Sales Manager

Company Description
Informa Markets is a division of Informa plc. With a growing portfolio of 30 trade events in Malaysia and Southeast Asia, we create business growth opportunities for ASEAN and the rest of the world in a wide range of industries including Furniture & Interiors, Industrial Machinery, Renewable Energy, Power, Security, Construction, Food, Oil & Gas, Hospitality, Livestock, Beauty, Water & Wastewater Subcontracting, Environmental Technology and HVAC. As the world’s leading exhibitions organiser, we bring a diverse range of specialist markets to life, unlocking opportunities and helping them to thrive 365 days of the year. Our deep knowledge and passion for the industry sectors we serve allow us to create valuable experiences where people can succeed. At our events, people build relationships, close deals and grow their businesses. These global networks, skilled, passionate people and market-leading events provide exciting opportunities for business people to achieve their ambitions.

Job Description**
ROLE SUMMARY**:
The Sales position is responsible for revenue generation from new and existing customers within the beauty portfolio in Informa Markets Malaysia. This role will manage Sales to different tier customers depending on the market and brand context. This team is critical to the business, as the key to our success is retention, growth and cultivating new business.

Through a strong understanding of market trends and customer needs he / she will develop the long-term sales strategy, through both responding to existing customer feedback and identifying new and innovative opportunities to improve the Event.

The Sales role will involve a combination of internal and external sales activity, meeting customers face to face and attending competitor events. He/She will sell to valued existing customers, generate new business, and performance will be evaluated based on achieving revenue and new business targets.

The Sales will be expected to develop their awareness of the brand industry, building greater insight over time. Maintaining and strengthening the relationship throughout the year is an important focus, to develop an understanding of the customers’ needs and expectations from their attendance at the event. He/She 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.
**PRINCIPAL DUTIES AND RESPONSIBILITIES**:

- Meet or exceed revenue target for assigned accounts through sales (digital, booth, sponsorship/ advertisement and fully integrated packages)
- Sell to existing/ lapsed customer accounts with engaging conversations and compelling proposals while guiding them through buying process
- Handle Key accounts, new prospect and close new business opportunities inside and outside of existing client base through cold calling and follow-up calling
- Ensure the sales coverage in the world with proper arrangement whether through sales agent or our own team. Define a sales strategy and supporting campaigns to execute against a set of targets.
- Leverage understanding of customer buying trends to help develop Sales plans and approaches
- Execute on assigned Sales campaigns, against accounts, products and revenue targets, in line with sales plan.
- Support the on-site re-booking of existing customer accounts, in line with at event account allocation and sales targets
- Maintain accurate pipeline, sales activity and customer information within Salesforce (CRM system)
- Develop deep industry knowledge through personal relationships and market analysis
- Distribute customer insight and marketing information to marketing team
- Manage the handing over of sale information and customer requirements (via Salesforce) to the event Operations and Brand teams.
- Support the Deputy Event Director in overseeing the Event floorplan, managed by the Sales Operations team, escalating any strategic decisions where required.
- Support the development of Event’s strategy and direction

**Qualifications**:

- Degree holder in Communications, Marketing, Business or related field; or equivalent
- 5 years sales/tele-sales experience with a proven sales track record
- Experience in handling categories such as Beauty, Hospitality and Lifestyle is a definite advantage
- Relevant sales experience to corporate management level / SME owner is an advantage
- Strong experience in managing relationships with international customers across various regions and cultures
- Ability to develop relationships at senior levels and support the management of and interaction with high value customer accounts and Association
- Ability to define a sales strategy and supporting campaigns to execute against a set of targets
- Excellent in interpersonal, negotiation and presentation skills
- Strong communication and follow-through skill