Sales Manager, Medical Events

Informa Group Plc. • Santa Monica, CA

129d • $70,000 - $81,000

About The Position

The Sales Manager, Medical Events is responsible for the growth of live and virtual platform product sales. Candidate will target both new and existing customers within the Informa Markets Engineering portfolio for show brands including MD&M and MEDevice. This role will manage a sales territory consisting of new and existing customers and work collaboratively with colleagues on the Event Sales team, as well as Promotion Sales teammates. The Sales Manager, Medical Event Sales role is critical to the business, and the ideal candidate will be creative, hard-working, and collaborative, able to turn challenges into opportunities and generate innovative solutions while working with tight time deadlines and high call volumes. The Sales Manager is responsible for revenue generation from new and existing customers within Informa Markets Engineering. This role will manage Sales to all tier level customers depending on the market and attracting new customers. The Sales Manager is part of the sales team, which will focus on a specific brand while also developing the flexibility to work across multiple brands. This role is critical to the business, as the key to our success is retention, growth of customer relationships and cultivating new business.

Requirements

• 3+ years of work experience in business-to-business sales with proven track record of prospecting and growing revenue from existing accounts.
• 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
• Experience with Salesforce CRM desired

Responsibilities

• Sell to existing small, medium and high-tier customer accounts with engaging conversations and compelling proposals while guiding them through buying process
• Prospect, generate and seek new business opportunities inside and outside of existing client base through cold calling, follow-up calling and attendance at industry related events
• Utilize consultative selling methods to prospective and existing customers by offering new opportunities
• Build upon industry specific knowledge, including attending competitor events, analyzing customer data, sharing experiences across the team
• Work collaboratively with Marketing to create tailored packages to support new revenue growth
• Deliver business development strategy, working with Event Directors, to target new market sectors and regions
• Leverage understanding of customer buying trends to help develop Sales plans and approaches
• Support the retention of existing customers (where necessary). Ability to negotiate effectively, and proactively handle and respond to customer objections
• Maintain accurate pipeline, sales activity and customer information within Salesforce of new and existing business (CRM system)
• Inform line manager 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 Event Directors weekly
• Develop Sales plans, inclusive of pricing strategies, and approaches to grow existing customer account through cross and up selling
• Gain proficiency in using all platforms including (but not limited to) Salesforce and Clearslide
• Assist Accounting with revenue collection via emails and phone calls

Benefits

• 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: 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, health, vision and dental insurance, 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees