Sales Manager - Jewellry (Exhibition)

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

ROLE SUMMARY:

The Sales Manager is responsible for revenue generation from new customers and existing customers (retaining and maintaining relationships, growing accounts and driving exhibitor attendance). The role needs to source and close new customers, manage select customer accounts & targeted on their retention. The role will focus on Jewellery whilst developing flexibility to work across multiple brands if needed.

The role will be required to continually develop their Brand and industry knowledge through engagement both internally and externally at industry events.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Sales & grow existing customer accounts and lapsed customers (those who have not exhibited for one show cycle)
• Revenue generation from new customers (including some customers who have not exhibited for several years) through sales (booth, sponsorship/ advertisement and fully integrated packages) across products and revenue streams within a business unit
• Manage overseas sales offices and agents to achieve assigned targets
• Feeding key customer feedback and market trends / issues for Event and Marketing strategy
• Support the Event Director in revenue planning for the Event for both virtual and physical exhibition
• Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
• Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
• Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising
• Develop retention campaigns in collaboration with Exhibitor Marketing teams
• Deliver assigned Sales campaigns, against accounts, products and revenue targets
• Development of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performance
• Support on the on-site re-booking of existing customer accounts
• Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting
• Maintain accurate and timely customer information and notes within Salesforce (CRM system)
• Manage the handing over of Sale information and customer requirements (via Salesforce) to the Event Operations and Event teams
• Support Finance in resolving bad debt customers as a final escalation point
• Act as an informal mentor to Account executives to share industry knowledge and experience
• Perform additional responsibilities as assigned

ILLUSTRATIVE ROLE METRICS:

• Revenue targets
  • New business revenue growth (new & lost customers)
  • Existing customer retention revenue
  • Rebook revenue
  • Existing customer revenue growth
  • Brand (Event/product) existing customer revenue performance against target
• Individual performance metrics
  • Number of open opportunities
  • Number of pipeline opportunities
  • New business sales conversion % (win rate)
  • Existing customers sales conversion % (retention off site)
  • % re-book on site
  • 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 calls and meetings (by sector / account size)
  • Number of new f2f customer meetings
  • Number of new leads/ existing customers into pipeline
  • Customer contact volume
• Overseas sales office & agent management metrics
  • % of sales target attained
• 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 qualification
• 3 – 5 years’ experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
• Strong experience in managing relationships with international customers across various regions and cultures
• Fluent in verbal and written English. Cantonese and Mandarin are preferrable.
• Proven ability to manage a number of customer accounts
• Proven ability to manage overseas sales agent
• Strong relationship management experience, maintaining customer contact and relevance
• Ability to develop relationships at senior levels and manage customer needs
• Ability to identify and pursue cross and up selling opportunities
• Ability to understand and articulate value proposition and customer ROI
• Ability to negotiate effectively, and proactively handle and respond to customer objections
• Willingness to informally coach and develop junior Account Executives
• Strong interpersonal skills, confident personality, high level of enthusiasm
• OTHER PREFERRED ATTRIBUTES:
• Proficiency in Microsoft Office support tools
• Experience in using Salesforce.com

Additional Information

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com.

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
• 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
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, access to health apps 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.

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. Ask us or see our website for full information. See how Informa handles your personal data when you apply for a job here.