Sales Manager, Event Sponsorship & Promotion - Engineering Portfolio

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.

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
• The salary range for this role is $70,000 to $80,000, plus a commission package.
• This job posting will close on December 29, 2024.

What you bring to the team:

• 3+ years of work experience in business-to-business sales with proven track record of prospecting and growing revenue from new and existing accounts
• Two years of event sales, including event sponsorship sales, is preferred but not required
• Ability to communicate effectively 
• Ability to identify and pursue cross and up selling opportunities 
• Ability to ask probing questions in order to proactively handle and respond to customer objections
• Experience managing multiple customers and maintaining high energy sales 
• Energy and enthusiasm for the job 

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 prioritize promotions internally. Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns.
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks.
• Broader impact: take up to four days per year to volunteer, with charity match funding available too.
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves.
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year.
• Competitive benefits, including a 401k match, parental leave and an ESPP offering company shares at a minimum 15% discount.
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more.
• Recognition for great work, with global awards and kudos programs.
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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