Sales Manager - Informa Markets Engineering Group

Sales Manager - Informa Markets Engineering Group

Informa Markets, a division within Informa, creates global platforms for industries. We organize 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.

Informa Markets Engineering Group is the leading B2B event and media company dedicated exclusively to the global $3.0 trillion advanced manufacturing sector, helps support the flow of information, commerce, and innovation in such sophisticated segments as medical devices and pharmaceutical development, advanced engineering design, automation, manufacturing, processing, and packaging.

Job Description

This position can be based in our 2828 North Central Avenue, Suite 1000A & 1019, Phoenix, AZ 85004 USA office, but other Western US offices can be considered.

What we're looking for :

Informa is seeking an experienced business development person with a proven track record of selling digital advertising, content marketing and lead generation solutions and exceeding revenue targets for our Design News team. Based in our Santa Monica office, the ideal candidate should be skilled in driving revenue, optimizing sales process and building their own pipeline. The candidate must be a self-starter who is able to partner with existing and new customers to develop compelling creative solutions that achieve client objectives. The sales manager will be responsible for developing their own portfolio of accounts and to collaborate closely with other sales teams within Informa. They will be responsible for growing revenues across market-leading websites and online directories in diversified manufacturing industries (Automotive, Industrial, Consumer, Aerospace, Medical, to name a few).

Qualifications

You are accountable for :

• Contact potential clients to describe advertising opportunities. This usually takes the form of cold calling over the telephone but may involve face to face contact at presentations, meetings and business lunches or dinners
• Take part in internal training about how to handle phone calls and other job requirements
• Contact existing clients to arrange the placement and design of advertisements they have agreed on and ensure an ongoing relationship
• Research client needs and explain the benefits of buying advertising space, responding to any objections
• Explain pricing costs to potential clients and negotiate a fee if necessary
• Account manage an existing client to ensure their needs are satisfied and they are happy with the service
• Work with production teams to ensure that agreed advertisements are carried in the right place and at the right time
• Track purchases and keep record of sales, contacts and deals
• Attend industry events, exhibitions and conferences, meeting potential and existing clients
• Work to maximize sales and meet targets
• Deliver sales reports to management
• Studies and understands all facets of the media products and services being offered
• Trains in various sales tactics and approaches approved by the company
• Approaches potential clients through new leads, cold calls, existing relationships, promotional events, or other means
• Hones and delivers a skilled sales pitch to potential clients, either by phone or in person, in an effort to secure a sale
• Explains the benefits and potential audience of specific media offerings to potential clients
• Details pricing and negotiates costs when necessary
• Adds notes to records for each client call or meeting
• Tracks every media purchase made to ensure that it is completed accurately and on time
• Works to maximize sales and meet quotas in the short and long term
• Maintains excellent relationships with all clients
• Travels to see clients, attend tradeshows, or participate in industry events or trainings
• 20-30% Travel

What you bring to the team :