Senior Sales Manager

Senior 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.

Job Description

This role is based in our Irving, TX office. This role is a key player in the development of the strategy and implementation in customer retention and new business growth for World of Concrete. This includes the sales performance, team revenue generation and sales activity to deliver the agreed sales and financial revenue plan.

The role has responsibility for the line management of Account Executives who are selling and managing existing customers as well as actively and assertively focusing on new business development. They will lead this team with a focus on customer retention and growth through cross selling and rebooking. This role is also responsible for a combination of internal and external sales activity, regularly meeting customers face-to-face, and attending competitor and industry events. This role will be expected to sell to a variety of new customers with a focus on large key account acquisitions, and hands on business development of new markets to drive new business revenue.

Role Accountability and Duties :

• 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.

Qualifications