Sales Manager

1 week ago

Manama, Bahrain Informa Markets Full time

Company Description

Company Description

**Informa PLC is a leading international events, intelligence and scholarly research group.**

Our purpose is to champion the specialist. Through hundreds of powerful brands we work with businesses and professionals in specialist markets, providing the connections, intelligence and opportunities that help customers grow, do business, make breakthroughs and take better informed decisions. Informa is listed on London Stock Exchange and a member of FTSE 100, with over 11,000 colleagues working in more than 30 countries.

**Job Description**:
The Sales Manager is responsible for overseeing the individual assigned territories and being a contributor to ensure the achievement and exceeding of sales revenue targets for the team in accordance with the sales plan. The Sales Manager will provide a high level of prospecting, relationship building and account management to existing and prospective exhibitors to sell solutions which meet with the client needs.

**Key Performance Indicators**
- Achievement of sales revenue targets, campaign management, floor plan management within timelines.
- Achievement of KPI’s as set out by the Portfolio - phone time, f2f meetings, systems.
- Timely & accurate reporting of sales results, pipeline and activities

**Job Summary/Responsibilities**

Sales and Account Management
- Identify, pitch and secure exhibitors locally and internationally to participate in Bahrain’s consumer events.
- Drive Sales performance in the relevant product assignments, ensuring individual achievement of set revenue targets in accordance with the sales plan.
- Ensure the sales focus and direction is maintained and/or readjusted where necessary.
- Fielding incoming leads across assigned territories.
- Utilize resources to tailor sales approach to build new relationships and enhance existing relationships.
- Build and maintain strong client relationships.

**Customer Retention**
- Understand client’s objectives and support them to achieve these through the event campaign.
- Maintain regular contact with existing clients throughout the event cycle.
- On-site account management to achieve high exhibitor satisfaction levels and retention.

**New Business**
- Identify new prospects through use of industry media, social media, online resources, industry networking and company CRM.
- Developing new business and revenue streams, including sponsorship and other non-square metre revenue sources

**CRM and Reporting**
- Overseeing the continual and accurate data capture of sales activities/calls and updating the CRM to ensure all opportunities and pipeline is up to date.
- Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
- Monitor the debt reports and assist the finance team with revenue collection.
- Ensure up to date market intelligence is available for the Exhibition Director and Marketing Manager to assist with exprom and visprom campaigns.
- Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking.
- Awareness and understanding of floor plan optimisation.
- Ensure consistent and effective communication with other internal stakeholders pertaining to assigned products including operations, marketing, finance to maximise client experience and product delivery.
- Perform any other duties commensurate with the grade and level of responsibility.

**Qualifications**:
**Minimum Education Level**
- Educated to degree level or equivalent

**Essential**
- Significant and successful experience in a sales role.
- Computer literate and proficient in the use of commonly used business software.
- Effective verbal and written English communication skills.
- Strong interpersonal skills.
- Commercial awareness.
- Attention to detail.
- Numerate

**Desirable**
- Awareness of exhibition production.
- Experience of growing and developing new markets and products.
- Telesales, media sales or exhibition background.
- Relevant industry knowledge.
- Understanding of event cycles.

Additional Information
**Qualities needed for culture fit**:

- Positive attitude and open minded; ability to listen to others views and opinions
- Team player; good humoured
- Act with integrity
- Professional customer focused attitude; ability to stay calm and patient under pressure
- Forward thinking, flexible and able to trouble shoot
- Ability to work in a multicultural environment and respectful of other cultures
- Flexibility and adaptability

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