Sales Manager

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)