Company Description

Informa PLC is a leading international events, intelligence and scholarly research group.

Our purpose is to champion the specialist. Through hundreds of powerful brands we work with businesses and professionals in specialist markets, providing the connections, intelligence and opportunities that help customers grow, do business, make breakthroughs and take better informed decisions. Informa is listed on London Stock Exchange and a member of FTSE 100, with over 11,000 colleagues working in more than 30 countries.

Each of our five operating divisions has a distinct focus:

Informa Connect aims to provide expert content you cannot Google, and access to specialist networks and communities, through major branded annual events and specialist digital communities and content services.

Informa Intelligence provides specialist digital information and data products, consultancy and research services to over 25,000 business worldwide, helping companies make better informed decisions and gain competitive edge.

Informa Markets creates global platforms for industries, specialist markets and customers to trade, innovate and grow, delivering over 550 events annually, specialist digital content and actionable data solutions.

Informa Tech aims to inspire the global technology community to design, build and run a better digital world by providing research, media, training and events to specialist technology communities worldwide.

Taylor & Francis commissions, curates, produces and publishes scholarly research and reference-led content in specialist subject areas, advancing research and enabling knowledge to be discovered and shared.

Our sixth division is Global Support, which provides shared, efficient business services and function-specific expertise to each of Informa\'s operating divisions.



Reports to - Head of Sales

The Role

The Account Manager is responsible for achieving and exceeding sales revenue targets in accordance with the sales plan, through the effective management of customer relationships. The Account Manager will provide a high level of customer service and account management to prospective exhibitors.

Job Summary/Responsibilities

Key Performance Indicators

• Achievement of sales revenue targets within timelines
• Number of effective calls and client meetings made per week
• Exhibitor satisfaction levels
• Timely & accurate reporting of sales results and activities

Main Duties & Responsibilities:

Sales and Account Management

• Achieve and exceed set revenue targets for the assigned products and events in accordance with the sales plan
• Work independently and with Manager to create strategic plans to achieve revenue goals by generating new sales ideas and researching new markets and trends.
• Build and maintain strong client relationships

• Customer retention

• Understand client\'s objectives and support them to achieve these through the event campaign
• Regular contact with existing clients throughout the event cycle
• On-site account management to achieve high exhibitor satisfaction levels
• New business

• Developing new business and revenue streams, including sponsorship and other non-square metre revenue sources through market research, telephone contact, industry networking and client meetings

Management and Reporting

• Data capture of sales activities/calls and updating the CRM
• Completion of sales progress reporting (e.g. revenue vs target, activity reporting etc.)
• Monitor the debt reports and assist the finance team with revenue collection
• Provide the marketing team with market intelligence to assist with exhibitor and visitor promotional campaigns
• Continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
• Awareness and understanding of floor plan optimisation
• Effective communication with other internal departments including operations, marketing, finance to maximise client experience.
• Function as an integral part of overall show management effort in performing additional duties as required.

Qualifications

Minimum Education Level:

• Educated to degree level or equivalent

Background Knowledge, Skills & Experience:

Essential

• Significant and successful experience in a sales role
• Highly target driven
• Computer literate and proficient in the use of commonly used business software
• Effective verbal and written English communication skills
• Strong interpersonal skills
• Commercial awareness
• Attention to detail
• Numerate

Desirable

• Awareness of exhibition production
• Experience of growing and developing new markets and products
• Tele-sales, media sales or exhibition background
• Relevant industry knowledge
• Understating of event cycles
• Spoken Arabic

Informa