Senior Key Accounts Manager - SupplySide (Hybrid)

Company Description

Informa Markets, a division within Informa, creates global platforms for industries. We organize 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.

SupplySide West is another major event within the health and nutrition industry, similar to SupplySide East but typically larger in scale. It takes place annually on the West Coast of the United States, specifically in Las Vegas, Nevada. Like SupplySide East, SupplySide West brings together professionals from the dietary supplement, food, beverage, and personal care industries. The event features exhibitors showcasing ingredients, finished products, and services, along with educational sessions, networking opportunities, and discussions on market trends and innovations. SupplySide West serves as a key meeting point for industry leaders, suppliers, manufacturers, and marketers looking to explore business opportunities and stay informed about developments in the health and nutrition sector.

• SupplySide East 2024 | April 16 & 17, 2024 (supplysideshow.com)
• SupplySide West 2024 | Oct 28-Oct 31 in Las Vegas, NV (supplysideshow.com)

Job Description

This role centers on managing key accounts, ongoing prospecting within a defined geographic area, and strategically driving revenue for SupplySide Network events and digital programming. Revenue generation aligns closely with brand and product strategies.

Primary Responsibilities:

• Achieve Territory Sales Goals
  • Reports directly to the Vice President of Sales.
  • Meets or exceeds sales targets and service objectives within the designated territory, focusing on the SupplySide portfolio, including in-person tradeshows (SupplySide East and SupplySide West) and digital media brands, with a specific emphasis on expanding the food & beverage customer base.
  • Proactively engages with all clients in the assigned territory, nurturing strong relationships to understand their business needs, surpass expectations, deliver exceptional customer service, and increase revenue.
  • Monitors weekly sales performance via Salesforce, collaborating with the Vice President of Sales to identify new prospects and opportunities for growth within existing accounts.
  • Manages travel schedule and expenses related to client visits and industry events.
  • Contributes content ideas and suggestions for sales and marketing tools.
  • Actively participates in event and media sales meetings, strategy sessions, planning meetings, post-show reviews, and planning future initiatives.
  • Works collaboratively with sales and service teams to ensure exceptional support for clients.

Additional Responsibilities:

• Develops strategic plans for key customers in the territory.
• Demonstrates strong account renewal rates, aiming for 75% or higher.
• Creates comprehensive proposals that drive incremental revenue.
• Collaborates effectively with internal stakeholders to support the sales process.
• Partners with the content team to develop innovative ideas and programs.
• Strives to exceed financial goals set for the territory and named accounts.
• Occasionally leads bi-weekly sales meetings in the absence of the Vice President of Sales.
• Operates within the vision and core values of the SupplySide Network.
• Travels to conferences, client meetings, vendor interactions, and tradeshows as needed.
• Provides regular, timely reporting on projects and meets established deadlines.
• Ensures prompt responses to client communications within 24 hours.
• Uses designated software and tools for prospecting, record-keeping, and event management.
• Adheres to procedures, timelines, and project deadlines as required.
• Fosters a positive and proactive work environment, maintaining a "can-do" attitude.
• Interacts with clients and colleagues professionally and respectfully at all times.
• Actively participates in relevant meetings and remains informed about meeting discussions.
• Performs other duties as assigned.

This revised job description emphasizes proactive sales management, strategic revenue growth, and collaborative eng