Sales Manager (International Roofing Expo)

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.

Job Description

The Sales Manager is responsible for working with the account management team and aligning a client's need with the most relevant and impactful products we have on offer. The Sales Manager is an affective consultative sales professional working with a mix of emerging and top-tier global accounts, to help them achieve their objectives, ensure their success, their repeat business, and to act as their single point of contact. The Sales Manager will be required to meet customers face to face outside of the “at event” sales activities, by attending competitor shows or customer meetings.

Maintaining and strengthening the client relationship throughout the year is an important focus, as well as developing an understanding of the customers’ needs and expectations. The Sales Manager is to be able to create and articulate a compelling and innovative value proposition which responds to the customers’ needs. This role requires thoughtful people leadership, that creates a trusted space for honest, constructive, and future thinking environment for colleagues. The Sales Manager will also keep abreast of industry news by reading trade journals, social media etc., to ensure that they are seen by their clients as a valuable information resource

Role Accountability and Duties:

• Maintains and grows key accounts, while also managing a sales territory.
• Research and identify new business opportunities - including new markets, growth areas, trends, customers, partnerships, products, solutions, and services - or new ways of reaching existing markets to increase the customer base and revenue.
• Identify and map potential customer pain points/needs/challenges and accurately positioning products, services, and solutions as a solution to them.
• Leverage understanding of customer buying trends to help develop sales plans and approaches.
• Prepare sales forecasts and analysis and present your findings to senior management through weekly, monthly, quarterly, and yearly reports.
• Creates revenue sales plan with Show Director. Heavily involved in ideation and creation of new sales programming to support revenue sales plan. 
• Works with Show Director, ED of Content, Marketing and Sponsorship team to develop plans and programming.
• Collaborates with Sponsorship Manager, Show Director and Sales Director on sponsorship sales plan, implementation and new products that include integrated show and digital offerings.
• Collaborates with Marketing Manager and VP of Marketing to identify marketing support needs.  
• Responsible for the following processes in partnership with your HR Partner, which include but are not limited to: Performance and talent development, colleague growth and expectations conversations, recruitment, people budgeting processes.

Qualifications

• 5+ years' experience in B2B sales and proven ability to deliver or exceed revenue targets.
• Experience and eminence in relevant industry or brand knowledge.
• Proven ability to manage a range of customer accounts.
• 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 / 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.
• Strong interpersonal skills, confident personality, elevated level of enthusiasm.

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