Sales Manager

Informa Plc; Kuala Lumpur; On-site; MYR 60,000 - 100,000; Full time

Job summary

An established industry player seeks a Sales Manager to drive revenue growth through new and existing customer accounts. This role focuses on the Battery Show Asia and Mobility Tech Asia events, requiring strong relationship management and sales skills. You will work closely with clients, develop sales strategies, and leverage your understanding of market trends to enhance performance. Join a dynamic team that values energy and ambition, offering a supportive environment where your contributions will make a significant impact. If you are passionate about sales and eager to develop your career, this opportunity is for you.

Benefits

Flexible Working Hours

Professional Development Opportunities

Health Insurance

Team Building Events

Qualifications

• 3-5 years experience in B2B sales with proven revenue target achievement.
• Strong relationship management and negotiation skills required.

Responsibilities

• Generate revenue from new and existing customer accounts.
• Develop sales plans and retention campaigns for customer accounts.
• Maintain accurate customer information using Salesforce CRM.

Skills

B2B Sales Experience

Customer Relationship Management

Negotiation Skills

Cross-selling and Up-selling

Fluency in English and Mandarin

Interpersonal Skills

Education

University Bachelor’s Degree

Tools

Salesforce

Microsoft Office

Job description

Company Description

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.

Job Description

The Sales Manager is responsible for revenue generation from new customers and existing customers (retaining and maintaining relationships, growing accounts and driving exhibitor attendance). The role needs to source and close new customers, manage select customer accounts & targeted on their retention. The role will focus on The Battery Show Asia and Mobility Tech Asia events whilst developing flexibility to work across multiple brands if needed.

The role will be required to continually develop their Brand and industry knowledge through engagement both internally and externally at industry events.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

• Acquire new customer accounts and (at later stage) grow existing customer accounts.
• Revenue generation from new customers through sales (booth, sponsorship/ advertisement and fully integrated marketing packages) across products and revenue streams for the assigned event projects.
• Feeding key customer feedback and market trends / issues for Event and Marketing strategy.
• Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching.
• Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs.
• Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising.
• Develop retention campaigns in collaboration with Exhibitor Marketing teams.
• Deliver assigned Sales campaigns, against accounts, products and revenue targets.
• Development of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performance.
• Support on the on-site re-booking of existing customer accounts.
• Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting.
• Maintain accurate and timely customer information and notes within Salesforce (CRM system).
• Manage the handing over of Sale information and customer requirements (via Salesforce) to the Event Operations and Event teams.
• Support Finance in resolving bad debt customers as a final escalation point.
• Act as an informal mentor to Account executives to share industry knowledge and experience (Manager role only).
• Perform additional responsibilities as assigned.

ILLUSTRATIVE ROLE METRICS:

• Revenue targets
  • New business revenue growth (1st year).
  • Existing customer retention revenue.
  • Rebook revenue.
  • Existing customer revenue growth.
• Individual performance metrics
  • Number of open opportunities.
  • Number of pipeline opportunities.
  • New business sales conversion % (win rate).
  • Existing customers sales conversion % (retention off site).
  • % re-book on site.
  • Deal size (average sales value for closed – won deals).
  • Sales cycle time (average time it takes to close a customer).
  • % of sales target attained.
• Individual sales activity metrics
  • Number of calls and meetings (by sector / account size).
  • Number of new f2f customer meetings.
  • Number of new leads/ existing customers into pipeline.
  • Customer contact volume.
• Sales process and technology adoption metrics
  • Key Salesforce system adoption metrics.
  • Sales Excellence pipeline process adoption.

Qualifications:

• University Bachelor’s Degree.
• 3 – 5 years’ experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets.
• Strong experience in managing relationships with customers across various regions and cultures.
• Fluent in verbal and written English and Mandarin (for Mainland China based) mandatory.
• Proven ability to manage a number of customer accounts.
• Strong relationship management experience, maintaining customer contact and relevance.
• Ability to develop relationships at senior levels and manage customer needs.
• Ability to identify and pursue cross and up selling opportunities.
• Ability to understand and articulate value proposition and customer ROI.
• Ability to negotiate effectively, and proactively handle and respond to customer objections.
• Willingness to coach and develop junior Account Executives (Manager role only).
• Strong interpersonal skills, confident personality, high level of enthusiasm.

OTHER PREFERRED ATTRIBUTES:

• Proficiency in Microsoft Office support tools.
• Experience in using Salesforce.com.
• Less experience will be considered as Assistant Sales Manager.

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.

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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