Sales Manager, PROJECT

Informa's Fashion Portfolio is the leading producer of world-renowned fashion tradeshows and digital events such as MAGIC, COTERIE, PROJECT, and SOURCING AT MAGIC. We believe uniting the industry's best talent and most dynamic opportunities will translate into stronger events and platforms for buyers and sellers and help us achieve our promise to the industry: to bring together great brands and retailers in superbly merchandised experiences, provide superior customer service, and ultimately present end consumers with the best apparel, footwear, accessories, and fashion products.

This role is responsible for outside sales for our Contemporary men's event - PROJECT, primarily pursues new customers and new business. The person in this role maintains strong relationships with retention accounts and identifies and actively pursues new customers and new business. They will identify, establish and pursue opportunities to help these relationships grow and thrive. This role services and manages all retention accounts for assigned categories and/or communities; sells the overall concept of our physical and digital offerings and creates strategies for pursuing targets. Maintaining and strengthening the relationship throughout the year is an important focus, to develop an understanding of the customers' needs and expectations from their participation at the event. The ideal candidate is driven to achieve sales goals as assigned for retention business customers and is consistently tracking self-performance. The Sales Manager role involves internal sales activity, engaging with customers via email, phone and face-to-face meetings.

Role Accountability and Duties:

• Conducts calls, emails, virtual and in-person meetings with assigned categories of retention accounts in order to sell them into our events, working to penetrate sales campaigns in order to hit revenue goals
• Supports all accounts through the contract process along with addressing concerns and issues, and prepares customers for events and manages customer expectations
• Responsible for customer service for the entire show cycle, including guiding brands through contracting, preparing them for the event, offering on-site support, customer service and conducting post-show follow up
• Responsible for maintaining retention customers and establishes solutions to retain retention customers that are planning not to return
• Sells the overall concept of our events and offerings and responsible for hitting both individual and team sales targets
• Routinely identifies and actively pursues new leads and targets within categories of oversight
• Works with Sales Director and Vice President to properly merchandise the exhibitor floorplan to ensure maximum compliance with internal merchandising strategies and brand's specific needs and requests
• Penetrates all retention and new business campaigns to hit revenue goals
• Prepares customers for events and manages customer expectations
• Offers a consultative approach to clients works to actively understand brand goals and strategies
• Maintains strong industry credibility through visible attendance at trade shows and other industry events, staying up to date on new developments and technologies and communicating this information to both key existing accounts and potential new accounts.
• Actively maintains sales pipeline opportunity stages so that the pipeline is a true and accurate indicator of prospects statuses; utilizes pipeline reports to provide sales forecasts to management
• Anticipates and responds to potential opportunities and threats for the business relevant to the conditions of the market and industry
• Maintains customer database for accuracy and exceptional notes; conducts data clean-up each show cycle and on-going maintenance per policies
• Support Finance/Billers in resolving bad debt customers as a final escalation point as well as helping to collect deposits or balances
• Performs additional show-site duties including: helps ensure freight is accurately delivered, works with Operations to resolve set-up issues, reviews aisle signage, banners and booth locations for accuracy, collects unpaid balances from exhibitors, meets with all assigned exhibitors to ensure outstanding customer service, ensures all event rules are being adhered to by exhibitors

As a Sales Manager, you will be evaluated on:

• Sales performance against targets
• Sales performance of new and top target brands
• Individual performance metrics such as productivity including volume and quality of calls, emails and virtual and in-person meetings
• Penetration of sales campaign and follow through
• Quality of customer service offered
• Sales process and technology adoption metrics
• In-market activity
• Continued growth of industry and market knowledge

• Bachelor's Degree in related field
• 5 years in B2B fashion brand sales or event sales - or a combination of education and experience
• Great knowledge of the contemporary men's fashion market and experience in the fashion industry
• Experience in sponsorships, digital, tradeshow or fashion sales
• Proof of hitting large sales revenue targets
• Strong interpersonal and organizational skills
• Extreme detail-orientation and thoroughness, with top-notch follow-up skills
• Proficient with experience in MS Office: Word, Excel, and PowerPoint, Salesforce

We offer:

• Competitive Compensation Package
• Access to LinkedIn Learning and other development/training opportunities
• Health and Wellness Benefits (medical, dental, eye)
• 401K and Matching
• Employee Stock Purchase Program
• Generous PTO policy
• Work-life balance
• Additional discounts through various partnerships
• The pay range for this position is $87,125- $110,000 depending on experience.

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.