The Sales Manager is responsible for revenue generation from new customers, existing customers and engaging external agents, who in turn will sell to both new and existing customers within one or several business units.
The incumbent will be expected to source and close leads, to develop strategies to attract new customers, enter new markets and review new business revenue; revenue generation from existing customers by retaining and maintaining relationships, growing accounts and driving exhibitor attendance. The role is also expected to carry out the agent commissioning process to identify, assess and select new agents whilst enhancing the relationship with existing agents as strategic business partners.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
• Revenue generation of specified amount assigned, through sales (booth, sponsorship/ advertisement and fully integrated packages) to new customers across products and revenue streams within a business unit
• Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
• Meet or exceed revenue targets for assigned accounts and agents through strategic engagement of customers
• Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
• Maintain regular communications between Informa Markets and agents to monitor customer pipeline, tracking against revenue targets, confirming status of re-bookings and escalation of issues
• Deliver assigned Sales campaigns, against accounts, products and revenue targets
• Development of brand and industry specific knowledge, including competitor events
• Collaboration with Exhibitor Marketing teams to develop attraction campaigns
• Liaise with the Event Director and Sales Operations with regards to available spots on the floor plan
• Maintain accurate and timely customer information and notes within Salesforce (CRM system)
• Capture and enter sales contract information into the CRM/ invoicing system
• Manage sales information and customer requirements (via Salesforce) to the Sales Operations and Event teams
• Support Finance in overdue payment collection, resolving bad debt customers and facilitating consistent commission payment process for agents with regular pay runs
• Perform additional responsibilities as assigned
POSITION REQUIREMENTS:
· University Bachelor’s Degree in Business Administration or equivalence.
· 5 years of sales experience
· Strong experience in managing relationships with international customers across various regions and cultures
· Significant experience in a B2B sales team and proven ability to deliver revenue targets
· Proven ability to generate new business revenue, source leads and close sales
· Proven ability to manage a number of agents and/or customers, instilling an effective Sales culture and driving consistency
· Strong relationship management experience, maintaining customer contact and relevance
· Ability to develop relationships at senior levels and manage high value accounts, agent and/or customer needs
· Ability to identify and pursue cross and up selling opportunities for new and existing customers
· Ability to understand and articulate value proposition and customer ROI
· Ability to negotiate effectively, and proactively handle and respond to agent and/or customer objections
· Strong interpersonal, communication and interpersonal skills with a high level of enthusiasm
· Required travel approximately 40%
OTHER PREFERRED ATTRIBUTES:
· Experience with Salesforce CRM desirable
· MS Office
