Senior Key Accounts Manager - SupplySide (Hybrid)

Company Description

, a division within Informa, creates global platforms for industries. We organize 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.

is another major event within the health and nutrition industry, similar to SupplySide East but typically larger in scale. It takes place annually on the West Coast of the United States, specifically in Las Vegas, Nevada. Like SupplySide East, SupplySide West brings together professionals from the dietary supplement, food, beverage, and personal care industries. The event features exhibitors showcasing ingredients, finished products, and services, along with educational sessions, networking opportunities, and discussions on market trends and innovations. SupplySide West serves as a key meeting point for industry leaders, suppliers, manufacturers, and marketers looking to explore business opportunities and stay informed about developments in the health and nutrition sector.

• SupplySide East 2024 | April 16 & 17, 2024 (supplysideshow.com)
• SupplySide West 2024 | Oct 28-Oct 31 in Las Vegas, NV (supplysideshow.com)

Job Description

This role centers on managing key accounts, ongoing prospecting within a defined geographic area, and strategically driving revenue for SupplySide Network events and digital programming. aligns closely with brand and product strategies.

• • Reports directly to the Vice President of Sales.
  • Meets or exceeds sales targets and service objectives within the designated territory, focusing on the SupplySide portfolio, including in-person tradeshows (SupplySide East and SupplySide West) and digital media brands, with a specific emphasis on expanding the food & beverage customer base.
  • Proactively engages with all clients in the assigned territory, nurturing strong relationships to understand their business needs, surpass expectations, deliver exceptional customer service, and increase revenue.
  • Monitors weekly sales performance via Salesforce, collaborating with the Vice President of Sales to identify new prospects and opportunities for growth within existing accounts.
  • Manages travel schedule and expenses related to client visits and industry events.
  • Contributes content ideas and suggestions for sales and marketing tools.
  • Actively participates in event and media sales meetings, strategy sessions, planning meetings, post-show reviews, and planning future initiatives.
  • Works collaboratively with sales and service teams to ensure exceptional support for clients.

• Develops strategic plans for key customers in the territory.
• Demonstrates strong account renewal rates, aiming for 75% or higher.
• Creates comprehensive proposals that drive incremental revenue.
• Collaborates effectively with internal stakeholders to support the sales process.
• Partners with the content team to develop innovative ideas and programs.
• Strives to exceed financial goals set for the territory and named accounts.
• Occasionally leads bi-weekly sales meetings in the absence of the Vice President of Sales.
• Operates within the vision and core values of the SupplySide Network.
• Travels to conferences, client meetings, vendor interactions, and tradeshows as needed.
• Provides regular, timely reporting on projects and meets established deadlines.
• Ensures prompt responses to client communications within 24 hours.
• Uses designated software and tools for prospecting, record-keeping, and event management.
• Adheres to procedures, timelines, and project deadlines as required.
• Fosters a positive and proactive work environment, maintaining a .
• Interacts with clients and colleagues professionally and respectfully at all times.
• Actively participates in relevant meetings and remains informed about meeting discussions.
• Performs other duties as assigned.

This revised job description emphasizes , and within the SupplySide Network framework.

Qualifications

• Experience within the health & nutrition industry is preferred, with a strong understanding of its dynamics and key players.
• Demonstrated success in business-to-business sales, ideally within events, tradeshows, or digital media. Minimum 5 years of experience required.
• Ability to develop and execute strategic sales plans aligned with revenue targets and organizational goals.
• Strong interpersonal skills with a track record of managing key accounts and fostering long-term client relationships.
• Proven ability to meet or exceed sales targets consistently, focusing on both new business acquisition and existing account growth.
• Familiarity with the events industry, particularly tradeshows and digital media, with a keen understanding of market trends and dynamics.
• Experience in creating compelling and comprehensive proposals that address client needs and drive incremental revenue.
• Ability to work effectively with cross-functional teams, including marketing, content, and operations, to deliver exceptional customer service and support.
• Proficiency in analyzing sales data, identifying trends, and translating insights into actionable strategies.
• Excellent verbal and written communication skills, including the ability to articulate value propositions clearly and persuasively.
• Strong organizational skills with the ability to manage multiple priorities and deadlines effectively.
• Willingness and ability to travel as required for client meetings, conferences, and industry events (approximately 20-30% travel).
• Familiarity with CRM systems (e.g., Salesforce) and other sales-related software/tools for prospecting, pipeline management, and reporting.
• Self-starter with a proactive approach to problem-solving, adaptable to changing environments and business needs.
• Preferred in Business Administration, Marketing, Communications, or a related field.

Further Information:

• Competitive salary range between , with uncapped commission tied to sponsorship and exhibit revenue.
• Job posting expires on , 2024.

Additional Information

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

• • Colleagues appreciate our high rating for flexibility and trust, supporting diverse working patterns.
• • Enjoy a welcoming culture with both in-person and online social events.
  • Participate in our Walk the World charity day and engage in active diversity and inclusion networks.
• • Take up to four days per year for volunteering, with charity match funding available.
• • Develop your career with bespoke training, mentoring platforms, and on-demand access to thousands of courses on LinkedIn Learning.
  • Encouragement and support for internal job moves.
• • Benefit from 15 days of PTO, increasing to 20 after three years and 25 after six years.
  • Receive 10 national holidays, a birthday leave day, and the opportunity to work from almost anywhere for up to four weeks annually.
• • Includes a 401k match, health, vision, and dental insurance.
  • Parental leave and an Employee Stock Purchase Plan (ESPP) offering company shares at a minimum 15% discount.
• • Access Employee Assistance Program (EAP) assistance, mental health first aiders, and a wellness app.
• • Receive recognition for outstanding work through global awards and kudos programs.
• • Opportunity to collaborate with teams across the globe as part of an international company.

We’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. 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. See how Informa handles your personal data when you apply for a job here.