Senior Sales Manager

Company Description 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-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 Description This role is based in Bugis Junction Towers office.

ROLE SUMMARY

The Senior / Sales Manager is responsible for revenue generation from new customers, within FHA, Food & Hospitality Asia. He/She will be expected to source and close leads working with Exhibitor Marketing, to develop strategies to attract new customers, enter new markets and review new business revenue. The role will be expected to sell to a variety of customers, independent small and medium enterprise customers (most our customer base) up to large key account acquisitions. As part of the life-time management of customers, at times the Senior / Sales Manager will be expected to support the closing or retention of high value or strategic customers, in particular those whom the Senior / Sales Manager first acquired. The role will have a specific focus on developing the sponsorship profile of the event.

PRINCIPAL DUTIES AND RESPONSIBILITIES

• Revenue generation of specified amount assigned, through sales (booth, sponsorship/advertisement and fully integrated packages) to new customers (including some customers who have not exhibited for several years) 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.
• Development of brand and industry specific knowledge to enhance and improve new business sales performance.
• Identification and development of business development strategies, working with Event Directors to target new market sectors and regions.
• Development of market analysis and opportunity assessment for brand growth and new revenue growth opportunities.
• Collaboration with Exhibitor Marketing teams to develop attraction campaigns which could drive business development opportunities.
• Support on the on-site re-booking of new business customers, and begin the handover of customers onto the account management team.
• Support (where necessary) in the retention of existing customers.
• To account manage newly acquired customers through their first show cycle to ensure a positive experience and provide resolution advice where necessary, working with other business functions (e.g. Marketing, Brand or Event Operations).
• Liaise with the Event Director in relation to key high value new customers, and Sales Operations with regards to available spots on the floor plan.
• Adoption of sales pipeline process and data quality maintenance through use of Salesforce (CRM system).
• Manage the capture and entry of Sales contract information.
• Manage sales information and customer requirements (via Salesforce) to Sales Operations and Event teams.
• Act as an informal mentor to Business Development Executives within the Sales team, to share industry knowledge and experience.
• Support overdue payment collection for accounts under management.
• Perform additional responsibilities as assigned.

ILLUSTRATIVE ROLE METRICS

• Business Development revenue targets.
• New business revenue growth (new customers).
• New business revenue growth (lost customers).
• Brand (Event/product) new business revenue performance against target.
• Life time customer value.
• Individual performance metrics.
• Number of open opportunities.
• New business sales conversion % (win rate).
• Deal size (average sales value for closed – won deals).
• Sales cycle time (average time it takes a team to close a customer).
• % of sales target attained.
• Individual sales activity metrics.
• Number of new calls and meetings (by sector / account size).
• Number of new opportunities (pipeline).
• Number of new leads generated into pipeline.
• Number of new f2f customer meetings.
• Sales process and technology adoption metrics.
• Key Salesforce system adoption metrics.
• Sales Excellence pipeline process adoption.

Qualifications

• University Bachelor’s Degree / University of Applied Sciences / Business qualification.
• 5-8 years of sales experience, with minimum 5 years in new business development.
• 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.
• Ability to develop relationships at senior levels and manage high value accounts.
• Ability to identify and pursue cross and up selling opportunities for new customers.
• Ability to understand and articulate value proposition and customer ROI.
• Ability to negotiate effectively, and proactively handle and respond to 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.

Benefits

• 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: annual leave 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.
• Strong wellbeing support through EAP assistance, mental health first aiders 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.