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 Senior Account Manager is responsible for achieving and exceeding sales revenue targets in accordance with the sales plan. The SAM will typically manage a portfolio of accounts and is responsible for building strong client relationships, developing account management strategies, coordinating with internal teams to deliver solutions that meet clients\' needs, and identifying opportunities to grow accounts. The role can also involve managing dedicated sectors of a show, which will involve project managing feature areas, other account managers and reporting on revenue and pipelines.

Job Summary/Responsibilities:

Sales and Account Management

• Achieve and exceed set revenue targets for the assigned products, show sectors, features in accordance with the sales plan
• Develop and implement strategic plans to manage and grow accounts
• Continue to build strong relationships with current and potential clients
• Understand client needs and identify new business opportunities within event/sector
• Develop new business and revenue streams, including sponsorship through market research, networking, meetings
• Ensure customer satisfaction and positive NPS

Management and Reporting

• Ensure all data capture and sales activities are updated on CRM, ensure process adoption within the team
• Provide support to Account Manager and Sales Excutives to improve their performance and reach their targets
• Report on sales progress and input into main sales trackers (e.g. revenue vs target, activity reporting etc.)
• Monitor the debt reports and assist the finance team with revenue collection
• Work with Exhibition Director, Head of Sales to optimise the floorplan
• Work with internal teams to feedback on customer experiences and look for solutions to meet client needs
• Provide the marketing team with market intelligence to assist with exhibitor and visitor promotional campaigns
• 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