Sales Manager - Santa Monica, United States - Informa

Description

Company Description

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.

Division specific summary:

Informa Markets Engineering Group is the leading B2B event and media company dedicated exclusively to the global $3.0 trillion advanced manufacturing sector, helps support the flow of information, commerce, and innovation in such sophisticated segments as medical devices and pharmaceutical development, advanced engineering design, automation, manufacturing, processing, and packaging.

Job Description

Informa Markets Engineering Group is offering a rare opportunity to be part of the fastest growing portfolio in all of Informa Markets. We are looking for a sales professional motivated by the idea of being a key revenue driver for our Energy Portfolio in Stationary Energy and Storage in connection with The Battery Show and Electric & Hybrid Vehicle Technology Expo in Detroit, MI and Stuttgart, Germany, which is by far the largest events in the US and Europe that brings together the battery and EV tech communities. The event is comprised of an expo hall and includes a comprehensive technical conference delivered by industry leaders, combining industry and technical content focusing on real world commercial solutions.

IME is in the process of expanding our footprint in clean energy with new business launches in North America, Europe, The Middle East and Asia. This will include growth in Battery and EV technology as well as in solution providers for Stationary Energy Storage at several regional events in collaboration with IM offices around the world. Part of IME's contribution to these new global businesses will be providing sales and marketing to product and service suppliers in these three interrelated sectors looking to expand in the US, Europe and internationally. To better serve these new and existing markets, IME is adding additional sales reps.

We are looking for an experienced sales professional who is excited by the opportunity to launch our Stationary Energy and Storage events in partnership with our Battery and EV shows by selling physical stand space, as well as sponsorship and other related products and services.

This role will manage sales to all tier level customers depending on the market and attracting new customers. This role is critical to the business, as the key to our success is cultivating new business in complimentary energy markets to The Battery Show and Electric & Hybrid Vehicle Technology Expo. You will have the opportunity to help shape the direction of the event in collaboration with sales, events, and marketing leadership teams.

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 Account Directors and Brand leads. The Sales Manager will be responsible for both sourcing and closing leads. Maintaining and strengthening customer relationships throughout the year is an important focus, to understand the customers' needs and articulate a compelling value proposition as part of the sale.

Role Accountability and Duties:

• 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
• Mentor and assist Sales Executives when necessary

INDIVIDUAL PERFORMANCE METRICS

• Revenue performance against target
• Customer retention revenue
• New business revenue
• Sales activity through salesforce

Qualifications

• 3+ years of work experience in business-to-business sales with proven track record of prospecting and growing revenue from existing accounts.
• Ability to communicate effectively
• Ability to identify and pursue cross and up selling opportunities
• Ability to ask probing questions in order to proactively handle and respond to customer objections
• Experience managing multiple customers and maintaining high energy sales
• Energy and enthusiasm for the job
• Up to 20% travel required
• Experience with Salesforce CRM desired

Additional Information

Why work at Informa

Employee experience is very important to us at Informa. On top of joining a supportive, diverse, and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally. Our benefits include:

• Learning and development plan to assist with your career development
• 15 days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday
• Competitive Benefits with 401k match
• Paid parental leave
• Work with a high quality of specialist products and service
• Bright and friendly staff who are all "expert's experts" and additional training and development for helping you achieve your career aspiration
• ESPP - become a shareholder
• The pay range for this position is $68,000 - $85,000 plus commission, depending on experience.

We 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.

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The job ad will expire on May 1, 2024.