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Sales Manager - job 1 of 2

Company Description

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.

Job Description

You will be responsible for achieving sales revenue targets in accordance with the sales plan, and proactively seeking opportunities for revenue growth.  You will be required to take ownership of managing the sales pipeline from prospecting through to contracting. You will establish and develop strong relationships with both existing accounts and new business. You will provide a high level of account management to existing and prospective key accounts. 

Job Summary & Responsibilities

Key Performance Indicators

  • Achievement of sales revenue targets within timelines
  • Account development and new business
  • Team achievement of sales activity and revenue targets
  • Timely & accurate reporting of sales results and activities
  • Exhibitor satisfaction levels

Main Responsibilities

Sales and Account Management

  • You will drive sales performance in the relevant product assignments supporting sales team as well as ensuring individual achievement of set revenue targets in accordance with the sales plan
  • You will ensure the sales focus and direction is maintained and/or readjusted where necessary
  • You will oversee account management
  • You will field incoming leads
  • You will build and maintain strong client relationships by keeping in regular contact with existing clients throughout the event cycle
  • During events you will provide on-site account management to achieve high exhibitor satisfaction levels
  • You will look to develop new business and revenue streams, including sponsorship and other non-square metre revenue sources through market research, telephone contact, industry networking and client meetings

Management and Reporting

  • You will oversee the continual and accurate data capture of sales activities/calls and updating the CRM as per sales operations procedures
  • You will maintain sales progress reports (e.g. revenue vs target, activity reporting etc.)
  • You will monitor the debt reports and assist the finance team with revenue collection
  • You will ensure up to date market intelligence is available for the marketing manager to assist with exprom and visprom campaigns
  • You will continually monitor and research the market using online resources, gaining customer feedback, attending competitor events where appropriate, and industry networking
  • You will have an understanding and awareness of floor plan optimisation
  • You will ensure consistent and effective communication with other internal stakeholders relating to assigned products including operations, marketing, finance to maximise client experience.
  • There may be times where you are asked to perform other duties commensurate with the grade and level of responsibility.

Qualifications

Essential

  • You will have significant and successful experience in an events sales role
  • You will be computer literate and proficient in the use of commonly used business software
  • You will be effective in verbal and written English communication skills as well as an Arabic speaker
  • You will have strong interpersonal skills
  • You will have commercial awareness

Desirable

  • Awareness of exhibition production
  • Experience of growing and developing new markets and products
  • Tele-sales, media sales or exhibition background
  • Relevant industry knowledge
  • Understating of event cycles

Additional Information

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: - 

  • Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive and most of us balance time in the office with time working remotely
  • 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
  • Time out: 30 days annual leave, plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
  • Broader impact: take up to four days per year to volunteer
  • 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
  • A comprehensive company funded private medical insurance with optical and dental coverage 
  • Strong wellbeing support through EAP assistance, access to mental health first aiders, and access to health apps and more 
  • Recognition for great work, with global awards and kudos programmes
  • 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. See how Informa handles your personal data when you apply for a job here.

Average salary estimate

$70000 / YEARLY (est.)
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$60000K
$80000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Sales Manager , Informa Group Plc.

As a Sales Manager at Informa Markets, located in the heart of Manama, Bahrain, you'll find yourself at the forefront of creating global industry platforms. Your main goal will be to achieve sales revenue targets while actively seeking opportunities for growth. This includes managing the sales pipeline from prospecting all the way through to contracting, ensuring each step is carefully navigated. You'll develop and maintain strong relationships with both current and potential clients, offering high-level account management that sets the stage for successful partnerships. Informa Markets is known for its dynamic environment, and during events, your role will involve on-site account management to ensure exhibitor satisfaction. It’s about building strong client interactions, capturing data accurately for reporting, and driving team success in a supportive atmosphere. You’ll leverage your market knowledge to identify new revenue streams and keep everybody informed through effective communication with internal stakeholders. We believe that success comes from innovation and teamwork, so if you're ready to take ownership of your success within a distinguished company, we would love to hear from you.

