Sales Manager

Informa Markets, 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

PT Pamerindo Indonesia is part of Informa Markets, a division of Informa plc. Informa Markets creates platforms for industries and specialist markets to trade, innovate and grow. Our portfolio is comprised of more than 550 international B2B events and brands in markets including Healthcare & Pharmaceuticals, Infrastructure, Construction & Real Estate, Fashion & Apparel, Hospitality, Food & Beverage, and Health & Nutrition, among others. 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.

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

ILLUSTRATIVE ROLE METRICS:

• Sales Management revenue targets• Existing customer retention revenue
• Rebook revenue
• Existing customer revenue growth
• Brand (Event/product) existing customer revenue performance against target

• Individual performance metrics• Number of pipeline opportunities
• Existing customers sales conversion % (retention off site)
• % re-book on site
• Deal size (average sales value for closed – won deals)
• Sales cycle time (average time it takes a team to close a customer)
• % of sales target attained
• Number of new business referrals

• Individual sales activity metrics• Number of calls and meetings (by sector / account size)
• Number of existing customers into pipeline
• Customer contact volume

• Sales process and technology adoption metrics• Key Salesforce system adoption metrics
• Sales Excellence pipeline process adoption

POSITION REQUIREMENTS:

• University Bachelor’s Degree / University of Applied Sciences qualification
• 3 - 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 junior Account Executives
• Strong interpersonal skills, confident personality, high level of enthusiasm

OTHER PREFERRED ATTRIBUTES:

• Proficiency in Microsoft Office support tools
• Experience in using Salesforce.com

 

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 LifeAt.Informa.com

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
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• 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  here.