Sales Executive
London - 240 BF

Job Reference: L2B-GEI-07301

Location: London - 240 BF

Closing Date: 15/10/2019

Department: GE EMEA - Industrial

Division: Informa Markets

An exciting opportunity to drive continued growth on Facilities Show with the launch of Smart Buildings Expo as a standalone event.

 

The Sales Executive will be responsible for selling stand space & bespoke sponsorship packages across both events. Their focus will be on driving both new business & account retention revenue. They will source leads and work closely with marketing to drive marketing campaigns that will generate new business interest and revenue. There is an expectation that they will develop & maintain strong relationships with their existing accounts, have a detailed understanding of their customers’ needs and business objectives.

 

The role will involve a combination of inside and external sales activity, meeting customers face to face, and attending industry events. The Sales Executive will have the opportunity to develop their awareness of the brand industry, building greater insight over time.

 

 

 

Job Summary/Responsibilities

 
   

 

 

  • Sales to new & existing customers
  • Revenue generation of over £0.25m annually
  • Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching
  • Development of brand and industry specific knowledge to enhance and improve sales performance
  • Support development of market analysis and opportunity assessment for brand growth, new revenue growth opportunities and product creation
  • Develop sales plans and approaches to grow their existing customer account share of wallet, through cross selling and up selling
  • Lead on the on-site re-booking and the retention of your customers post-show
  • Active management of the floor plan
  • Adoption of the 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
  • Inform their line manager of the latest customer pipeline and booked information through Salesforce
  • Provide customer feedback, insight and marketing information to the Sales Director
  • Support Finance credit control in resolving bad debt customers as a final escalation point
  • Adhere and commit to the UBM Commitments and lead by example


 

 

ILLUSTRATIVE ROLE METRICS:

 

    • Revenue Targets
  • New business & retention revenue growth
  • Rebook revenue
  • Total brand revenue performance against annual target
    • Individual performance metrics
  • Number of open opportunities & pipeline
  • Sales conversion (%)
  • Deal size (average sales value for closed-won deals)
  • Sales cycle conversion time (average time it takes a team to close a customer)
  • % of sales target attained
    • Individual Sales Activity Metrics
  • Number of calls and F2F meetings (by sector/account size)
  • Number of leads generated/ existing customers into pipeline
  • Customer contact volume
  •  
    • Sales Process and technology adoption metrics

 

Qualities needed for culture fit

 
   

 

    • Self-sufficient, self-motivated, resilient, tenacious & energetic
    • Strong work ethic
    • Team player with the confidence to communicate with senior leaders
    • Problem Solver
    • Someone with an appetite to continuously learn new things and challenge themselves

Skills required

 
   

 

    • Excellent organisation and time management skills
    • Capable of working under pressure
    • Strong Interpersonal skills & the ability to network
    • Exceptional telephone manner
    • Good written communication skills
    • Ability to develop & maintain excellent relationships with clients

 

 

Desired

 
   

 

    • Sales Experience desired but not essential
    • Experience with Salesforce CRM

 

 

 

Candidates must be eligible to work in the UK.

 

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