Sales Manager Informa Exhibitions

Sales and Account Management

• Drive Sales performance in the relevant product assignments, ensuring individual achievement of set revenue targets in accordance with the sales plan
• Ensure the sales focus and direction is maintained and/or readjusted where necessary
• Fielding incoming leads across assigned territories
• Utilize resources to tailor sales approach to build new relationships and enhance existing relationships
• Build and maintain strong client relationships

Customer retention

• Understand client s objectives and support them to achieve these through the event campaign
• Maintain regular contact with existing clients throughout the event cycle
• On-site account management to achieve high exhibitor satisfaction levels and retention

New business

• Identify new prospects through use of industry media, social media, online resources, industry networking and company CRM
• Developing new business and revenue streams, including sponsorship and other non-square metre revenue sources

CRM and Reporting

• Overseeing the continual and accurate data capture of sales activities/calls and updating the CRM to ensure all opportunities and pipeline is up to date
• Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
• Monitor the debt reports and assist the finance team with revenue collection
• Ensure up to date market intelligence is available for the Head of Sales and Marketing Manager to assist with exprom and visprom campaigns
• Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
• Awareness and understanding of floor plan optimisation
• Ensure consistent and effective communication with other internal stakeholders pertaining to assigned products including operations, marketing, finance to maximise client experience and product delivery.
• Perform any other duties commensurate with the grade and level of responsibility