Senior / Business Development Executive - FHA

About the role

This role is based in Bugis Junction Towers office. The Senior / Business Development Executive is responsible for revenue generation from new customers to Informa Markets, within one or several business units. He/ She will be expected to source and close leads working with Exhibitor Marketing, to develop strategies to attract new customers, enter new markets and review new business revenue. The role will be expected to sell to a variety of customers, independent small and medium enterprise customers (most our customer base) up to large key account acquisitions. As part of the life time management of customers, at times the Senior / Business Development Executive will be expected to support the closing or retention of high value or strategic customers, in particular those whom He/She first acquired. PRINCIPAL DUTIES AND RESPONSIBILITIES: Revenue generation of specified amount assigned, through sales (booth, sponsorship/ advertisement and fully integrated packages) to new customers to Informa Markets (including some customers who have not exhibited for several years) across products and revenue streams within a business unit Generation of new business leads, through customer relationship development, cold calling, attendance at industry related events and market searching Development of brand and industry specific knowledge to enhance and improve new business sales performance Identification and development of business development strategies, working with Event Directors to target new market sectors and regions Development of market analysis and opportunity assessment for brand growth and new revenue growth opportunities Collaboration with Exhibitor Marketing teams to develop attraction campaigns which could drive business development opportunities Lead on the on-site re-booking of new business customers, and begin the handover of customers onto the account management team Support (where necessary) in the retention of existing customers To account manage newly acquired customers through their first show cycle to ensure a positive experience and provide resolution advice where necessary, working with other business functions (e.g. Marketing, Brand or Event Operations) Support the team in sharing of insights and peer-to-peer coaching Liaise with the Event Director in relation to key high value new customers, and Sales Operations with regards to available spots on the floor plan Adoption of sales pipeline process and data quality maintenance through use of Salesforce (CRM system) Manage the capture and entry of Sales contract information Manage sales information and customer requirements (via Salesforce) to Sales Operations and Event teams Support overdue payment collection for accounts under management Perform additional responsibilities as assigned ILLUSTRATIVE ROLE METRICS: Business Development revenue targets New business revenue growth (new customers) New business revenue growth (lost customers) Brand (Event/product) new business revenue performance against target Life time customer value Individual performance metrics Number of open opportunities New business sales conversion % (win rate) Deal size (average sales value for closed - won deals) Sales cycle time (average time it takes a team to close a customer) % of sales target attained Individual sales activity metrics Number of new calls and meetings (by sector / account size) Number of new opportunities (pipeline) Number of new leads generated into pipeline Number of new f2f customer meetings Sales process and technology adoption metrics Key Salesforce system adoption metrics Sales Excellence pipeline process adoption POSITION REQUIREMENTS: University Bachelor's Degree / University of Business Management or relevant Minimum 2 years of sales experience, with minimum of 1 year in new business development Strong experience in managing relationships with international customers across various regions and cultures Significant experience in a B2B sales team and proven ability to deliver revenue targets Proven ability to generate new business revenue, source leads and close sales Ability to develop relationships at senior levels and manage high value accounts Ability to identify and pursue cross and up selling opportunities for new customers Ability to understand and articulate value proposition and customer ROI Ability to negotiate effectively, and proactively handle and respond to customer objections Strong interpersonal, communication and interpersonal skills with a high level of enthusiasm OTHER PREFERRED ATTRIBUTES: Experience with Salesforce CRM desirable MS Office 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

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