About this role
This role is based in our Menara Jamsostek Office
PT Pamerindo Indonesia is part of Informa Markets, a division of Informa plc. Informa Markets creates platforms for industries and specialist markets to trade, innovate and grow. Our portfolio is comprised of more than 550 international B2B events and brands in markets including Healthcare & Pharmaceuticals, Infrastructure, Construction & Real Estate, Fashion & Apparel, Hospitality, Food & Beverage, and Health & Nutrition, among others. We provide customers and partners around the globe with opportunities to engage, experience, and do business through face-to-face exhibitions, specialist digital content, and actionable data solutions.
PRINCIPAL DUTIES AND RESPONSIBILITIES:
Meet or exceed revenue targets for assigned accounts through strategic engagement of customersSales 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 needsDeliver assigned Sales campaigns, against accounts, products and revenue targetsDevelopment of brand and industry specific knowledge, including competitor eventsDevelop retention campaigns in collaboration with Exhibitor Marketing teamsSupport on the on-site re-booking of existing customer accountsProvide regular pipeline and booking updates to the Sales Manager through accurate Salesforce reporting.Support the execution of sales plans to grow existing customer account share of wallet through cross-selling, upselling, sponsorship, and advertising opportunities.Maintain accurate and timely customer information and notes within Salesforce (CRM system)Capture and enter sales contract information into the CRM/ invoicing systemManage the handing over of Sales information and customer requirements (via Salesforce) to the Event Operations and Event teamsSupport Finance in resolving customer payment issues when required.Support and share knowledge with Sales Executives where appropriate.Perform additional responsibilities as assignedILLUSTRATIVE ROLE METRICS:
Sales Management revenue targetsExisting customer retention revenueRebook revenueExisting customer revenue growthBrand (Event/product) existing customer revenue performance against targetIndividual performance metricsNumber of pipeline opportunitiesExisting customers sales conversion % (retention off site)% re-book on siteDeal size (average sales value for closed – won deals)Sales cycle time (average time it takes a team to close a customer)% of sales target attainedNumber of new business referralsIndividual sales activity metricsNumber of calls and meetings (by sector / account size)Number of existing customers into pipelineCustomer contact volumeSales process and technology adoption metricsKey Salesforce system adoption metricsSales Excellence pipeline process adoption POSITION REQUIREMENTS:
University Bachelor’s Degree / University of Applied Sciences qualification3 - 5 years’ experience in a B2B Sales and proven ability to deliver or overachieve on revenue targetsStrong experience in managing relationships with international customers across various regions and culturesExcellent communication in EnglishProven ability to manage a number of customer accountsStrong relationship management experience, maintaining customer contact and relevanceAbility to develop relationships at senior levels and manage customer needsAbility to identify and pursue cross and up selling opportunitiesAbility to understand and articulate value proposition and customer ROIAbility to negotiate effectively, and proactively handle and respond to customer objectionsWillingness to informally coach and develop junior Account ExecutivesStrong interpersonal skills, confident personality, high level of enthusiasmOTHER PREFERRED ATTRIBUTES:
Proficiency in Microsoft Office support toolsExperience in using Salesforce.com 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 networksBroader impact: take up to four days per year to volunteer, with charity match funding available tooCareer 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 movesTime out: annual leave plus a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a yearA flexible range of personal benefits to choose from, plus company funded private medical coverA ShareMatch scheme that allows you to become an Informa shareholder with free matching sharesStrong wellbeing support through EAP assistance, mental health first aiders and moreRecognition for great work, with global awards and kudos programmesAs an international company, the chance to collaborate with teams around the worldWe’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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