Full-Time Sales Manager, Event Sponsorship

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.

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.

Compensation:

Salary: $70,000 to $80,000, plus commission.

Job posting closes on January 13, 2024.

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