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Sponsorship Sales Leader
Penton Media, Inc.
Fort Lauderdale, FL, United States
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Informa is one of the world’s leading knowledge providers. We create and deliver highly specialized information through publishing, events, training, market intelligence and expertise, providing valuable knowledge to individuals, businesses and organisations worldwide.
The Global Exhibitions Division organizes transaction-oriented Exhibitions and trade shows, which provide buyers and sellers across different industries and communities with a powerful platform to meet face to face, build relationships and conduct business. Informa has a portfolio of over 150 Exhibitions, serving a number of core verticals, including Health & Nutrition, Beauty, Property & Construction, Pop Culture and Boating.
Informa Global Exhibitions, through it's Yachting Promotions division, is currently seeking a Sponsorship Sales Leader to partner with our Business Development team. This role will report directly to the Vice President & General Manager.
Primary Job Responsibilities:
Aggressively sell sponsorship opportunities to both endemic and non-endemic customers of Informa/YPI
Build relationships with customers via phone, email, websites and personal contact
Work with Business Development Managers to create strategic plans for sponsorship sales of their existing customers
Provide accurate sales projections and forecasts
Develop strong relationships with exhibitors, ensuring all communications are clear, concise and consistent with show guidelines
Maintain and constantly update sales database (SalesForce) for all sales team. Utilize database to sell sponsorship opportunities
Create new sponsorship opportunities and programs that meet customer needs and expand offerings to our customers
Work with the VP/CFO on pricing of all sponsorship offerings to ensure proper margins
Increase revenue streams by cross-selling or up-selling existing exhibitors
Collaborate with sales and marketing teams
Supervise installation on-site of all sponsorships sold
Travel to all Informa/YPI shows to build relationships with existing customers and develop new prospects
Provide weekly sales reports with pipeline of prospects
Maintain weekly sales reports for sales department
Other duties as assigned
Qualifications:
3+ years of event sales, sponsorship sales or sales experience in a related field
Creative problem solving skills
Ability to learn new skills and information quickly
Positive attitude with willingness to help out in other areas as needed
Experience and desire to manage the entire sales process, which includes prospecting, needs analysis, closing, and maintaining relationships
Strong written and verbal communication skills
Experience interacting with external clients, vendors, and internal teams
Proficiency in Microsoft Office, Excel, SalesForce and the ability to learn ExpoCAD sales tools
Proficiency using customer relationship management (CRM) system, which is currently being installed/developed