Sales Manager
3 weeks ago
Informa Markets Engineering Group is offering a rare opportunity to be part of the fastest growing portfolio in all of Informa Markets. We are looking for a sales professional motivated by the idea of being a key revenue driver for our Energy Portfolio in Stationary Energy and Storage in connection with The Battery Show and Electric & Hybrid Vehicle Technology Expo in Detroit, MI and Stuttgart, Germany, which is by far the largest events in the US and Europe that brings together the battery and EV tech communities. The event is comprised of an expo hall and includes a comprehensive technical conference delivered by industry leaders, combining industry and technical content focusing on real world commercial solutions.
IME is in the process of expanding our footprint in clean energy with new business launches in North America, Europe, The Middle East and Asia. This will include growth in Battery and EV technology as well as in solution providers for Stationary Energy Storage at several regional events in collaboration with IM offices around the world. Part of IME’s contribution to these new global businesses will be providing sales and marketing to product and service suppliers in these three interrelated sectors looking to expand in the US, Europe and internationally. To better serve these new and existing markets, IME is adding additional sales reps.
We are looking for an experienced sales professional who is excited by the opportunity to launch our Stationary Energy and Storage events in partnership with our Battery and EV shows by selling physical stand space, as well as sponsorship and other related products and services.
This role will manage sales to all tier level customers depending on the market and attracting new customers. This role is critical to the business, as the key to our success is cultivating new business in complimentary energy markets to The Battery Show and Electric & Hybrid Vehicle Technology Expo. You will have the opportunity to help shape the direction of the event in collaboration with sales, events, and marketing leadership teams.
The Sales Manager role will involve a combination of internal and external sales activity, meeting customers face-to-face and attending competitor events. This role will be expected to sell to a variety of new customers, from large key account acquisitions to independent small and medium enterprise customers. The Sales Manager will also sell to valued existing customers and generate growth. Selling will be done over the phone and face-to-face when relevant. Performance will be evaluated based on achieving revenue and new business targets.
The Sales Manager will be knowledgeable and well-informed of the brand industry. Further brand and industry expertise will be developed by collaborating with Account Directors and Brand leads. The Sales Manager will be responsible for both sourcing and closing leads. Maintaining and strengthening customer relationships throughout the year is an important focus, to understand the customers’ needs and articulate a compelling value proposition as part of the sale.
Role Accountability and Duties:
Sell to existing small, medium, and high-tier customer accounts with engaging conversations and compelling proposals while guiding them through buying process
Prospect, generate, and seek new business opportunities inside and outside of existing client base through cold calling, follow-up calling, and attendance at industry-related events
Utilize consultative selling methods to prospective and existing customers by offering new opportunities
Build upon industry specific knowledge, including attending competitor events, analyzing customer data, sharing experiences across the team
Work collaboratively with Marketing to create tailored packages to support new revenue growth
Deliver business development strategy, working with Event Directors, to target new market sectors and regions
Leverage understanding of customer buying trends to help develop Sales plans and approaches
Support the retention of existing customers (where necessary). Ability to negotiate effectively and proactively handle and respond to customer objections
Maintain accurate pipeline, sales activity and customer information within Salesforce of new and existing business (CRM system)
Inform line manager 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 Event Directors weekly
Develop Sales plans, inclusive of pricing strategies, and approaches to grow existing customer account through cross and up selling
Mentor and assist Sales Executives when necessary
INDIVIDUAL PERFORMANCE METRICS
Revenue performance against target
Customer retention revenue
New business revenue
Sales activity through salesforce
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