Assistant Sales Manager

Overview

• Meet or exceed revenue targets for assigned accounts through strategic engagement of customers
• Sales to existing customer accounts and lapsed customers (those who have not exhibited for one show cycle)
• Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
• Deliver assigned Sales campaigns, against accounts, products and revenue targets
• Development of brand and industry specific knowledge, including competitor events
• Develop retention campaigns in collaboration with Exhibitor Marketing teams
• Support on the on-site re-booking of existing customer accounts
• Provide regular pipeline and booking updates to the Sales Manager through accurate Salesforce reporting.
• Support the execution of sales plans to grow existing customer account share of wallet through cross-selling, upselling, sponsorship, and advertising opportunities.
• Maintain accurate and timely customer information and notes within Salesforce (CRM system)
• Capture and enter sales contract information into the CRM/ invoicing system
• Manage the handing over of Sales information and customer requirements (via Salesforce) to the Event Operations and Event teams
• Support Finance in resolving customer payment issues when required.
• Support and share knowledge with Sales Executives where appropriate.
• Perform additional responsibilities as assigned
• Sales Management revenue targets
• Existing customer retention revenue
• Rebook revenue
• Existing customer revenue growth
• Brand (Event/product) existing customer revenue performance against target
• Individual performance metrics
• Number of pipeline opportunities
• Existing customers sales conversion % (retention off site)
• % re-book on site
• Deal size (average sales value for closed – won deals)
• Sales cycle time (average time it takes a team to close a customer)
• % of sales target attained
• Number of new business referrals
• Individual sales activity metrics
• Number of calls and meetings (by sector / account size)
• Number of existing customers into pipeline
• Customer contact volume
• Sales process and technology adoption metrics
• Key Salesforce system adoption metrics
• Sales Excellence pipeline process adoption
• University Bachelor’s Degree / University of Applied Sciences qualification
• 3 - 5 years’ experience in a B2B Sales and proven ability to deliver or overachieve on revenue targets
• Strong experience in managing relationships with international customers across various regions and cultures
• Excellent communication in English
• Proven ability to manage a number of customer accounts
• Strong relationship management experience, maintaining customer contact and relevance
• Ability to develop relationships at senior levels and manage customer needs
• Ability to identify and pursue cross and up selling opportunities
• Ability to understand and articulate value proposition and customer ROI
• Ability to negotiate effectively, and proactively handle and respond to customer objections
• Willingness to informally coach and develop junior Account Executives
• Strong interpersonal skills, confident personality, high level of enthusiasm
• Proficiency in Microsoft Office support tools
• Experience in using Salesforce.com

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

This role is based in our Menara Jamsostek Office

PT Pamerindo Indonesia  is part of Informa Markets, a division of Informa plc. Informa Markets creates platforms for industries and specialist markets to trade, innovate and grow. Our portfolio is comprised of more than 550 international B2B events and brands in markets including Healthcare & Pharmaceuticals, Infrastructure, Construction & Real Estate, Fashion & Apparel, Hospitality, Food & Beverage, and Health & Nutrition, among others. We provide customers and partners around the globe with opportunities to engage, experience, and do business through face-to-face exhibitions, specialist digital content, and actionable data solutions.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

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We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at  LifeAt.Informa.com

Our benefits include: