Sales Manager (MAGIC)

Company Description

What We Do

Informa is one of the world’s leading knowledge providers. We create and deliver highly specialized information through publishing, events, training, market intelligence, and expertise, providing valuable knowledge to individuals, businesses and organizations worldwide.

Informa Markets creates platforms for industries to trade, innovate and grow. We provide customers and partners around the globe with opportunities to engage, experience, and do business through face-to-face exhibitions, specialist digital content, and actionable data solutions. As the world’s leading exhibitions organizer, with over 500 international events, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year.

Informa’s Fashion Portfolio (IMF) is the leading producer of world-renowned fashion tradeshows and digital events such as MAGIC, COTERIE, PROJECT, and SOURCING at MAGIC. We believe uniting the industry’s best talent and most dynamic opportunities will translate into stronger events for buyers and sellers and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised experiences, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products.

Job Description

This role is responsible for outside sales; primarily pursues new customers/new business. Maintains strong relationships with retention business and identifies new sales opportunities, creates strategy for pursuing targets and is ultimately responsible for closing sales to all levels of customers. Services inbound calls and lead generation for new customers and manages all retention/new business for assigned categories and/or communities. Sells the overall concept of our physical and digital events. The ideal candidate is driven to achieve sales goals as assigned for retention and new business customers and is consistently tracking self-performance via Salesforce.

Role Accountability and Duties:

• Conducts face-to-face sales calls and meetings with potential new exhibitors and key retention accounts; receives calls from and supports them through the order and account management process along with addressing concerns and issues. Responsible for customer service for the entire show cycle, including completing the online contract applications, post show and pre-show follow up with exhibitors.
• Responsible for maintaining retention customers and works to retain retention customers that are not returning
• Sells the overall concept of Brand and increases participation in sponsorship and advertising opportunities; tracks self-performance to goals via Salesforce.com
• Sell potential accounts into correct sections within show floor and manages expectations in regard to positioning and merchandising both at live and in digital spaces
• Performs extensive marketplace research and develops sales strategies accordingly including call, email and field meetings; researches client needs and creates a one stop solution to their marketing and sales strategy.
• Maintains strong industry credibility through visible attendance at trade shows and other events, staying up to date on new developments and technologies and communicating this information to both key existing accounts and potential new accounts. Contributes to research efforts in new products.
• Maintains Salesforce.com customer database for accuracy and exceptional notes; conducts data clean-up each show cycle and on-going maintenance per policies.
• Actively maintains sales pipeline opportunity stages so that the pipeline is a true and accurate indicator of prospects statuses; utilizes pipeline reports to provide sales forecasts to management.
• Works with CRM Salesforce team in continuous improvement efforts and troubleshooting Salesforce.com issues; attends and contributes to system improvement review meetings. Maintains accuracy of brand information understanding the information is downloaded for show directories.
• Performs additional duties on show site: helps ensure freight is accurately delivered, works with EACs and Operations to resolve set-up issues, reviews aisle signage, banners and booth locations for accuracy, collects unpaid balances from exhibitors, meets with all assigned exhibitors to ensure outstanding customer service, assists floor managers with taking pictures of all exhibitors, delivers violations if required, collects testimonials and prevents early teardown.
• Works with the Head of Sales and VP of Events to properly merchandise the exhibitor floorplan to ensure maximum compliance with internal merchandising strategies and brand’s specific booth request.
• Penetrates all ret