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Informa Markets · 1 day ago

Senior Sales Manager

Irving, TX

Full-time

Hybrid

Mid, Senior Level

$70K/yr - $100K/yr

6+ years exp

Informa Markets is a division within Informa that creates global platforms for various industries, organizing large-scale events and providing online platforms for businesses. The Senior Sales Manager will develop strategies for customer retention and new business growth, manage a team of Account Executives, and focus on expanding sales opportunities while maintaining strong relationships with customers.

Business DevelopmentEvent ManagementEventsProfessional NetworkingTrade Shows

Responsibilities

Sell to customers across products and revenue streams, meeting and exceeding assigned revenue targets

Develop in partnership with VP, Sales, full cycle sales strategy for assigned territory which includes client touchpoints and approach, sales presentations and packages, capitalizing on market trends and their direction

Lead the team of Executives to identify cross/up sell opportunities to grow the size of accounts and instill best practice sales techniques to effectively close deals

Deliver effective line management of the team through regular 1:1’s, professional development, and Sales coaching

Generate and seek expanded sales opportunities with our customers and for new business opportunities, through customer intelligence, attendance at industry related events and market analysis

Contribute to and adopt new sales initiatives, strategies and programs to capture key demographics based on customer feedback

Negotiate effectively, proactively handling customer objections

Liaise with the Sales Director and relevant teams in relation to key customers and floor placement

Conduct market analysis and opportunity assessment for revenue growth

Maintain accurate pipeline, sales activity and customer information within Salesforce, supports accurate forecasting and communicates pacing status regularly

In partnership with Sales Director and sales team, performs extensive market research and develops sales strategies accordingly including call, email and field meetings; researches client needs and creates a one stop solution to their marketing and sales strategy

Maintains strong industry credibility through visible attendance at trade shows and other product presentations, staying up to date on new developments and communicating this information to both key existing accounts and potential new accounts. Contributes to research efforts in new products

Acts as mentor and supports training as needed with sales team

Qualification

B2B event salesSales team managementSales strategy developmentSalesforce proficiencyBusiness developmentAnalytical skillsConsultative approachTime managementCollaborative mindsetMotivated to learn

Required

6+ years of sales or business development experience in sponsorship, and B2B event sales

Experience in managing and developing sales teams to drive maximum profitability

Ability to prioritize multiple responsibilities, balancing client deliverables on multiple projects well as internal obligations

Business acumen, sound decision making, analytical and organizational skills in a fast-paced environment; a consultative approach to managing complex client relationships

Demonstrated ability to find, manage and close high-level business in a fast-paced environment while maintaining strong time management skills

Must be able to work autonomously and maintain a high level of accountability

Expert understanding of campaign metrics and analysis

Strong proficiency with Salesforce or CRM software and an aptitude for learning new systems

Strong ability to internally navigate the organization to obtain support and resources necessary for success

Must be team-focused with a collaborative mindset and able to work seamlessly with exhibitors and internal teams

Motivated to learn and become knowledgeable on industry trends, products, and news

Travel required up to 25%

Benefits

Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment

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: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year

Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount

Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more

Recognition for great work, with global awards and kudos programs

As an international company, the chance to collaborate with teams around the world