Sales Manager - Media & Events - The Global Licensing Group

Informa Markets, a division within Informa, creates global platforms for industries. We organize 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 Santa Monica Office. 

We are the Global Licensing Group, connecting the world’s most influential entertainment, character, art, and corporate brand owners and agents with consumer goods manufacturers, licensees and retailers, with global sales of licensed merchandise and services reaching over $369.6 billion. We produce Licensing Expo, Brand Licensing Europe, Licensing Expo Shanghai and License Global.   

What we’re looking for:

We are seeking an experienced business development person with a proven track record of selling digital advertising, who exceeds revenue targets. Experience selling tradeshows a plus. The ideal candidate should be skilled in driving revenue, optimizing sales process and building their own pipeline through prospecting. The candidate must be a self-starter who is able to partner with existing and new customers to develop compelling creative solutions that achieve client objectives. This person will be responsible for growing revenues across our market-leading media solutions and premier tradeshows serving the licensing industry.

Position Summary:

This position will manage a sales territory consisting of set categories, to successfully and strategically sell clients into defined Global Licensing Group events, print, and digital media offerings. 

What you are accountable for:

• Meeting sales targets in assigned territory by strategically selling across the Global Licensing Group portfolio to existing clients and prospects.
• Create business development strategy, inclusive of pricing strategies, and approaches to increase revenue spend from existing customers via cross and up selling throughout our media and event offerings.
• Sell to current accounts and prospects with engaging conversations and compelling proposals while guiding them through the buying process.
• Developing and maintaining close relationships with accounts to understand their business needs, meet and exceed expectations and provide exceptional customer service.
• Prospect, generate and seek new business opportunities inside and outside of existing client base through cold calling, technology, presentations, in office visits and attendance at industry related events.
• Balance multiple sales targets/deadlines concurrently across portfolio of media and tradeshows.
• Build upon category specific knowledge, including attending competitor events, analyzing customer data and sharing experiences across the team.
• Work collaboratively with other groups within the GLG including, marketing, events, operations, PR and editorial to create a tailored approach to support new revenue growth.
• Leverage understanding of customer buying trends to help develop sales plans and approaches. 
• Maintain accurate pipeline, sales activity and customer information within Salesforce (CRM system) for new and existing business.
• Travel as requested to events, clients, tradeshows and internal meetings. Up to 20% travel required.
• Provide consistent, timely reporting of projects and pipelines and meet identified deadlines.
• Use identified software and tools for prospecting, record keeping and media/event management.
• Understands and presents all facets of our media products, events and services and how each may benefit the client.

What you bring to the team:

• 3-5+ years of work experience in business-to-business sales with proven track record of prospecting and growing revenue from existing accounts.
• Previous media sales experience.
• Outgoing personality, interpersonal skills, persuasiveness, likeability, confidence and customer service.
• Maintaining and building relationships, listening, resilience, creativity and adaptability.
• Ability to identify and pursue cross and up selling opportunities.
• Confidence in asking probing questions to proactively handle and respond to customer objections.
• The ability and desire to prospect for new business
• Multitasking and organizational skills.
• Consultative selling approach.
• Experience meeting varying deadlines.
• Excellent written and oral communication skills.
• Project management skills.
• Managing multiple customers and maintaining high energy sales.
• Initiative and self-directed.
• Use of Salesforce or similar CRM system.
• Proficiency with MS Office Suite.

INDIVIDUAL PERFORMANCE METRICS

• Revenue performance against target
• Customer retention revenue
• New business revenue
• Sales activity and record keeping through Salesforce
• Business plans

The salary range for this role is $85,000 to $90,000 based on experience, plus commissions.

This posting will close 10/15

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

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:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active colleague groups and networks promoting a positive, supportive, and collaborative work environment
• 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, health, vision and dental insurance, 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.

If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 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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