Company Description

Informa Connect is a live events, digital content specialist, connecting professionals with knowledge, idea and opportunities.

In a world where the number of information sources and digital channels is proliferating, businesses and professionals come to Informa Connect for relevant, high-quality knowledge and connections that help them learn more and do more.

Through specialist content and connections, delivered via in-person events, virtual events and digital platforms, Informa Connect's brands provide the latest thinking and ways to meet experts, peers and stay connected within a community.

We invest in creating exciting experiences based on high-quality speakers, stimulating content and platforms that enable discussion and networking. Our digital services provide year-round community content and connections and give sponsors and marketers effective ways to reach the right customers. Our brands are continuously developed to ensure they deliver a quantifiable return to audiences, sponsors and speakers.

Job Description

The Sponsorship & Exhibition Sales Manager is responsible for overseeing the individual assigned territories and being a contributor to ensure the achievement and exceeding of sales revenue targets for the team in accordance with the sales plan. The Sponsorship & Exhibition Sales Manager will provide a high level of prospecting, relationship building and account management to existing and prospective exhibitors to sell solutions which meet with the client’s needs.

Key Performance Indicators:

• Achievement of sales revenue targets within timelines
• Achievement of KPI’s as set out by the Portfolio – call time, f2f meetings, systems & rebook.
• Exhibitor satisfaction levels and retention
• Timely & accurate reporting of sales results, pipeline and activities

Job Summary/Responsibilities

Sales and Account Management

• Drive Sales performance/revenue against event/portfolio, ensuring individual achievement of set revenue targets in accordance with the divisional sales plan
• Ensure sales focus and direction is maintained and/or readjusted where necessary.
• Fielding incoming leads across assigned territories and markets
• Build and maintain strong client relationships
• Optimise Digital & Digital Platform Revenue

Customer Retention

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

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 meter 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 Exhibition Portfolio Director 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 optimization
• 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.

Qualifications

Essential

• Significant and successful experience in a sales role
• Computer literate and proficient in the use of commonly used business software
• Effective verbal and written English
• Strong interpersonal skills
• Collaborative team player
• Commercial awareness
• Attention to detail
• Numerate

Desirable

• Awareness of exhibition production
• Experience of growing and developing new markets and products
• Telesales, media/digital sales or exhibition background
• Relevant industry knowledge
• Understanding of event cycles

Proficient in the use of Salesforce

Additional Information

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer.