Assistant Sales Manager

6 months ago

Jakarta, Indonesia Informa Markets Full time

Company Description
**PT Pamerindo Indonesia** is the leading trade fair organiser in Indonesia, established with the sole purpose of organising specialised trade exhibitions for the Indonesian market. The company has grown considerably and now regularly organises over 20 trade exhibitions in the following sectors: Beauty, Building & Construction, Electric & Power, Food & Hotel, Laboratory, Manufacturing, Mining, Plastics & Rubber, Oil & Gas sectors. Since its inception PT Pamerindo Indonesia has organised over 200 international trade exhibitions in Jakarta, Surabaya, and Bali.

**PT Pamerindo Indonesia** is part of Informa Markets, a division of Informa plc. Informa Markets creates platforms for industries and specialist markets to trade, innovate and grow. Our portfolio is comprised of more than 550 international B2B events and brands in markets including Healthcare & Pharmaceuticals, Infrastructure, Construction & Real Estate, Fashion & Apparel, Hospitality, Food & Beverage, and Health & Nutrition, among others. We provide customers and partners around the globe with opportunities to engage, experience, and do business through face-to-face exhibitions, specialist digital content, and actionable data solutions.

**Job Description**:
**ROLE SUMMARY**:
The Assistant Sales Manager will work together with the Sales Manager for revenue generation from existing customers, by retaining and maintaining relationships, growing accounts and driving exhibitor attendance. The role, which is part of the Sales Management function, will manage select customer accounts and will be targeted on their retention and growth. The role will focus on a certain brand (products/events) whilst developing flexibility to work across multiple brands. The Assistant Sales Manager will also be required to target our lapsed customer base, those customers who have not exhibited for one show cycle.

**PRINCIPAL DUTIES AND RESPONSIBILITIES**:

- Meet or exceed revenue targets for assigned accounts through strategic engagement of customers.
- Sales to existing customer accounts and lapsed customers (those who have not exhibited for one show cycle).
- Maintain and strengthen existing customer relationships through demonstrating a detailed understanding of customer business strategy and needs.
- Deliver assigned Sales campaigns, against accounts, products and revenue targets.
- Develop retention campaigns in collaboration with Exhibitor Marketing teams.
- Support on the on-site re-booking of existing customer accounts.
- Communicate to leadership the latest customer pipeline and booked information through accurate use of Salesforce reporting.
- Develop Sales plans and approaches to grow existing customer account share of wallet, through cross and up selling as well as the sale of integrated packages, sponsorship and advertising.
- Maintain accurate and timely customer information and notes within Salesforce (CRM system).
- Capture and enter sales contract information into the CRM/ invoicing system.
- Manage the handing over of Sales information and customer. requirements (via Salesforce) to the Event Operations and Event teams.
- Support Finance in resolving bad debt customers as a final escalation point.
- Act as an informal mentor to Sales Executive within the Sales team, to share industry knowledge and experience.
- Perform additional responsibilities as assigned.

**Qualifications**:

- University bachelor’s degree / University of Applied Sciences qualification
- 5 - 7 years’ experience in a B2B Sales and proven ability to deliver or overachieve on revenue targets
- Strong experience in managing relationships with international customers across various regions and cultures
- Excellent communication in English
- Proven ability to manage a number of customer accounts
- Strong relationship management experience, maintaining customer contact and relevance
- Ability to develop relationships at senior levels and manage customer needs
- Ability to identify and pursue cross and up selling opportunities
- Ability to understand and articulate value proposition and customer ROI
- Ability to negotiate effectively, and proactively handle and respond to customer objections
- Willingness to informally coach and develop junior Account Executives
- Strong interpersonal skills, confident personality, high level of enthusiasm

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