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.
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 cross-selling
- Achieving revenue targets, proactively responding to inbound inquiries and self-generated 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 Executive-level communication and interpersonal skills
- Strong presentation skills, face to face, telephone, written and virtual
Systems
- Strong knowledge of Informa systems and technology including most importantly salesforce.com or similar CRM.
- 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.
