Account Manager
Amsterdam, Netherlands

Job Reference: ANX-IH&N-07068

Location: Amsterdam, Netherlands

Closing Date: 24/08/2019

Department: IM - Health & Nutrition - Ingredients

Division: Informa Markets

The Account Manager is responsible for revenue generation from existing customers within a business unit in Informa Markets, the role will manage Sales to between 100 – 200 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 Manager is part of the Account Management function, within which they will have a focus on a certain brand (products/events) whilst also developing the flexibility to work across multiple brands.

 

The Account Manager role will involve a combination of inside and external sales, meeting with customers face to face to develop the account relationship and in attending competitor shows or customer meetings. The Account Manager will sell to valued existing customers, and will be targeted on retention and growth of these accounts.

 

The Account Manager will have some knowledge and awareness of the brand industry, which will continue develop overtime. Further brand and industry expertise and insight will be developed collaborating with and learning from Key Account Directors and Brand leads. 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 Manager will then be able to articulate a compelling and innovative value proposition which responds the customers’ needs. 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.

 

This Account Manager role comes with additional responsibilities as being a champion on sponsorship. This person will be a single point of contact between stakeholders in Amsterdam and iJV partners with responsibilities on managing the Sponsorship Sales revenue for 8 of the Pharma shows.

 

PRINCIPAL DUTIES AND RESPONSIBILITIES:

  • Sales to existing customer accounts, managing between 100-200 customers depending on the market and brand
  • Selling on the phone. About 60 minutes of talk time on a daily basis
  • 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 account management sales performance
  • Collaboration with Exhibitor Marketing teams to develop retention campaigns to support account management activities
  • 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 Markets Commitments and lead by example
  • Be the single point of contact to receive questions and answer questions from the internal sales team. Also be a single point of contact with our iJV partners on the sponsorship items on an operational level.
  • Keep track of the sponsorship items sold.
  • Organise sales days and have regular catch up with the team to enhance sponsorship revenue generation for 8 shows.

 

 

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:

  • Significant experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
  • Significant experience and eminence in relevant industry or brand knowledge
  • Proven ability to manage a number of customer accounts
  • Strong relationship management experience, maintaining customer contact and relevance
  • Ability to develop relationships at senior levels and manage customer needs
  • Ability to identify and pursue cross and up selling opportunities
  • Ability to understand and articulate value proposition and customer ROI
  • Ability to negotiate effectively, and proactively handle and respond to customer objections
  • Willingness to informally coach and develop junior Account Executives
  • Strong interpersonal skills, confident personality, high level of enthusiasm
  • University Bachelor’s Degree / University of Applied Sciences qualification
  • Experience in selling Advertisement/ Sponsorship is vital

 

 

OTHER PREFERRED ATTRIBUTES:

  • Experience with Salesforce CRM desirable
  • Management experience desirable

 

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