Account Executive
Amsterdam, Netherlands

Job Reference: --006086

Location: Amsterdam, Netherlands

Closing Date: 03/06/2019

Department: GE Health & Nutrition - Central

Division: Global Exhibitions

About us

We’re the world’s largest events and exhibitions organiser, working across more than 30 countries and serving dozens of specialist professional communities. Come join us!

ROLE SUMMARY:

The Account Executive is responsible for revenue generation from existing customers within a business unit in Informa | UBM, the role will manage Sales to over 200-300 customers depending on the market and brand context. A critical role in the business to retain and maintain great customer relationships, growing the accounts and ultimately driving exhibitor attendance at events. The Account Executive is part of the Account Management function, within which they will have a focus on certain a brand (products/events) whilst also developing the flexibility to work across multiple brands.

 

The Account Executive role will involve a combination of inside and external sales activity where appropriate, meeting customers face to face and attending competitor events. The Account Executive will sell and develop to a large number of low to mid-tier customers, and will be targeted on retention and growth of these accounts.

 

The Account Executive will have the opportunity to develop their awareness of the brand industry, building greater insight over time. Further brand and industry expertise and insight will be developed collaborating with and learning from Account Managers and Key Account Directors. Maintaining and strengthening the relationship throughout the year is an important focus, to develop an understanding of the customers’ needs and expectations from their attendance at the event. The Account Executive will understand the customers’ needs and articulate a compelling value proposition as part of the sale. They will have a significant role in supporting business unit re-booking of customers, at an Event, whilst supporting as a guest re-booker at events where they don’t have necessarily have personal account relationships.

 

PRINCIPAL DUTIES AND RESPONSIBILITIES:

  • Sales to existing low and mid-tier customer accounts, managing over 200-300 customers depending on the market and brand
  • Delivery of assigned Sales campaigns, against accounts, products and revenue targets
  • Development of brand and industry specific knowledge, including competitor events, to enhance and improve new business sales performance
  • Support on the on-site re-booking of existing customer accounts, in line with at event account allocation and sales targets
  • Inform their line manager of the latest customer pipeline and booked information through accurate use of Salesforce reporting, in relation to the Event floor plan, so they can liaise with relevant Brand Directors weekly
  • Develop Sales plans and approaches to grow  existing customer account share of wallet, through cross and up selling
  • Refer any new leads identified or received to the Business Development team
  • Work collaboratively with the Key Account Directors to develop industry and brand knowledge as required
  • Adoption of Sales Excellence pipeline process through use of Salesforce (CRM system)
  • Maintain accurate and timely customer information and notes within Salesforce (CRM system) so that other Sales team members and business unit functions stay informed with the latest customer dialogue
  • Feedback customer insight and marketing information to the Head of Account Management
  • Manage the capture and entry of Sales contract information into ESOP, working collaboratively with Sales Operations who will confirm and QA this information ahead of issuing the contract
  • Manage the handing over of Sale information and customer requirements (via Salesforce) to the Event Operations and Brand teams
  • Support Finance credit control in resolving bad debt customers as a final escalation point
  • Adhere and commit to the Informa | UBM Commitments and lead by example

ILLUSTRATIVE ROLE METRICS:

  • Account 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

 

POSITION REQUIREMENTS:

  • Some experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
  • Some experience and interest in relevant industry sectors or brands
  • Experience of managing multiple customers and maintaining high energy sales
  • Relationship management experience, maintaining customer contact and relevance
  • Ability to identify and pursue cross and up selling opportunities
  • Ability to negotiate effectively, and proactively handle and respond to customer objections
  • Strong interpersonal skills, confident personality, high level of enthusiasm
  • University Bachelor’s Degree / University of Applied Sciences qualification

 

OTHER PREFERRED ATTRIBUTES:

  • Experience with Salesforce CRM desirable

 

 

 

 

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