Frequently Asked Questions (FAQs) for Sales Manager Role at Informa Group Plc.
What are the responsibilities of a Sales Manager at Informa Markets?

A Sales Manager at Informa Markets is responsible for achieving sales revenue targets, managing the sales pipeline from prospecting to contracting, and developing relationships with clients. This includes overseeing account management and ensuring exhibitor satisfaction during events, while also actively seeking new business and managing comprehensive sales reporting.

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What qualifications are needed to become a Sales Manager at Informa Markets?

To become a Sales Manager at Informa Markets, you should have significant experience in event sales, exceptional English communication skills, and proficiency in business software. An Arabic speaker is a plus, along with strong interpersonal skills and commercial awareness. Familiarity with exhibition production and market development could also enhance your candidacy.

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How does Informa Markets support its Sales Managers in achieving their goals?

Informa Markets supports its Sales Managers through a collaborative environment, offering training, mentorship, and access to resources like LinkedIn Learning. You'll also benefit from reporting tools that help track progress against sales targets, ensuring you have what you need to succeed.

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What does the day-to-day work look like for a Sales Manager at Informa Markets?

The daily work of a Sales Manager at Informa Markets involves managing client relationships, overseeing sales activities, capturing data accurately, and maintaining reports. You will also engage in market research and competitor analysis, ensuring you're equipped with the latest market intelligence to drive sales strategies.

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What opportunities for career advancement exist for Sales Managers at Informa Markets?

Sales Managers at Informa Markets have numerous opportunities for career advancement, courtesy of the company's commitment to internal mobility. With numerous training and learning platforms available, you can explore various career paths and develop your skills further as you grow within the organization.

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Common Interview Questions for Sales Manager
What strategies do you use to drive sales performance?

When answering this question, highlight your experience in identifying customer needs, leveraging data to inform strategies, and your proactive approach to follow-ups. Share specific examples of how you've increased sales in previous roles to illustrate your effectiveness.

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How do you handle client objections during the sales process?

Demonstrate your problem-solving skills here. Discuss the importance of listening to clients' concerns, empathizing with their positions, and providing tailored solutions. Include an example of a time when you successfully overcame an objection.

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Can you describe your experience with account management?

Showcase your account management skills by detailing how you've developed relationships with key accounts, maintained ongoing communication, and delivered value-added services. Be sure to highlight your success in managing client expectations.

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What methods do you use to keep up with market trends?

Talk about how you engage in continuous learning, attend industry events, and leverage online resources to gather insights on market trends. Mention any specific tools or networks you utilize to stay informed.

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How do you prioritize your sales leads?

Explain your approach to lead scoring, emphasizing how you assess potential leads based on factors like prospect size, timing, and connection to previous business. Stress the importance of focusing on high-potential leads.

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How do you measure your success in sales?

Discuss the key performance indicators (KPIs) you monitor, such as revenue growth, client satisfaction metrics, and deal closure rates. Illustrate your interview with examples that correlate with actual results achieved.

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What is your experience with CRM software?

Highlight your familiarity with CRM systems, explaining how you've used them to track customer interactions, manage sales pipelines, and generate reports. Mention any specific CRMs you've used.

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Describe a successful sales campaign you've managed.

Share a detailed example of a sales campaign, outlining your objectives, strategy, execution, and outcomes. Make sure to emphasize cross-functional collaboration if applicable.

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How do you approach networking opportunities in the industry?

Discuss your proactive approach to networking, such as attending industry events, joining professional associations, and maintaining relationships through social media. Highlight how networking has led to business opportunities or partnerships.

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What steps do you take to ensure high client satisfaction?

Emphasize your commitment to client satisfaction through regular communication, actively soliciting feedback, and providing tailored solutions. Include examples of how you've turned around challenging client relationships.

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Informa plc is a multinational publishing, business intelligence, and events group. The company was founded in 1998 and is headquartered in London, United Kingdom.

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Full-time, hybrid
DATE POSTED
March 13, 2025

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