Senior Manager, Strategic Accounts

Informa Group; Greater London; Hybrid; GBP 90,000 - 150,000; Full time

Benefits offered by this job

Great community

Volunteer days

Career development

Time off benefits

Job summary

Informa Markets is seeking a Senior Manager of Strategic Accounts for Aviation Week Network, to drive retention and expansion with top-tier clients in aviation, aerospace and defense. Based in London or Manchester, you will partner with clients to align Informa’s data, events and marketing services with their business goals.

You will lead consultative sales, build strategic plans, and use Salesforce to track opportunities and forecasts.

Qualifications

• Bachelor's degree or equivalent experience
• 5-7 years B2B sales, ideally in digital services or aerospace, with proven revenue achievement
• Strong lead generation and closing abilities
• Excellent negotiation and relationship-building skills
• Ability to travel/be in market 50% of time
• High Energy – persistent and positive attitude throughout the sales cycles
• Results Driven – thrives on competition and has a high commitment to exceeding targets
• Resilient – uses challenges as motivation to improve performance
• Entrepreneurial – takes ownership of sales territory like a business owner, identifying creative solutions and new opportunities
• Curiosity – brings a mindset that fosters growth, creativity & continuous improvement

Responsibilities

• Engage existing high-tier customer accounts with compelling proposals and guide them through the buying process.
• Apply consultative selling techniques to offer new opportunities to prospective and existing customers. Drive the customer’s awareness of Aviation Week’s unique position to help you grow your business with market insights and marketing services.
• Build industry-specific knowledge by attending competitor events, analyzing customer data, and sharing insights across the team.
• Use Salesforce to track client interactions, opportunities, and forecasts that are up to date and accurate.
• Leverage insights into customer buying trends to develop effective sales plans and approaches.
• Conduct on-site re-booking of existing customer accounts in alignment with sales targets.
• Share customer insights and marketing data with the Regional Sales Manager, EMEA and with Global VP, Sales.
• Develop sales plans, including pricing strategies, to grow existing accounts through cross-selling and upselling.
• Perform additional tasks as required.

Skills

B2B sales

Lead generation

Negotiation

Travel 50%

High energy

Results driven

Resilient

Entrepreneurial

Curiosity

Sales planning

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Job description

Informa Markets, a division within Informa, creates global platforms for industries. We organize 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.

Job Description

This role is based in our London,Blackfriars or Deansgate Manchester office.

Aviation Week Network is the largest multimedia information and services provider for the global aviation, aerospace, and defense industries, serving 1.7 million professionals around the world.

Industry professionals rely on Aviation Week Network to help them understand the market, make decisions, predict trends, and connect with people and business opportunities. Customers include the world’s leading aerospace manufacturers and suppliers, airlines, airports, business aviation operators, militaries, governments, and other organizations that serve this worldwide marketplace.

Aviation Week Network’s portfolio delivers award-winning journalism, data, intelligence and analytical resources, world-class tradeshows and conferences, and results-driven marketing services and advertising. Aviation Week Network is part of Informa Markets, a division of Informa PLC.

The Senior Manager of Strategic Accounts plays a pivotal role in driving customer success and delivering measurable ROI by retaining and expanding relationships with top-tier clients and creating new top-tier clients at Informa’s Aviation Week. This role is dedicated to understanding each customer’s unique business goals and challenges, leveraging Informa’s solutions to create value and maximize their return on investment.

With a strong emphasis on consultative sales, the Senior Manager of Strategic Accounts acts as a trusted advisor, fostering deep, strategic partnerships with clients. By identifying opportunities to align Aviation Week’s offerings with customer objectives, the role ensures increased engagement, satisfaction, and spend, ultimately driving long-term growth for both the customer and Informa.

Role Responsibilities

• Engage existing high-tier customer accounts with compelling proposals and guide them through the buying process.
• Apply consultative selling techniques to offer new opportunities to prospective and existing customers. Drive the customer’s awareness of Aviation Week’s unique position to help you grow your business with market insights and marketing services.
• Build industry-specific knowledge by attending competitor events, analyzing customer data, and sharing insights across the team.
• Use Salesforce to track client interactions, opportunities, and forecasts that are up to date and accurate.
• Leverage insights into customer buying trends to develop effective sales plans and approaches.
• Conduct on-site re-booking of existing customer accounts in alignment with sales targets.
• Share customer insights and marketing data with the Regional Sales Manager, EMEA and with Global VP, Sales.
• Develop sales plans, including pricing strategies, to grow existing accounts through cross-selling and upselling.
• Perform additional tasks as required.

Qualifications

• Bachelor's degree or equivalent experience
• 5-7 years B2B sales, ideally in digital services or aerospace, with proven revenue achievement
• Strong lead generation and closing abilities
• Excellent negotiation and relationship-building skills
• Ability to travel/be in market 50% of time
• High Energy – persistent and positive attitude throughout the sales cycles
• Results Driven – thrives on competition and has a high commitment to exceeding targets
• Resilient – uses challenges as motivation to improve performance
• Entrepreneurial – takes ownership of sales territory like a business owner, identifying creative solutions and new opportunities
• Curiosity – brings a mindset that fosters growth, creativity & continuous improvement

Additional Information

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• 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: 25 days Annual Leaverising to 27 after two years, bank holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a pension match, health, vision and dental insurance, parental leave and 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.

If you would like to request reasonable adjustments or accommodationsto assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 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.