Now Hiring - Informa Markets - Sales Manager, Medical Events in Santa Monica, CA

Who we are:

There's no such thing as a typical Informa colleague…And that's how we like it. We're a diverse Group, with over 10,000 colleagues working in many different roles in one of six Divisions and in over 30 countries. Each of us brings something different, a unique set of abilities, experience and knowledge. It’s what makes us who we are.

All our businesses and offices share a culture based on respect and inclusiveness, and a working environment that is enjoyable, stimulating, rewarding and supportive for colleagues. One that enables everyone to fully participate in the life of the Group and its ongoing, sustainable growth.

As a division of Informa, a FTSE 100 company, Informa Markets provides customers and partners around the globe with opportunities to engage, experience and do business through live, virtual and hybrid events, specialist digital content and actionable data solutions.

People are at the heart of Informa Markets. Our business thrives on the passion and entrepreneurship of our 4,000+ colleagues, who deliver over 500 international events and brands in more than 40 countries across the globe.

Using our industry insight, comprehensive portfolio of markets, content and digital resources, we are passionate about creating platforms for our customers to connect and shaping environments that enable businesses to flourish.

Informa Markets Engineering Group is the leading B2B event and media company dedicated exclusively to the global $3.0 trillion advanced manufacturing sector, helps support the flow of information, commerce, and innovation in such sophisticated segments as medical devices and pharmaceutical development, advanced engineering design, automation, manufacturing, processing, and packaging.

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, focusing 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.

The Sales Manager role will involve a combination of internal and external sales activity, meeting customers face-to-face, and attending competitor events. This role will be expected to sell to various new customers, from large key account acquisitions to independent small and medium enterprise customers. The Sales Manager will also sell to valued existing customers and generate growth. 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 will be knowledgeable and well-informed about the brand industry. Further brand and industry expertise will be developed by collaborating with Event Leadership and Marketing teams. The Sales Manager will be responsible for both sourcing and closing leads. Maintaining and strengthening the relationship throughout the year is an important focus to understand the customers’ needs and articulate a compelling value proposition as part of the sale.

• Sell to existing small, medium, and high-tier customer accounts with engaging conversations and compelling proposals while guiding them through the buying process
• Prospect, generate, and seek new business opportunities inside and outside of the 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 accounts through cross and upselling
• Gain proficiency in using all platforms, including (but not limited to) Salesforce, Salesloft, and Clearslide
• Assist Accounting with revenue collection via emails and phone calls

INDIVIDUAL PERFORMANCE METRICS

• Revenue performance against target
• Customer retention revenue
• New business revenue
• Sales activity through Salesforce, Salesloft, and Clearslide
• Maintaining consistent customer-outreach metrics, with a majority of direct calls vs. emails (target: 45 outreaches per day on average)

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 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
• Up to 20% travel required
• Experience with Salesforce CRM desired

We offer:

• Access to LinkedIn Learning and other development/training opportunities
• Health and Wellness Benefits (medical, dental, eye)
• 401K and Matching
• Generous PTO policy
• Work-life balance
• Additional discounts through various partnership

The pay range for this position is $70,000 - $72,800, depending on experience, Plus commission earnings.

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 based on 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.