Senior Sales Manager Informa Exhibitions

Areas of Responsibility & Accountability

• Customer Account Management: Full account management, including negotiating contracts and agreements to maximize profit.
• Customer Relationship Management: Operate as the lead point of contact for all matters specific to assigned accounts, building and maintaining strong, long-lasting relationships.
• Retention & Business Development: Develop and execute retention and new business strategies to grow and expand within new and existing customers, including upselling and cross-selling.
• Revenue Targets: Achieve revenue targets by proactively responding to inbound inquiries and self-generated leads based on a deep understanding of the market and product.
• Product Positioning: Accurately position Informa Markets products, solutions, and services as solutions for market and business challenges that meet customer needs.
• Forecasting & Reporting: Provide accurate forecasting and performance metrics to key stakeholders, highlighting revenue risks and opportunities.
• Project Management: Manage projects within customer relationships, ensuring customer goals align with company objectives.
• Collaboration: Coordinate with colleagues working on the same account to ensure consistent service delivery.

Additional Responsibilities

• Service multiple customers concurrently, meeting and exceeding deadlines.
• Maintain up-to-date customer information/records, including interactions, transactions, account plans, and records on the Informa CRM system.
• Build a social media presence through social selling.
• Stay informed about new and existing products, services, and solutions, sharing insights with internal colleagues.
• Proactively develop personal skills and knowledge, keeping abreast of the changing landscape and maintaining a personal development plan aligned with Informa Markets Sales Excellence Competencies.
• Monitor current market conditions and competitors' products, attending key Informa and industry-relevant competitor events.
• Contribute to cross-business projects as required.

What You ll Produce

• Sales/Revenue/Profit through day-to-day account management.
• Develop, implement, and measure the success of customer/client account plans and strategies.
• Sales forecasts and effective sales reporting.
• Customer retention and acquisition strategies, delivery, and evaluation.
• Improved productivity and quality outputs.
• Strategies to maximize Informa Markets potential to drive incremental sales/growth.
• Timely and robust renewal/rebook discussions.
• New business through personally sourced leads.
• Plans to grow and expand within current accounts.
• Act as the voice of the customer for product/event/solution development.