Sales Manager, Conference Sponsorships - B2b Trade Shows

Job Description
What we’re looking for:
The Sales Manager, Sponsorship &
Promotion is responsible for the growth of live and virtual event product sales. Candidate will target both new and existing customers within the Informa Markets Engineering portfolio for show brands including MD&
M, BIOMEDevice, ATX, Plastics, D&
M, Packaging, iPBS and Quality. This role will manage a sales territory consisting of new and existing customers and work collaboratively with the event sales team to socialize, promote, and sell event promotion products. The Sales Manager, Sponsorship &
Promotion role is critical to the business, as “beyond the booth” sales, particularly growth of digital revenue across our events portfolio, is a key factor for future success.
This role will have sole conference sales responsibility for a number of events in our portfolio, as well as shared responsibility with the Event Sales Team for promotional products. As such, candidates applying for this position will work collaboratively with cross-functional teams within the business to bring about new and improved products and processes.
The Sales Manager, Sponsorship &
Promotion role will be expected to sell to a variety of new customers, from large key accounts to independent small and medium enterprise customers. 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, Sponsorship &
Promotion will be knowledgeable and well-informed about the event brand industries. Further industry knowledge will be developed by collaborating with Account Managers and Brand leads. The Sales Manager, Sponsorship &
Promotion will be responsible for both sourcing and closing leads. This role must understand the customers’ needs and articulate a compelling value proposition as part of the sale.
Role Accountability and Duties:
Sell the entire portfolio of Conference Sponsorship and Promotions opportunities across all brands at each assigned venueIncrease digital sales for our Smart, Virtual, and Live Events;
this is the position’s top priority
Grow Conference sales across the assigned venues
Sell Promotions product set to new and existing customers for assigned venues
Collaborate with Director to support the discovery, development and implementation of new opportunities for the business related to live event and digital content sponsorship creation
Partner with Content Leaders to develop a comprehensive list of target sponsors/speakers for the Conference tracks
Smart Event:
Work collaboratively with Event Directors to identify range of products
Socialize sales pitch and products to event sales team
Coordinate with Sales Operations team to ensure inventory lists are up to date
Attain platform expertise and be able to demonstrate functionality to both sales team and customers
Work collaboratively across all departments including Sales, Content, Marketing, Event Management, Operations and Sales Support
Take ownership of product set for assigned venue and be able to articulate value proposition
Identify and scope new opportunities for digital and sponsorship revenue growth among Informa Markets Engineering portfolio of events and media clients
Sell to new small, medium and high-tier customer accounts with engaging conversations and compelling proposals while guiding them through buying process
Utilize consultative selling methods to convert prospective customers to new on-site and digital opportunities
Proactively handle and respond to customer objections
Maintain accurate pipeline, sales activity and customer information within Salesforce of new business (CRM system)
Inform Sales Director 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 Brand Directors weekly