Key Accounts Sales Manager

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 Key Account Manager is primarily responsible for revenue generation from existing key/bellwether customers within UBM Advanced Manufacturing. There is a small component of this role that will also target key/bellwether prospects. The role will manage Sales to customers depending on the market and brand context. This Key Account Manager position will focus on the Design & Manufacturing brands and markets. This position is critical to the business, as the key to our success is retention and growth of customer relationships, growing accounts and driving exhibitor attendance at events.

The Key Account Manager role will involve a combination of internal and external sales, meeting with customers face to face and attending competitive shows. The Key Account Manager will sell to valued existing customers in these brands and performance will be evaluated based on retention and growth of these accounts and brands within our events.

The Key Account Manager will be knowledgeable and well-informed of the brand industry. Further brand and industry expertise will be developed by collaborating with stakeholders. Maintaining and strengthening the relationship throughout the year is an important focus, in order to develop an understanding of the customers’ needs and expectations from their attendance at the events. The Account Manager will understand the customers’ needs and articulate a compelling value proposition as part of the sale.  They will have a significant role in supporting re-booking of customers at an Event, while also providing support as a guest re-booker for other brands.

The D&M Key Accounts Manager will also maintain an Account Retention and New Business Territory in addition to their Key Accounts responsibilities.  This sales territory will cover the Manufacturing brands sold by the team, including Automation Technology, Design & Manufacturing, Packaging, and Plastics.

• A proven track record in sales and/or business development 
• Ambitious and personable phone manner
• Ability to work independently
• Effective presentation and organizational skills
• Strong oral and written communication skills
• Working knowledge of Microsoft Windows/Office package and Internet. 
• Experience with Salesforce or comparable CRM
• Events or previous business to business sales experience preferred.

PRINCIPAL DUTIES AND RESPONSIBILITIES 

• Develop Sales plans for Key Accounts, and approaches to grow existing customer accounts through cross and up selling into other Informa Markets Engineering events.
• Identify and scope new opportunities for digital and sponsorship revenue growth  
• Sell to new 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 and outside of existing client base through cold calling, follow-up calling and attendance at industry-related events 
• Utilize consultative selling methods to prospective 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 Sales Director, to target new market sectors and regions 
•  Leverage understanding of customer buying trends to help develop Sales plans and approaches   
• Proactively handle and respond to customer objections 
• Maintain accurate pipeline, sales activity and customer information within Salesforce of new 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 Brand Directors weekly  

INDIVIDUAL PERFORMANCE METRICS 

• Revenue performance against target 
• New business revenue 
• Sales activity through salesforce