Account Executive, Informex
UBM Live - New York, NY

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Summary

UBM Live’s Informex & Chemical Group is seeking an experienced Account Executive to drive sales results across all products within the group. The Informex portfolio consists of the world’s leading fine, specialty & performance chemical trade show, online events & webinars, standalone conferences and global adaptations. These world class B2B events and products target the custom chemical industries and currently consist of Informex Global, taking place annually in the USA, Global Pharma Sourcing Conference, Specialty Chemical Forum Conference, Informex Online Webinar Series, and Informex India.

The events are the key conduit for the fine, specialty & performance chemicals industry professionals to network and develop existing business relationships, source new products and contacts plus interact with educational conference content focused on the key trends within the growing industry. In addition to the event products the portfolio also includes a selection of digital marketing services both around and outside of the events.

As a key member of the team the key responsibility of the Account Executive will be revenue generation across the suite of marketing communications products that we offer to our client base. The successful candidate will be responsible for the management of existing accounts and growing their annual spending within the portfolio. Additionally, and key to this role is the generation of new business revenue, working with the team to find new clients in existing sectors plus managing the designated sales territory to develop new areas of revenue within all portfolio products. In addition the candidate will also be required to participate in the wider group strategy, communicating market feedback to group management for new products and other developmental opportunities.

Your Profile

The successful candidate will be results driven, focused and an experienced sales professional. The candidate will be required to demonstrate consistently successful sales delivery in past roles with emphasis on prospecting for and the delivery of new business. He/she will be motivated to achieve both individual and group sales targets in a creative manner.

Additionally, the successful candidate will have the ability to consultatively deliver innovative solutions to meet customer objectives. The candidate will be able to develop and execute their own strategic and tactical sales plan, produced in conjunction with the Sales Manager to deliver on the needs of the wider portfolio. An element of travel is required for the successful execution of the role.
Responsibilities
• Maximize revenues and develop new business, increase market shares and yields across all products in the region/team/group.

• Research, prospect for and generate significant revenue from new customers

• Develop annual business plan and implement to include client (new, lapsed and existing) account planning process.

• Ensure individual/region/product monthly, quarterly and annual revenue targets are achieved.

• Achievement of standard key performance and productivity indicators

• Research potential new business prospects via cold calling and research in trade press, competitive shows and the internet.

• Visit competitive trade shows to sell, source new leads, engage and build profile in the market place.

• Utilization and maintenance of records on the in-house CRM database.

• Maintain accurate financial and revenue records and deliver and forecast accurate sales pipeline and updates across all relevant products.

• Participate within regular sales meetings with the wider commercial team to monitor progress, and discuss overcoming objections, sales training requirements, performance successes and issues.

• Creating and maintaining quality sales correspondence on a regular basis.

• Administration and archiving of contracted sales documentation.

• Excellent written and oral communication skills

Requirements
• 5 years experience in sales, ideally in tradeshow sales, publishing or online product sales

• Bachelor’s degree in communication, business administration, marketing or related field

• Strong sales track record and focused on achieving targets.

• Demonstrated ability to think strategically.

• Detail oriented and strong organizational skills a must.

• Excellent written and verbal communication skills.

• Must be a motivated team player.

• Travel required, second language a plus.

This position reports to the Sales Manager for the Informex & Chemical Group.

At UBM plc, we invite you to be part of an organization that is committed to building a diverse and inclusive culture and to being a responsible, sustainable business. UBM is proud to be an equal opportunity workplace.

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UBM Live
UBM Live connects people and creates opportunites for companies across five continents and more than 20 industry sectors to develop new business, meet customers, launch new products, promote their brands, and expand their markets through live exhibition, conference, awards programmes, publication, websites, training and certification. Contact
Phone: +44 (0)20 7921 5000

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