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About the Role

Informa Markets Japan is seeking an experienced and results-driven Senior Sales Executive. This role is critical to driving revenue growth and expanding our market presence by developing strategic client relationships and leading high-performing sales initiatives across our portfolio of B2B events and digital platforms.

Responsibilities

• Develop and execute comprehensive sales strategies to achieve and exceed revenue targets across assigned events and digital products
• Identify new business opportunities and expand existing client relationships within target industries
• Manage the full sales cycle from prospecting and qualification to negotiation and contract closure
• Create compelling value propositions tailored to client needs and business objectives
• Monitor market trends, competitor activities, and industry developments to inform sales strategies
• Build and maintain strong, long-term relationships with key decision-makers and C-level executives
• Serve as a trusted advisor to clients, understanding their business challenges and providing strategic solutions
• Conduct regular client meetings, presentations, and site visits to strengthen partnerships
• Ensure exceptional customer satisfaction and high retention rates
• Handle contract renewals and upselling opportunities with existing clients
• Mentor and guide junior sales team members, sharing best practices and sales techniques
• Collaborate closely with marketing, operations, and product teams to deliver integrated solutions
• Participate in sales meetings, providing insights and contributing to team strategy discussions
• Represent the company at industry events, conferences, and networking functions
• Maintain accurate and up-to-date records in CRM systems (Salesforce or similar)
• Prepare regular sales forecasts, pipeline reports, and performance analyses
• Track key performance indicators (KPIs) and adjust strategies to optimize results
• Ensure compliance with company policies, procedures, and ethical standards

Requirements

• Minimum 7-10 years of B2B sales experience (preferably in events, media, marketing services, or related industries)
• Proven track record of consistently meeting or exceeding sales targets
• Experience managing complex, multi-stakeholder sales processes
• Demonstrated success in building and maintaining C-level client relationships
• Exceptional communication and presentation skills in both Japanese and English (business level)
• Strong negotiation and closing abilities
• Strategic thinking with the ability to identify opportunities and solve problems creatively
• Excellent interpersonal skills and ability to build rapport quickly
• Self-motivated, results-oriented, and able to work independently
• Proficiency in CRM systems (Salesforce preferred) and Microsoft Office Suite
• Strong business acumen and understanding of B2B marketing and sales principles
• High energy and ambition with a passion for sales excellence
• Resilient and adaptable in a fast-paced, changing environment
• Collaborative team player with a positive attitude
• Detail-oriented with strong organizational and time management skills
• Integrity and professionalism in all business dealings
• Experience in the events, exhibitions, or conference industry
• Established network within target industries in Japan
• Knowledge of digital marketing and lead generation platforms
• Bachelor's degree in Business, Marketing, Communications, or related field
• Experience working in a multinational or matrix organization

Skills

• B2B sales
• Sales strategy development and execution
• Client relationship management
• Negotiation
• Closing deals
• Strategic thinking
• Problem-solving
• Interpersonal skills
• CRM systems (Salesforce preferred)
• Microsoft Office Suite
• B2B marketing principles
• Sales operations
• Reporting
• Communication (Japanese and English)
• Presentation skills

Location

• Japan

Work Type

• Full-time

Experience Level

• Senior

Education Level

• Bachelor's degree in Business, Marketing, Communications, or related field

About the Company

• Informa PLC is a global B2B media company headquartered in the UK.
• It organizes international trade shows and industry events, publishes digital platforms, trade and academic journals, and provides market research and data analysis.
• Informa is listed on the London Stock Exchange and is a member of the FTSE 100.
• With over 12,000 employees in more than 30 countries, Informa operates in various industries including pharmaceuticals, healthcare, bio, food, fashion, cosmetics, industrial machinery, maritime, and IT.
• The company's annual sales exceed 620 billion yen (£3,189.6m / 2023).
• Informa Markets Japan, as the Japanese branch of Informa Markets, leverages the international network to organize over 30 international events across diverse industries such as food, healthcare, pharmaceuticals, beauty, fashion, jewelry, and maritime.
• It also publishes specialized media for the health and food industries and acts as the Japanese contact for overseas promotion support for Japanese companies participating in Informa's global events.