Senior Account Manager

2 weeks ago

Johannesburg, Gauteng, South Africa Informa Tech Full time
Company Description


The Africa market area within Informa Tech covers a range of business development products that assist companies to grow their business in the region.

The flagship product, Africa Tech Festival, has been uniting over 15,000 attendees within 300+ customers both virtually and in person for 25 years.

The market area also offers a range of media, digital, research and marketing services products to a fast-growing, engaged community.


The role will be responsible for growing a network of TMT (telco, media and technology) accounts and new business prospects relevant to the Informa Tech business across Africa through selling event (live/virtual), media and digital products.


Job Description:

Areas of responsibility

  • Full customer account management, including negotiating contracts and agreements to maximize profit (not limited to)
  • Operate as the lead point of contact for all matters specific to your accounts
  • Build and maintain strong, long lasting customer relationships.
  • Building and executing a retention and new business development strategy to grow and expand within new and existing customers including upsetting and crossselling
  • Achieving revenue targets, proactively responding to inbound inquiries and selfgenerated leads based on market and product understanding
  • Accurately positioning Informa Tech's products, solutions and services as a solution for market and business challenges that meet the customers needs
  • Reporting accurate forecasting and performance metrics to key internal and external stakeholders, highlighting revenue risks and opportunities
  • Manage projects and engage in project management duties throughout the customer journey, working to carry out and deliver customer goals while meeting company goals
  • Coordinate with colleagues working on the same account to ensure consistent service
  • Keep customer information/records up to date such as interactions, transactions, account plans and record on the Informa CRM system.
  • Build a social media presence through social selling
  • Liaise with colleagues to keep your knowledge of new and existing products, services and solutions up to date
  • Share news and insight with all internal colleagues
  • Proactively develop yourself, keep abreast of the changing landscape and have a personal development plan (IDP) utilizing the Informa Tech Sales Excellence Competencies
  • Keep up to date with current market conditions and competitors' products
  • Attend key Informa and industry relevant competitor events.
  • Work on projects across the business as and when required
Knowledge & Skills

  • Industry Knowledge and expertise of Events, Digital, Media and Marketing products, solutions, and services.
Business Acumen

  • Business acumen, basic understanding of the measures of the P&L plus the ability to understand the wider issues of the industry.
  • Numeracy, review/manipulate data to draw conclusions and actionable takeaways.
  • Developing and Executing customer account plans and accurate forecasting Engaging with complex stakeholders, building long lasting relationships, solution selling
  • Understands and drives the numbers to achieve targets, the ability to work to budgets.
Sales Expertise

  • Knowledge of Sales Methodologies
  • Negotiation of complex contracts
  • Closing
Communication

  • Effective Communication Skills, confident in articulating propositions to multiple stakeholder buyers, patience plus Executivelevel communication and interpersonal skills
  • Strong presentation skills, face to face, telephone, written and virtual
Systems

  • MS Office including Word, PowerPoint and Excel Other
  • Problem solving
  • Time Management
  • Global project management
  • A team player who can be flexible and is comfortable with ambiguity.

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