What are the responsibilities and job description for the Senior Account Manager position at Informa Group Plc.?
Company Description
There's no such thing as a typical Informa colleague…And that's how we like it. We're a diverse Group, with over 10,000 colleagues working in many different roles in one of six Divisions and in over 30 countries. Each of us brings something different, a unique set of abilities, experience and knowledge. It’s what makes us who we are.
All our businesses and offices share a culture based on respect and inclusiveness, and a working environment that is enjoyable, stimulating, rewarding and supportive for colleagues. One that enables everyone to fully participate in the life of the Group and its ongoing, sustainable growth.
As a division of Informa, a FTSE 100 company, Informa Markets provides customers and partners around the globe with opportunities to engage, experience and do business through live, virtual and hybrid events, specialist digital content and actionable data solutions.
People are at the heart of Informa Markets. Our business thrives on the passion and entrepreneurship of our 4,000 colleagues, who deliver over 500 international events and brands in more than 40 countries across the globe.
Using our industry insight, comprehensive portfolio of markets, content and digital resources, we are passionate about creating platforms for our customers to connect and shaping environments that enable businesses to flourish.
Job Description
What we’re looking for: This role is a key player in the development of the strategy and implementation in customer retention and growing their footprint in the Natural Products market. The Sr Account Manager is responsible for developing the strategy and meeting revenue growth targets from our customers. The experience our customers receive is a significant driver for long term loyalty, as such, this role will be responsible for supporting our customers through the sales cycle, providing the best customer experience possible.
This role will be expected to sell to a variety of customers, from large key accounts to independent small and medium customers, though the primary focus will be key accounts.
Role Accountability and Duties:
Sell to customers across products and revenue streams, meeting and exceeding assigned revenue targets
Develop full cycle sales strategy for assigned territory which includes client touchpoints and approach, sales presentations and packages, capitalizing on market trends and their direction.
Generate and seek expanded sales opportunities with our customers, 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
What you bring to the team:
5-7 years of experience in media and B2B event sales; Health & Nutrition industry experience preferred
Ability to prioritize multiple responsibilities, balancing client deliverables on multiple projects as well as internal obligations
Business acumen, sound decision making, analytical and organizational skills in a fast paced environment; a consultative approach to managing complex client relationships
Ability to sell based on value not price and a deep understanding of consultative selling
Ability to thrive in a fast-paced environment while maintaining strong time management skills
Expert understanding of campaign metrics and analysis
Strong proficiency with Salesforce or CRM software and an aptitude for learning new systems
Strong ability to internally navigate the organization to obtain support and resources necessary for success
Must be team-focused with a collaborative mindset and able to work seamlessly with exhibitors and internal teams
Motivated to learn and become knowledgeable on industry trends, products, and news
Travel required 10-20%
Additional Information
We offer:
Competitive Compensation Package
Access to LinkedIn Learning and other development/training opportunities
Health and Wellness Benefits (medical, dental, eye)
401K and Matching
Generous PTO policy
Work-life balance
Additional discounts through various partnerships
Salary: 75,000 — 85,000 USD plus commissions
Informa Markets is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.