Account Manager
Singapore

Job Reference: SIN-SAL-07191

Location: Singapore

Closing Date: Not Specified

Department: Sales

Division: Informa Markets

ROLE SUMMARY:

The Account Manager is responsible for revenue generation from existing customers, by retaining and maintaining relationships, growing accounts and driving exhibitor attendance. The role, which is part of the Account Management function, will manage select customer accounts and will be targeted on their retention and growth. The role will focus on a certain brand (products/events) whilst developing flexibility to work across multiple brands. The Account Manager will also be required to target our lapsed customer base, those customers who have not exhibited for one show cycle.

 

The role will be required to continually develop their Brand and industry knowledge through engagement both internally within the Account management team and externally at industry events.

 

PRINCIPAL DUTIES AND RESPONSIBILITIES:

  • Meet or exceed revenue targets for assigned accounts through strategic engagement of customers
  • Sales to existing customer accounts and lapsed customers (those who have not exhibited for one show cycle)
  • Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs
  • Deliver assigned Sales campaigns, against accounts, products and revenue targets
  • Development of brand and industry specific knowledge, including competitor events
  • Develop retention campaigns in collaboration with Exhibitor Marketing teams
  • Support on the on-site re-booking of existing customer accounts
  • Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting
  • Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising
  • Refer any new leads identified or received to the Business Development team
  • Maintain accurate and timely customer information and notes within Salesforce (CRM system)
  • Capture and enter sales contract information into the CRM/ invoicing system
  • Manage sales information and customer requirements (via Salesforce) to the Sales Operations and Event teams
  • Support Finance in resolving bad debt customers as a final escalation point
  • Act as an informal mentor to Account executives within the Sales team, to share industry knowledge and experience
  • Perform additional responsibilities as assigned

 

POSITION REQUIREMENTS:

  • University Bachelor’s Degree / University of Applied Sciences qualification
  • 5-8 years’ experience in a B2B sales team and proven ability to deliver or overachieve on revenue targets
  • Strong experience in managing relationships with international customers across various regions and cultures
  • 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 coach and develop Account Executives
  • Strong interpersonal skills, confident personality, high level of enthusiasm

 

OTHER PREFERRED ATTRIBUTES:

  • Proficiency in Microsoft Office support tools
  • Experience in using Salesforce.com

 

This job description sets out the duties of the position at the time that it was drawn up. Such duties may vary from time to time per business needs without changing the general character of the duties.

 

 

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