Lead Account Manager at Informa (Remote)
Informa PLC is a leading international events, intelligence, and scholarly research group.
Our purpose is to champion the specialist. Through hundreds of powerful brands, we work with businesses and professionals in specialist markets, providing the connections, intelligence and opportunities that help customers grow, do business, make breakthroughs, and take better informed decisions. Informa is listed on London Stock Exchange and a member of FTSE 100, with over 11,000 colleagues working in more than 30 countries.
Our Guiding Principles: our four guiding principles are a clear statement of what we believe in.
Taken together, they define our goals and provide a focus for all Informa’s activities. The principles give a perspective on our culture and way of working, making the company easier to understand, trust and do business with.
Think big. Act small. We love ambitious thinking and taking bold options. At the same time, we recognise that success also comes from rolling up our sleeves, sweating the details, and taking personal ownership of the things that matter.
Trust must be earned. We don’t just say we’re specialists, we live and breathe the subjects we work in and the communities we work with. By getting closer to our customers and partners, and offering support every step of the way, we build trust and the confidence to rely on us to do the right things, in the right way.
Success is a partnership. We get better answers by combining skills and talents, joining forces, and embracing ideas, wherever they come from. This broadens perspectives, expands horizons, sparks innovation, and keeps our thinking fresh.
More freedom. Fewer barriers. We are light on our feet. We do things swiftly, flexibly and with as few obstacles as possible. Our colleagues have the freedom and autonomy to think fast, act on opportunities and do what is best and most sustainable for us and our customers.Job Description
Selling a full range of products ranging from digital subscriptions through to exhibition space, the Lead Account Manager is responsible the management and KPI attainment of sales activities relating to specific products, alongside aligning their own account base of clients’ needs with the most relevant and impactful products we have on offer.
A Lead Account Manager working on the Pharma portfolio is an affective consultative sales professional working with a mix of large number of mid-tier accounts across specific regions, to help them achieve their objectives, ensure their success, their repeat business, and to act as their single point of contact. They will be required meet customers face to face outside of the “at event” sales activities, by attending competitor shows or customer meetings.
The Lead Account Manager is responsible for selling a full range of products within the Pharma portfolio to ensure that personal and team targets are achieved. Products include lead generation subscription packages, programmatic digital marketing, content-led marketing solutions and exhibition-based products. He/she provides a high standard of customer insight, care, and account management, making full use the knowledge gained from their relationships to sell the full portfolio of products affectively.
This role is perfect for an ambitious and experienced sales professional with a proven commercial record in sales. The Lead Account Manager will have a knowledge and awareness of the brand industry, which will be developed overtime. Further brand and industry expertise will be developed through collaborating with and learning from the Digital Sales Manager and Key Account Managers. Maintaining and strengthening the client relationship throughout the year is an important focus, as well as developing an understanding of the customers’ needs and expectations.
In addition, as a Lead Account Manager you will have autonomy over creating new revenue streams and building relationships with key industry bodies as a point of contact. A key focus will be to ensure that the brand is consistently developed, that marketing and sales plans are fulfilled to ensure that all financial targets, brand awareness, client satisfaction and best practice objectives are fully met.Qualifications
- 3+ years' experience in a B2B sales and proven ability to deliver or overachieve on revenue targets
- Experience and eminence in relevant industry or brand knowledge
- Proven ability to manage a range 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 / 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
- Ability to work from a sales plan using direct telesales, direct mail, Internet, social media and printed material
- Ability to play an active part in identifying sales opportunities (become familiar with existing and new competitive events to find ‘new’ lead companies)
- Ability to maintain accurate and timely detailed sales reporting
- Strong interpersonal skills, confident personality, elevated level of enthusiasm
- University Bachelor’s Degree qualification (2:2 or higher)
Additional skills desired:
- Experience with Salesforce
- Candidates must be eligible to work in the country for which they are applying
A Lead Account Manager should be prepared to go the extra mile in every aspect of their work, to be proactive, and to anticipate the needs of their clients.
As a Lead Account Manager, you will be motivated understand the benefits of that products within the Pharma Portfolio, to discover the business needs of your client, and to bring creativity into your bespoke pitches to ensure success and repeat business from your client base. All whilst in-directly managing the wider sales team to ensure KPI sales activities relating to specific products are reached.
Working within a matrix environment, a Lead Account Manager must be a team player and be proactive in providing valuable insights that help develop the portfolio.
Qualities needed for culture fit: ability to interact professionally with people from diverse cultures at all levels within the business and across its client base.