Sales Roles

4 weeks ago

Dubai, Dubai, United Arab Emirates Informa Group Plc. Full time

Informa PLC is a leading international events, intelligence and scholarly research group.

Our purpose is to champion the specialist. Through hundreds of powerful brands we work with businesses and professionals in specialist markets, providing the connections, intelligence and opportunities that help customers grow, do business, make breakthroughs and take better informed decisions. Informa is listed on London Stock Exchange and a member of FTSE 100, with over 11,000 colleagues working in more than 30 countries.

Informa Markets is one of the largest pure-play providers of speciality business-to-business market access services in the world. We have the leading position in twelve distinct commercial marketplaces on a global basis. We help buyers and sellers grow their businesses in industries as diverse as pharmaceutical and food through to luxury yachts, fashion and beauty products. We connect, educate, and provide actionable insights across specialty commercial sectors.

And we do this through scale trade exhibitions as well as innovative digital market access services for B2B suppliers and buyers.

Now, by leveraging our unique first party market data, we have embarked upon an ambitious programme to expand the way that we assist these communities in uniquely powerful ways.

Whilst working in the sales team you will be 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 Sales Team 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 needs.

Job Description

Sales and Account Management

  • Identify, pitch and secure prospect exhibitors to participate in assigned events.
  • Drive Sales performance in the relevant product assignments, ensuring individual achievement of set revenue targets in accordance with the sales plan
  • Ensure the sales focus and direction is maintained and/or readjusted where necessary
  • Fielding incoming leads across assigned territories
  • Utilize resources to tailor sales approach to build new relationships and enhance existing relationships
  • Build and maintain strong client relationships;
    • Customer Retention
      • Understand client's objectives and support them to achieve these through the event campaign
      • Maintain regular contact with existing clients throughout the event cycle
      • On-site account management to achieve high exhibitor satisfaction levels and retention
    • 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 metre 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 Head of Sales 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 optimisation
  • 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.

Key Performance Indicators

  • Achievement of sales revenue targets, campaign management, floor plan management within timelines
  • Achievement of KPI's as set out by the Portfolio – phone time, f2f meetings, systems
  • Exhibitor satisfaction levels including regular follow ups via emails and calls, onsite rebooking's and retention
  • Timely & accurate reporting of sales results, pipeline and activities
Qualifications
  • Educated to degree level or equivalent
  • 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 communication skills
  • Strong interpersonal skills
  • Numerate
  • Awareness of exhibition production
  • Experience of growing and developing new markets and products
  • Telesales, media sales or exhibition background
  • Relevant industry knowledge
  • Understanding of event cycles
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