Sales Manager, Event Sponsorship - MD&M West

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.

What We’re Looking For:

The Sales Manager, Event Sponsorship will drive sales growth for live and virtual event products within the Informa Markets Engineering portfolio. This includes brands like MD&M, BIOMEDevice, ATX, Plastics, D&M, Packaging, iPBS, and Quality. You’ll manage a territory of new and existing customers, working closely with the event sales team to promote and sell event promotion products.

This role is crucial for expanding digital revenue across our events, helping ensure long-term success. You’ll take sole responsibility for conference sales at certain events, while also sharing the responsibility for promotional product sales with the Event Sales Team.

You’ll sell to a diverse range of customers—from key accounts to small and medium-sized enterprises—both over the phone and in person. Your performance will be evaluated based on revenue and new business targets.

Key Responsibilities:

• Sell the full portfolio of Conference Sponsorship and Promotion opportunities across all assigned events.
• Focus on increasing digital sales for Smart, Virtual, and Live Events.
• Collaborate with the Director to create new sponsorship opportunities for live and digital content.
• Partner with Content Leaders to target the right sponsors and speakers for Conference tracks.
• Work with Event Directors to develop a range of products and socialize sales pitches to the team.
• Coordinate with Sales Operations to ensure up-to-date inventory lists.
• Demonstrate platform expertise to both the sales team and customers.
• Collaborate with teams across Sales, Content, Marketing, Event Management, and Operations.
• Identify new opportunities for digital and sponsorship revenue growth.
• Engage with new and existing customers, guiding them through the buying process.
• Utilize consultative selling methods to convert prospects into customers.
• Handle customer objections proactively.
• Maintain an accurate pipeline and sales activity within Salesforce.

Requirements:

• Strong understanding of event industries and ability to articulate a compelling value proposition.
• Experience in both direct and digital sales, with a focus on new business development.
• Comfortable working in a collaborative, cross-functional team environment.

Compensation:

• Salary: $70,000 to $80,000, plus commission.
• Job posting closes on January 13, 2024.

We look forward to hearing from you!

• 3+ years of B2B sales experience with a proven track record of prospecting, developing, and growing revenue from both new and existing accounts.
• Experience in account management with a focus on building long-term relationships and expanding business with key clients.
• 2+ years of event sales experience, particularly in sponsorship sales, is preferred but not required.
• Strong business development skills with the ability to identify and pursue cross-sell and upsell opportunities to drive sales growth.
• Strategic thinking and sales acumen, with the ability to develop and execute tailored sales strategies that align with client needs and deliver results.
• Ability to ask probing questions to uncover customer needs and proactively handle objections throughout the sales process.
• Exceptional communication skills, able to clearly articulate product value propositions and build relationships across all levels of the organization.
• Experience managing a diverse portfolio of clients, including small, medium, and high-tier accounts, while maintaining high energy and enthusiasm.
• Highly motivated and results-driven, with the ability to meet sales targets, adapt to challenges, and maintain a positive, high-energy approach to all sales activities.
• Collaborative team player, working with marketing, content, and operations to deliver comprehensive solutions for clients.

Why work at Informa 

Employee experience is very important to us at Informa. On top of joining a supportive, diverse and ambitious team that welcomes all types of candidates. We are also flexible with different working patterns and prioritize promotions internally. Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns.
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks.
• Broader impact: take up to four days per year to volunteer, with charity match funding available too.
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves.
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year.
• Competitive benefits, including a 401k match, parental leave and an ESPP offering company shares at a minimum 15% discount.
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more.
• Recognition for great work, with global awards and kudos programs.
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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