Sales Manager - Media & Events - The Global Licensing Group

Sales Manager - Media & Events - The Global Licensing Group

Informa Markets, 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.

Job Description

This role is based in our Santa Monica Office.

We are the Global Licensing Group, connecting the world's most influential entertainment, character, art, and corporate brand owners and agents with consumer goods manufacturers, licensees and retailers, with global sales of licensed merchandise and services reaching over $369.6 billion. We produce Licensing Expo, Brand Licensing Europe, Licensing Expo Shanghai and License Global.

What we're looking for :

We are seeking an experienced business development person with a proven track record of selling digital advertising, who exceeds revenue targets. Experience selling tradeshows a plus. The ideal candidate should be skilled in driving revenue, optimizing sales process and building their own pipeline through prospecting. The candidate must be a self-starter who is able to partner with existing and new customers to develop compelling creative solutions that achieve client objectives. This person will be responsible for growing revenues across our market-leading media solutions and premier tradeshows serving the licensing industry.

Position Summary :

This position will manage a sales territory consisting of set categories, to successfully and strategically sell clients into defined Global Licensing Group events, print, and digital media offerings.

What you are accountable for :

• Meeting sales targets in assigned territory by strategically selling across the Global Licensing Group portfolio to existing clients and prospects.
• Create business development strategy, inclusive of pricing strategies, and approaches to increase revenue spend from existing customers via cross and up selling throughout our media and event offerings.
• Sell to current accounts and prospects with engaging conversations and compelling proposals while guiding them through the buying process.
• Developing and maintaining close relationships with accounts to understand their business needs, meet and exceed expectations and provide exceptional customer service.
• Prospect, generate and seek new business opportunities inside and outside of existing client base through cold calling, technology, presentations, in office visits and attendance at industry related events.
• Balance multiple sales targets / deadlines concurrently across portfolio of media and tradeshows.
• Build upon category specific knowledge, including attending competitor events, analyzing customer data and sharing experiences across the team.
• Work collaboratively with other groups within the GLG including, marketing, events, operations, PR and editorial to create a tailored approach to support new revenue growth.
• Leverage understanding of customer buying trends to help develop sales plans and approaches.
• Maintain accurate pipeline, sales activity and customer information within Salesforce (CRM system) for new and existing business.
• Travel as requested to events, clients, tradeshows and internal meetings. Up to 20% travel required.
• Provide consistent, timely reporting of projects and pipelines and meet identified deadlines.
• Use identified software and tools for prospecting, record keeping and media / event management.
• Understands and presents all facets of our media products, events and services and how each may benefit the client.

Qualifications

What you bring to the team :

Individual performance metrics :

The salary range for this role is $85,000 to $90,000 based on experience, plus commissions.