Sales Manager

Pasay City, Metro Manila
Permanent
Full-time

1 month ago

Company Description, a division within Informa, creates global platforms for industries. 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 DescriptionThe role will be based at Fly Ace Corporate Center.ROLE SUMMARY:The Sales Manager is responsible for revenue generation from existing customers, by retaining and maintaining relationships, growing accounts and driving exhibitor attendance. The role, which is part of the Sales Management function, will manage select customer accounts and will be targeted on their retention and growth. The role will focus on a certain brand (products/events) whilst developing flexibility to work across multiple brands. The Sales Manager will also be required to target our lapsed customer base, those customers who have not exhibited for one show cycle.The role will be required to continually develop their Brand and industry knowledge through engagement both internally within the Sales Management team and externally at industry events.PRINCIPAL DUTIES AND RESPONSIBILITIES:

Meet or exceed revenue targets for assigned accounts through strategic engagement of customers
Sales to existing customer accounts and lapsed customers (those who have not exhibited for one show cycle)
Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
Deliver assigned Sales campaigns, against accounts, products and revenue targets
Development of brand and industry specific knowledge, including competitor events
Develop retention campaigns in collaboration with Exhibitor Marketing teams
Support on the on-site re-booking of existing customer accounts
Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting
Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising
Maintain accurate and timely customer information and notes within Salesforce (CRM system)
Capture and enter sales contract information into the CRM/ invoicing system
Manage the handing over of Sales information and customer requirements (via Salesforce) to the Event Operations and Event teams
Support Finance in resolving bad debt customers as a final escalation point
Act as an informal mentor to Sales Executive within the Sales team, to share industry knowledge and experience
Perform additional responsibilities as assigned

Qualifications

University bachelor's degree / University of Applied Sciences qualification
Minimum 5 years' experience in a B2B Sales Manager and proven ability to deliver or overachieve on revenue targets
Strong experience in managing relationships with international customers across various regions and cultures
Excellent communication in English
Proven ability to manage a number 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 and 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
Willingness to informally coach and develop Sales Executives
Strong interpersonal skills, confident personality, high level of enthusiasm

Additional InformationWe believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners. This position will be required to work in-person in the office five days a week.We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here's some of what you can expect when you join us. But don't just take our word for it - see what our colleagues have to say at .Our benefits include:

Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
Broader impact: take up to four days per year to volunteer, with charity match funding available too
Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it's time for the next step, we encourage and support internal job moves
Time out: annual leave plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
A flexible range of personal benefits to choose from, plus company funded private medical cover
Strong wellbeing support through EAP assistance, mental health first aiders and more
Recognition for great work, with global awards and kudos programmes
As an international company, the chance to collaborate with teams around the world

We're not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most - although not all - of the skills and experience listed, we welcome your application.If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information. See how Informa handles your personal data when you apply for a job .

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