At Informa, no two days and no two people are the same, and you'll find the freedom, opportunity and support of a fantastic community to make a real impact.
We’re an international business that connects specialists with knowledge, helping them to learn more, know more and do more through live and on demand events, digital and data-driven services and academic research.
We are home to over 14,000 colleagues across 30 countries and are a member of the UK’s FTSE 100 group of leading public companies.
In Global Support, we provide expert guidance and hands-on support to the Informa Group and Informa’s many business teams. Across tech, finance, legal, corporate development, HR, communications, operations and many other areas, we work collaboratively and flexibly to help our brands serve their customers and help the company succeed.
Job DescriptionThis role is based in our Toronto office.
As part of the One Informa initiative, we are committed to driving collaboration, innovation, and shared success across all divisions. This role is a key contributor to that mission, ensuring the seamless integration of Lead Insights into exhibitor and sponsor contracts and helping clients maximize their ROI through actionable data and insights.
We are seeking a resolute and results-driven Sales Manager to join our Toronto-based team, focusing on selling Lead Insights to existing sponsorship and exhibitor clients in North America who do not have it included in their contracts. Additionally, the successful individual will be required to assist with delegate sales campaigns, contributing to the sale of delegate places for events and training courses globally.
Role Impact
This role plays a critical part in driving the adoption of Lead Insights across sponsorship agreements, contributing to increased revenue, improved client satisfaction, and the overall success of the One Informa strategy. By ensuring all sponsorship clients benefit from Lead Insights and supporting delegate sales campaigns, the Sales Manager will help maximize exhibitor ROI and strengthen Informa’s position as a leader in event insights and reporting.
Key Responsibilities
Sales Outreach and Conversion:
- Identify existing sponsorship clients who lack Lead Insights in their contracts.
- Conduct targeted outreach to these clients, leveraging marketing materials and tailored communication strategies.
- Present the value proposition of Lead Insights, emphasizing its ability to unlock actionable insights and improve ROI.
Collaboration with Marketing and Event Teams:
- Work closely with the Marketing Team to coordinate targeted email campaigns and communications promoting Lead Insights.
- Partner with Event Sales Directors to align sales strategies and ensure consistent messaging.
Upselling and Client Engagement:
- Engage with clients through telesales efforts, providing detailed explanations of Lead Insights features and benefits.
- Maintain regular communication with clients to address questions and ensure satisfaction.
Delegate Sales Campaigns:
- Sell delegate places over the phone for events and training courses globally, including both physical and digital offerings.
Advise customers on the range and suitability of events and courses across several industries, ensuring sales reflect the training needs of the customer while maximizing long-term revenue.
- Identify cross-selling opportunities, understanding client needs and providing information about live and future events in their relevant portfolio.
- Build and maintain strong relationships with new and existing clients through excellent customer service and account management.
Performance Tracking and Reporting:
- Provide regular updates to the Sales Team on conversion rates and client feedback.
- Track sales performance against the 20%+ conversion target and report progress to management.
Training and Expertise:
- Develop a deep understanding of the Lead Insights platform, including its technical features and customer benefits.
- Participate in training sessions to enhance product knowledge and sales techniques.
- Proven experience in sales, preferably within the events or sponsorship industry.
- Effective communication and interpersonal skills, with the ability to build rapport and trust with clients.
- Ability to work collaboratively with cross-functional teams, including marketing and event sales.
- Results-oriented mindset with a focus on achieving and exceeding sales targets.
- Familiarity with CRM tools and data management systems is a plus.
Key Attributes
- Customer-Centric Approach: Enthusiastic about delivering value to clients and enhancing their event experience.
- Team Player: Committed to the One Informa initiative, fostering collaboration and shared success across teams.
- Adaptability: Comfortable working in a demanding environment and adjusting strategies to meet client needs.
f you’re passionate about sales, client engagement, and delivering impactful solutions, we encourage you to apply!
Additional InformationWe 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 diversity and inclusion networks
- 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
- Comprehensive time off package: 10 vacation days, 8 paid emergency days, 1 paid day to celebrate your birthday and up to 4 paid volunteering days
- Work from almost anywhere for up to 4 weeks per calendar year
- Competitive benefits, including Share Match program
- 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
The salary range for this role is $60,000- $70,000 CAD + commission, based on experience.
This posting is for an existing vacancy.
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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