Expected salary: $65250 – 79500 per year
Location: Santa Monica, CA
Job description: Company Description
At Informa, we celebrate diversity, boasting a team of over 10,000 colleagues spanning six divisions and operating in 30+ countries. Each member brings a unique blend of abilities, experiences, and knowledge to the table. Our culture is rooted in respect, inclusivity, and a vibrant, supportive environment that encourages growth and development.
As a proud member of Informa, a renowned FTSE 100 company, Informa Markets places people at the forefront. With global opportunities offered through live, virtual, and hybrid events, digital content, and data solutions, our team of passionate 4,000+ colleagues drives over 500 international events across 40+ countries.
Informa Markets Engineering Group, a leader in B2B events and media, focuses on serving the $3.0 trillion advanced manufacturing sector. Our expertise spans across medical devices, pharmaceutical development, engineering design, automation, manufacturing, processing, and packaging. By facilitating the exchange of information, commerce, and innovation, we play a pivotal role in shaping the industry landscape.
We are seeking a Sales Manager for Sponsorship & Promotion who will drive the growth of live and virtual event product sales within the Informa Markets Engineering portfolio. This role involves engaging with new and existing customers, targeting events like MD&M, BIOMEDevice, ATX, Plastics, D&M, Packaging, iPBS, and Quality. The Sales Manager will manage a sales territory, collaborate with the event sales team, and play a crucial role in expanding digital revenue across the events portfolio.
Responsibilities include selling conference sponsorship and promotion opportunities, prioritizing digital sales growth, and driving conference sales across assigned venues. The Sales Manager will also sell promotion products to new and existing customers, support the discovery of new opportunities, and partner with content leaders to identify target sponsors and speakers.
This role requires collaboration across departments, ownership of the product set for assigned venues, and the ability to articulate value propositions effectively. The Sales Manager will identify and scope new revenue opportunities, engage with prospective customers using consultative selling methods, and maintain accurate sales information within Salesforce.
What we seek:
- Drive growth of live and virtual event product sales within the Informa Markets Engineering portfolio.
- Engage with new and existing customers targeting events like MD&M, BIOMEDevice, ATX, Plastics, D&M, Packaging, iPBS, and Quality.
- Manage a sales territory and collaborate with the event sales team to expand digital revenue across the events portfolio.
- Sell conference sponsorship and promotion opportunities across all brands at assigned venues.
- Prioritize increasing digital sales for Smart, Virtual, and Live Events.
- Drive growth in conference sales across assigned venues.
- Sell the promotions product set to new and existing customers for assigned venues.
- Collaborate with the Director to support discovery, development, and implementation of new opportunities for the business related to live event and digital content sponsorship creation.
- Partner with Content Leaders to develop a comprehensive list of target sponsors/speakers for Conference tracks.
- For Smart Events, collaborate with Event Directors to identify a range of products, socialize sales pitch and products to the event sales team, coordinate with Sales Operations team to ensure inventory lists are up to date, attain platform expertise, and demonstrate functionality to both the sales team and customers.
- Work collaboratively across all departments, including Sales, Content, Marketing, Event Management, Operations, and Sales Support.
- Take ownership of the product set for assigned venue and articulate the value proposition effectively.
- Identify and scope new opportunities for digital and sponsorship revenue growth among Informa Markets Engineering portfolio events and media clients.
- Engage in selling to new small, medium, and high-tier customer accounts with compelling proposals and engaging conversations while guiding them through the buying process.
- Utilize consultative selling methods to convert prospective customers to new on-site and digital opportunities.
- Proactively handle and respond to customer objections.
- Maintain accurate pipeline, sales activity, and customer information within Salesforce (CRM system) for new business.
- Inform the Sales Director of the latest customer pipeline and booked information through accurate use of Salesforce reporting, in relation to the monthly and annual goals, so they can liaise with relevant Brand Directors weekly.
– Minimum of 3 years of business-to-business sales experience with a proven track record of prospecting and revenue growth from new and existing accounts.
– Preferred, but not required, 2 years of experience in event sales, including event sponsorship sales**
– Excellent communication skills.
– Ability to identify and pursue cross and up-selling opportunities effectively.
– Proficiency in asking probing questions to handle customer objections proactively.
– Demonstrated capability to manage multiple customers while maintaining high-energy sales.
– Enthusiasm and energy for the role.
– Expires on February 19, 2024
Salary Range:Salary Range:
– Competitive salary range: $65,250 – $79,500 plus commission, offering the potential for further earnings based on performance**
Why Work at Informa?
Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:
- Learning and development plan to assist with your career development
- 15 days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday!
- Competitive Benefits with 401k match
- Paid parental leave
- Work with a high quality of specialist products and service
- Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration
- ESPP – become a shareholder
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