designated sales territory
- Your key focus will be within the Middle East and APAC regions, however, you may also be asked to look after global accounts and collaborate with sales teams in other geographies to ensure we provide the best solution
- Generate sales through development and maintenance of tactical and strategic relationships with clients
- Understanding your client’s explicit business needs and requirements in a fast-moving market is essential to the role, and therefore you will need to keep up to date with industry news and trends and apply your consultative sales skills to ensure we offer the most suitable solutions to each client
- Provide a high level of customer service at all times, ensure you are in regular communication with your clients by having bi-weekly or monthly campaign calls in collaboration with the client success team
- Have weekly catch ups with the client success team to track progress of your clients’ campaigns
- Write great proposals, using the available sales resources and the information gathered through client research and interaction
- Ensure all leads and contacts are followed up in a timely and professional manner.
- Carry out effective research and preparation for your calls and meetings – use the knowledge of our industry experts within Conference Production and Editorial teams when required
- Log accurately all activity on Salesforce
- Meet your sales targets and work in line with the KPIs
- Support and work in collaboration with the Account Managers, Customer Success, Marketing, Conference Production, Channel Managers, Finance and Operations teams
- Develop your data center industry knowledge to better support your client base
- Attend industry and company events when required
Skills, experience and personal attributes:
- A minimum of 5 years sponsorship sales experience from events and media background
- Ability to sell multi-channel/integrated campaigns
- A consultative sales process in handling complex briefs, responding with considered and creative solutions. Proficiency in SPIN Selling or 'GROW' sales method/process would be preferable.
- High standard of interpersonal skills, professional confidence and tenacity
- Good organisational and time management skills: essential to handle the workload of managing multiple complex accounts
- Strong sense of customer service and client management
- Excellent communication skills; ability to communicate technical information to all audiences
- Demonstrable proficiency in proposal writing, handling multiple stakeholder meetings, running presentations and objection handling
- Proficient with Google Suite preferable but not essential, and ideally Salesforce
- University educated or equivalent
- Able to travel to designated events and business travel globally
What The Role Can Do For You…
- Develop your career at a leading IT marketing services business - We’re the most visited data center website in the world!
- Develop skills in managing and selling multi-channel/integrated campaigns
- Work with the leading IT, Data Center and Tech brands
- Help to develop key account experience
- Work with a truly international client base
- Provide international travel
- Dedicated industry training to understand the market dynamics, acronyms, trends, and the technology behind the data center sector.
- Dedicated year round sales training program
- Aggressive commission scheme
This is in partnership with the Employment and Employability Institute Pte Ltd (“e2i”).
e2i is the empowering network for workers and employers seeking employment and employability solutions. e2i serves as a bridge between workers and employers, connecting with workers to offer job security through job-matching, career guidance and skills upgrading services, and partnering employers to address their manpower needs through recruitment, training, and job redesign solutions. e2i is a tripartite initiative of the National Trades Union Congress set up to support nation-wide manpower and skills upgrading initiatives. By applying for this role, you consent to recruitSG’s PDPA and e2i’s PDPA.
