Job Description

Company Description
We organise over 500 large-scale branded and transaction-oriented events in 14 specialist markets. These are typically not-to-be-missed annual events where buyers and sellers build relationships, see and show products and do business. We also provide year-round online platforms where companies showcase their businesses and products and buyers conduct research, generating valuable leads, and we provide data and digital content that supports the flow of knowledge and transactions in markets.


Role Purpose: Generates new business through hunting for Brand and Demand (B&D) new business opportunities, by building and executing new business development plans. Identifying sales leads and opportunities, discuss the value of products such as digital marketing services, multi-product solutions and events to new Customers whilst maintaining a good working relationship with new contacts. Areas of Responsibility and Accountability:

• Building and executing B&D new business development plans for a given Market with multiple customer segments
• Identifying and engaging with new prospects within this Market to gain an understanding of their specific challenges and needs
• Having an in-depth knowledge of Informa Tech’s digital marketing services products, services, solutions and value proposition
• Working closely with customers to ensure ROI
• Meet with customers face to face, over the phone, virtually or in writing
• Foster and develop relationships with customers that can be transferred to the Account Managers
• Identify and map potential Customer pain points/needs/challenges and accurately position Informa Tech’s products, services and solutions as a solution to them
• Write business proposals; drafting and reviewing Customer Contracts
• Negotiate with multiple stakeholders for a win/win outcome
• Prepare sales forecasts and analysis and present findings to management through weekly, monthly, quarterly and yearly reporting including risks, opportunities, wins and losses
• Work as a pro-active member of a high energy/high activity/high achieving business development cohort
• Achieving revenue targets, proactively responding to inbound enquiries, and self-generated leads based on market and product understanding.
• Work collaboratively across Informa Tech to promote Informa Tech’s wider capabilities and solutions
• Build a social media presence through social selling to drive referrals and nurture potential Customers
• Stay abreast of trends and changes in the business world locally and internationally
• Keep Customer information/records up to date such as interactions, transactions, pipelines, new business account plans and record on the Informa CRM system.
• Proactively develop yourself, stay abreast of the changing business/industry landscape and have a personal development plan (IDP) utilising the Informa Tech Sales Excellence Competencies.
• Work on projects across the business as and when required
• Attend/participate in Informa Tech and industry relevant seminars, associations, events, conference and competitor events where appropriate

Measures of Success:

• New business revenue against target/KPIs
• Number of net, new logos and new subsidiaries of existing logos
• Forecasting accuracy
• Ability to follow process – Salesforce / Forecasting / internal operations
• Pipeline conversion rate
• Achieve total revenue and profit targets monthly, quarterly and annually in line with New business Sales Strategy,
• Individual Development plan in place embracing Sales Excellence
• Work with the Informa Tech team to deliver solutions and share best practices
• New business/Customer development plan objectives v. achievements

Qualifications

• Industry experience within a New Business hunting role.
• Demonstrable experience/track record performing in a new business hunter role in a solutions-based B2B environment.
• Has a network of clients in at leas one market/sector and a proven track record in new business development.
• Knowledge of the Tech / Telecoms marketplace and the business models within it.
• Managing stakeholders within a range of different customers
• Has an established network of Clients/Customers/contacts at all levels within the Industry and associated markets
• Demonstrable knowledge of the competitive landscape.
• Experience of complex sales situations and demonstrable history of Sales KPI delivery
• Experience using CRM to manage Customer data and forecast sales opportunities

Additional Information
We know that sometimes the 'perfect candidate' doesn't exist, and that people can be put off applying for a job if they don't fit all the requirements. If you're excited about working for us and have most of the skills or experience we're looking for, please go ahead and apply. You could be just what we need! We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, Informa is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, citizenship, or other protected characteristics under local law.