Sales Manager, Event Sponsorship & Promotion

Company Description

Who we are:

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: The Sales Manager, Sponsorship & Promotion is responsible for the growth of live and virtual event product sales. Candidate will target both new and existing customers within the Informa Markets Engineering portfolio for show brands including MD&M, BIOMEDevice, ATX, Plastics, D&M, Packaging, iPBS and Quality.  This role will manage a sales territory consisting of new and existing customers and work collaboratively with the event sales team to socialize, promote, and sell event promotion products. The Sales Manager, Sponsorship & Promotion role is critical to the business, as “beyond the booth” sales, particularly growth of digital revenue across our events portfolio, is a key factor for future success.  

This role will have sole conference sales responsibility for a number of events in our portfolio, as well as shared responsibility with the Event Sales Team for promotional products. As such, candidates applying for this position will work collaboratively with cross-functional teams within the business to bring about new and improved products and processes.

The Sales Manager, Sponsorship & Promotion role will be expected to sell to a variety of new customers, from large key accounts to independent small and medium enterprise customers. 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, Sponsorship & Promotion will be knowledgeable and well-informed about the event brand industries.  Further industry knowledge will be developed by collaborating with Account Managers and Brand leads. The Sales Manager, Sponsorship & Promotion will be responsible for both sourcing and closing leads. This role must understand the customers’ needs and articulate a compelling value proposition as part of the sale.

Role Accountability and Duties:

• Sell the entire portfolio of Conference Sponsorship and Promotions opportunities across all brands at each assigned venue
  • Increase digital sales for our Smart, Virtual, and Live Events; this is the position’s top priority
  • Grow Conference sales across the assigned venues
  • Sell Promotions product set to new and existing customers for assigned venues
• Collaborate with Director to support the discovery, development and implementation of new opportunities for the business related to live event and digital content sponsorship creation
• Partner with Content Leaders to develop a comprehensive list of target sponsors/speakers for the Conference tracks
• Smart Event:
  • Work collaboratively with Event Directors to identify range of products
  • Socialize sales pitch and products to event sales team
  • Coordinate with Sales Operations team to ensure inventory lists are up to date
  • Attain platform expertise and be able to demonstrate functionality to both sales team and customers
• Work collaboratively across all departments including Sales, Content, Marketing, Event Management, Operations and Sales Support
• Take ownership of product set for assigned venue and be able to articulate value proposition
• Identify and scope new opportunities for digital and sponsorship revenue growth among Informa Markets Engineering portfolio of events and media clients
• Sell to new small, medium and high-tier customer accounts with engaging conversations and compelling proposals while guiding them through buying process
• Utilize consultative selling methods to convert prospective customers to new on-site and digital opportunities
• Proactively handle and respond to customer objections
• Maintain accurate pipeline, sales activity and customer information within Salesforce of new business (CRM system)
• Inform Sales Director 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 Brand Directors weekly

Qualifications

What You Bring to the Team:

• At least 3 years of business-to-business sales experience with a proven track record of prospecting and revenue growth from new and existing accounts.
• Preferred, but not required, 2 years of experience in event sales, including event sponsorship sales.

Your Skills:

• Excellent communication abilities.
• Skilled at identifying and pursuing cross-selling and up-selling opportunities effectively.
• Proficient in asking probing questions to handle customer objections proactively.
• Demonstrated capability to manage multiple customers while maintaining high-energy sales.
• Enthusiasm and energy for the role.

Salary Range:
- Competitive salary range: $65,250 - $79,500 plus commission, offering the potential for further earnings based on performance**

Application Deadline: Applications should be submitted by June 24th. 

Additional Information

Why Work at Informa?

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritizes promotions internally. Our benefits include:

• Learning and development plan to assist with your career development  
• 15 days PTO plus 10 national holidays, 4 days for volunteering and a day off for your birthday!  
• Competitive Benefits with 401k match 
• Paid parental leave 
• Work with a high quality of specialist products and service  
• Bright and friendly staff who are all “expert’s experts” and additional training and development for helping you achieve your career aspiration  
• ESPP - become a shareholder  

We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed.  As such, Informa is proud to be an Equal Opportunity Employer.  We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law. 

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