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. Tarsus (now an Informa business), an international business-to-business media group with interests in exhibitions, conferences, education, publishing and online media is seeking a Sales Manager to join their Sales team. Since the company\'s founding in 1998, we have built a diverse portfolio of leading brands that span a wide range of industries and geographies. This role is based in Dubai working in the Aerospace division. Our \xe2\x80\x9cQuickening the Pace\xe2\x80\x9d strategy will focus our efforts on the next stage of our development \xe2\x80\x93 accelerating the pace of financial returns to our shareholders through new acquisition and launch events.

The Sales Manager role will involve internal and external sales activities, including face to face meetings with prospects and clients, attending competitive events and a high-volume of phone calls and emails. You will be responsible for taking ownership of selling the portfolio of events to customers, achieving event revenue targets and generating revenue opportunities from existing and new clients. You will be a strong sales hunter with a consultative sales approach as well as work collaboratively with other team members and departments across the portfolio. Identifying new prospects, setting meetings and building relationships, leading to greater insight into business opportunities is crucial to this role. The Sales Manager will leverage a consultative sales approach to understand the client\xe2\x80\x99s objectives, needs and expectations and be able to articulate the event\xe2\x80\x99s value proposition as a solution. DUTIES & RESPONSIBILITIES:

• Ensure sales targets (personal and product) are achieved above and beyond for each event
• Have a comprehensive understanding of the sales process for digital and events
• Know your products: industry, competitor analysis, publications, key brands, what\xe2\x80\x99s best for your clients, inventory, show and digital targets \xe2\x80\x93 and how to increase revenue year on year
• Know your figures: target, revenue, year on year comparison, yields, total sqm vs available, number of clients, new business and retention
• Be responsible and take the lead on solving problems and issues as they arise: amendments, accounts, managing cancellations
• Devise and implement a strategy/territory plan for your client base
• Communicate regularly with the team to ensure your knowledge is shared
• Ensure all aspects of the CRM are always kept up to date, recording all sales activity in Salesforce
• Maintaining accurate and up-to-date pipelines and prospect/client data in Salesforce (CRM)
• Having accurate and up-to-date forecasts for management available at all times
• Build client relationships \xe2\x80\x93 client management, client retention
• Identifying and closing new prospects
• Cold calling new prospects
• Be present at competitor events to proactively sell aerospace portfolio
• Collaborating with senior sales to provide feedback that will help shape the event
• Floor plan management Ensuring all client deliverables are executed for each show

Qualifications
Essential

• Significant and successful experience in a sales role
• 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

Additional Information
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 on the basis of race, colour, ancestry, national origin, religion, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), age, marital status, citizenship, or other protected characteristics under federal, state or local law.